The role involves managing client relationships, monetizing broker rankings, generating account plans, and cross-selling products, while maintaining client databases.
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 2 years. Fresh graduates may also be considered
- 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
- Excellent command of spoken and written English
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