As a Sales Manager, Institutional Sales ASEAN, you will be responsible for executing sales strategies and optimize business opportunities in your dedicated region. You will be part of the Sales and Account Management Team and directly reporting to our Managing Director of Asia Pacific in Singapore with a dotted reporting line to the Head of Institutional Sales, APAC.
Build Coverage Approach
Identify and know our clients and prospects. Listen to our client's feedback. Deeply understand their challenges. Prioritize client segments and specific clients.
Lead our revenue growth strategy. Manage our relationships with priority institutional clients and prospects. Ensure differentiated service and strategy.
Be a brand ambassador. Communicate our story with stakeholders with passion and authenticity. Consider and help refine branding for the Institutional audiences.
Help guide Purpose. Be part of the institutional leadership team. Actively participate in business decisions to enhance the overall performance of the firm.
Drive efficiency. Improvement of processes to enhance productivity. Ensure tight integration across teams.
Safeguard the firm. Ensure compliance with all company policies and procedures.
Own the sales plan. Create regional sales forecasts and related targets. Create an anticipatory, proactive, and responsive data-driven sales plan.
Sales Process. With close adherence to the firm’s solution selling sales strategy, apply a disciplined, transparent approach to this complicated sector.
Deliver ambitious sales targets. Ensure capabilities and resources to deliver. Remove roadblocks. Leverage senior management and relationships.
Develop prospects. Identify and prioritize the opportunities given resources available.
Execute strategies geared to new clients.
Talent Development and Mentorship
Build Capabilities. Coach members of the broader team. Develop both investments knowledge and sales capabilities. Deliver both day-to-day and structured feedback.
Lead by example. Foster a positive, hard-working, and results-oriented culture.
Support product development. Work with clients and our Product team to create the products our clients need.
Support marketing. Contribute to overall marketing strategy. Constantly deliver client and market feedback internally to the team.
Liaise with country industry associations for hedge funds, asset managers, retail brokers, charities, and market taker/maker banks.
Liaise with local multipliers like TMS/PMS/OMS/EMS vendors and consultants.
Liaise with local liquidity sales and management team when targeting market makers.
Win market intelligence from local contacts and feed them into the organization.
Work closely with global sales force to maximize global customer relationships and cooperate as a member of a team in global sales opportunities.
Maintain relationships with established portfolio clients and pro-actively work with them to maximize client revenue potential.
Monitor and analyse portfolio client trading activity and identify areas of opportunity to improve pricing coverage that will lead to increased trading activity.
Organize and/or attend regular networking events with local market professionals.
Propose and organize necessary events in coordination with Marketing and Marketing Director.
Skilled Salesperson with a solid contact portfolio on the senior level in hedge funds and CTAs, as well as market taking banks, ECN users and broker-dealers.
Proven track record in selling trading solutions to the financial community.
Reliable and capable of consolidating customer loyalty and performance through constant advisory and identification of requirements.
Credible, persuasive, well-presented with excellent communication, presentation, and execution skills
Service and detail-oriented.
Highly motivated, entrepreneurial spirit, team player.
English and Mandarin preferred
Higher education in banking, business administration, computer science or equivalent
Minimum 5 - 10 years of practical experience in global market sales & trading environment or financial service industry.