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. 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