About the Role:
The Head of Institutional Sales is an essential role at the company, serving as an AVP who supports the Head of the company in identifying brokerage business opportunities and achieving income results. The incumbent will help in building client-acquisition momentum and ensuring thorough client satisfaction. Key responsibilities include overseeing referral agents, organizing marketing presentations, and ensuring diligent follow-ups after marketing calls.
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Key Accountabilities of the Role:
- Proactively reach out to institutional prospects in the UAE and abroad, targeting attractive opportunities and setting up sales meetings.
- Conduct workshops, presentations, and seminars to strengthen ties with existing and potential brokerage clients.
- Aim to establish at least 3 new client relationships each month by acquiring new funds and initiating trading activities.
- Re-engage existing inactive relationships to communicate the advantages of the company’s services, with the goal of revitalizing at least 2 such relationships per month.
- Conduct thorough research to identify potential institutions for brokerage services and systematically contact these prospects.
- Evaluate market trends and conditions and make recommendations for new product proposals or geographic expansions to senior management.
- Identify and supervise referral agents according to the company’s guidelines, assisting in establishing and monitoring these relationships closely.
- Build a "Market Maker" unit parallel to institutional sales by developing a project plan, acquiring necessary internal and external approvals, and appointing required resources.
- Organize and confirm client meetings while providing regular performance information to clients.
- Participate in marketing calls and manage documentation such as minutes of meetings and call reports in a timely manner.
- Prepare follow-up proposals and necessary documentation for interested customers to aid in closing sales.
- Gather and analyze monthly asset management and financial performance statistics, facilitating monthly Sales Review meetings.
- Develop presentations for various stakeholders highlighting sales activities and assist with special projects as needed.
- Maintain high satisfaction feedback from peers and heads of departments to encourage constructive teamwork.
Supervisory Responsibilities:
- Establish the trading and Equities Research team consisting of 4 individuals within 12 months of appointment.
Authority Given:
- Authority to negotiate and approve large institutional transactions in the equity markets.
- Customize and roll out sales team incentives.
Specialist Skills / Technical Knowledge Required for the Role:
- A Bachelor's degree in business administration or a related field.
- Strong knowledge of investment banking, IPOs, and custody operations.
- Established relationships with local and regional pension funds, portfolio managers, and investment banks.
- In-depth knowledge of UAE/GCC and international stock markets and wealth management products.
- Ability to attract AED 150M in new brokerage Assets Under Management (AUM) within the first 12 months.
- Strong presentation and representation skills at forums and sales events.
- Excellent time management, negotiation, and communication skills.
- Proficient in Microsoft Word and PowerPoint, along with knowledge of Bloomberg and Reuters terminals.
- Bilingual proficiency in English and Arabic.
Previous Experience Required:
- 8 to 10 years of proven leadership experience in Institutional Sales, Brokerage, and Capital Markets.
