Junior Regional / APAC Institutional Equity Sales

Regional Institutional Sales

The Regional Institutional Sales role 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. This role typically works closely with the client’s investment and research personnel, presenting research services while advising clients on investment opportunities.

Key Areas of Responsibility

• Actively manage and monetize CLSA’s broker rankings with tier 1 and 2 accounts towards the Top 3, which includes:
  • Developing and executing account plans to achieve favorable rankings.
  • Generating a deep understanding of client needs.
  • Building relationships with key client decision-makers.
  • Increasing the number of CLSA personnel recognized by all covered accounts.
  • Understanding the monetization process at each KRM/RM account.
• Maintain and/or develop Top 3 broker rankings with assigned accounts by:
  • Implementing client contact targets on the call list.
  • Maximizing client attendance at Analyst/Corporate/CLSA 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

• Minimum of 2 years of experience in Institutional Equities (Fresh graduates may also be considered).
• Bachelor’s Degree in Business/Finance or related disciplines.
• Knowledge of Asian-based companies and sectors.
• Understanding of micro and macro-economic factors affecting Asian equity markets.
• Experience working with Research teams and Sales Traders to ensure appropriate communication and comprehension of information.
• Exceptional interpersonal skills and experience dealing with individuals from all backgrounds.
• An honest, open character with the ability to build long-term relationships of trust.
• Willingness to take initiative and take responsibility for group goals.
• Innovative thinking.
• Technical knowledge of the Broking Industry.
• Interpersonal Sensitivity.
• Commercial Awareness.
• Sales Management proficiency.
• Leadership skills.
• Problem Solving/Analytical ability.
• Excellent command of spoken and written English.