Head, Institutional Sales

Our client is a leading asset management and securities firm, known for delivering innovative investment solutions across equities, fixed income, real estate, and alternative assets. With a strong reputation for excellence and a client-focused approach, they are seeking talented professionals to join their team and contribute to creating long-term value and superior outcomes in the dynamic world of asset management and securities.

Responsibilities

Develop and implement a robust institutional sales strategy aligned with the firm’s overall growth objectives and market positioning.; Conduct regular market intelligence and competitive analysis to identify emerging trends and opportunities for expansion.; Collaborate with product, investment, and marketing teams to ensure institutional offerings are innovative, relevant, and competitive.; Lead strategic initiatives to expand the firm’s reach into new institutional markets and geographies.; Identify, pursue, and secure new institutional mandates, driving growth in assets under management and revenue.; Oversee the design and execution of targeted sales campaigns, presentations, and pitches to institutional prospects.; Develop and refine value propositions for institutional products and services, ensuring they meet the evolving needs of institutional investors.; Manage the entire sales lifecycle, from prospecting and negotiation to onboarding and ongoing relationship management.; Build and maintain strong, trusted relationships with key institutional clients, ensuring high levels of satisfaction and retention.; Lead the development and delivery of customised investment solutions tailored to client objectives and risk profiles.; Organise and lead regular client meetings, portfolio reviews, and educational sessions to enhance engagement and demonstrate value.; Implement feedback mechanisms to capture client insights and drive continuous improvement in service delivery.; Establish and track key performance indicators (KPIs) and metrics to measure sales effectiveness and market penetration.; Prepare detailed sales reports and insights for executive management and the board.; Utilise data analytics to assess trends, identify opportunities, and address challenges proactively.; Ensure accuracy, transparency, and timeliness in all reporting activities.; Ensure all institutional sales activities comply with relevant regulatory requirements and internal policies.; Proactively identify and mitigate risks associated with sales practices, client interactions, and market entry.; Work closely with compliance, legal, and risk teams to maintain high standards of integrity and ethical conduct.; Foster a culture of compliance and responsible selling across the institutional sales function.

Requirements

MSc/MBA in Business, Finance, Economics, or a related field.; Minimum of 10 years’ experience in institutional sales, asset management, investment banking, or related sectors.; Proven track record in leading successful institutional sales teams and delivering sustained growth.; Strong knowledge of investment products, institutional distribution channels, and regulatory frameworks.; Excellent communication, negotiation, and stakeholder management skills.; Demonstrated ability to drive innovation and adapt to changing market dynamics.; Strategic Thinking & Vision; Sales Leadership & Execution; Client Relationship Building; Business Development & Growth Mindset; Results Orientation & Accountability; Risk Awareness & Compliance