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Position Description
The Regional Institutional Sales is responsible for the development of business relationships and maximizing revenues from assigned institutional accounts. The incumbent develops knowledge of client needs and requirements and coordinates efforts to service client organizations. The role typically works closely with the client’s investment and research personnel, presenting research services while advising clients on investment opportunities.
Key Areas of Responsibilities
Actively manage and monetize CLSA’s broker rankings with tier 1 and 2 accounts towards the Top 3:
Developing and executing account plans to achieve that end
Generating deep understanding of client needs
Building relationships with key client decision maker
Raising the number of CLSA personnel recognized by all accounts covered
Understanding the monetization process at each KRM/RM account
To maintain and/or develop Top 3 broker rankings with assigned accounts:
Implementing client contact targets on call list
Maximising client attendance at Analyst/Corporate/CLSA U roadshows.
Identifying opportunities to cross sell CLSA and CITIC products
Support Corporate Finance activities
Implement account management issues as directed by the country head and head of sale
Ensure the integrity of client database information and fully utilize CIS
Attend and participate in morning meetings and client base meetings
Actively support and promote the team and the company
Idea generation
Requirements
Institution Equities experience of at least 4 years
Bachelor’s Degree in Business/Finance or related disciplines
A knowledge of Asian based companies and sectors
An understanding of micro and macro-economic factors affecting Asian equity markets
Experience working with Research teams and Sales Traders to ensure information is communicated and understood appropriately
First class interpersonal skills and experience dealing with individuals from all backgrounds
An honest, open character and the ability to build long term relationships of trust
A willingness to take initiative and responsibility for group goals
Innovative thinking
Technical Knowledge of the Broking Industry
Interpersonal Sensitivity
Commercial Awareness
Sales Management
Leadership skills
Problem Solving/Analytical ability
Communication skills
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