Head, Institutional Sales

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