Director, Investor Sales

Job Summary

The jobholder will build on an already deep understanding of the buying behaviours and requirements of the Investor Clients (hedge funds, asset managers and insurers) based in Hong Kong vs the product and regional capabilities across Financing and Securities Services (FSS).

They will have a strong commercial background with an in depth understanding of the Custody, FA, Securities and Prime Brokerage product suite. He / She will have a solid track record of originating deals, running a formal sales process through to closing & contract signing. They will also possess an understanding of the Custody & Fund Accounting market, players and market trends.

He/ She will focus on seeking out and closing commercially viable, realistic mandates that will provide sustained growth in revenue. The jobholder will have the ability to sell the complete suite of solutions that are applicable to Investor Clients including Custody, Fund Accounting, Securities Lending and Prime Brokerage.

They will have a track record of successful deal team management, quick and efficient deal closure and pipeline discipline (i.e. consistency in budget vs. realised revenue). The jobholder will work with a strategic mindset to identifying suitable target clients & cross selling opportunities, able to grow the revenue across Investor Clients and mobilise stakeholders across Product, Risk, Operations, Legal, Compliance and Technology – whilst staying on strategy.

Key Responsibilities

• Executes strategy for Investor Clients sales in Hong Kong addressing client needs and in support of the global sales strategy for the segment.
• Identifies target clients, works in collaboration with stakeholders, such as FM Sales and Client Coverage, to agree and execute on
• growing incremental client income from existing clients, through increasing wallet share and onboarding new services, and
• generating new client income from New-to-Bank or New-to-FSS clients.
• Builds a qualified pipeline ensuring enough diversity to realise short term revenue objectives vs. building for the future, with a suitable balance between large strategic mandates and lesser complex deals.
• Researches potential clients to assess new sales opportunities and prioritise those opportunities accordingly in consideration of the business gestation period.
• Identifies and assists with cross-sell opportunities within Financial Markets products and services, working collaboratively and in partnership with FM Sales colleagues.
• Identifies innovative solutions to clients' requirements, maximising re-use of existing capabilities.
• Participates in account planning activities as required, in collaboration with internal stakeholders such as Client Coverage, Client Segment Head, Global Head of Sales and Business Development, Regional Heads of FSS, to forecast client growth areas and engagement effort planning.
• Monitors competitor activities and market share within their region across their segment, and internally highlights threats and opportunities.
• Maintains appropriate commercial balance between client needs and long-term profitability/ efficiency of the business, through active review of pricing, business activities, and costs of servicing
• Constructs appropriate deal team and agrees priorities across deal team members to secure the mandate.
• Responsible for submitting the response to RFPs and coordinates activities related to new business proposals.
• Maintains pipeline discipline in accordance with the guidance provided by the Segment Head and/or Global Head of Sales.
• Provides pricing proposals in compliance with conduct and business requirements, with input and approval from relevant parties.

Qualifications

• Deep segment knowledge & client buying behaviours
• Market profile and credibility with clients
• Technical FSS product knowledge
• Strong sales skills – demonstrable experience of strategic and technical sales, global coordination, long gestation periods, RFPs, running workshops & problem-solving
• Highly organised and an exceptional communicator, able to work effectively in a matrix organisation
• Track record of delivering revenue growth