Head, Institutional Sales

Job description

Key Responsibilities Strategic Leadership 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. Business Development & Sales Execution 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. Client 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. Performance Monitoring & Reporting 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. Risk Management & Compliance 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. Qualifications & Experience 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. Key Competencies Strategic Thinking & Vision Sales Leadership & Execution Client Relationship Building Business Development & Growth Mindset Results Orientation & Accountability Risk Awareness & Compliance 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.