This is a key revenue-generating role within the APAC Trading Services business. You will join a market-leading franchise serving a diverse range of institutional clients, including sovereign wealth funds, central banks, pension funds, insurance companies and asset managers.
As a Vice President in the Buyside Trading Services Sales team, you will be responsible for new client acquisition and cross-selling across a diverse range of buyside client segments in Asia Pacific, with primary coverage responsibility for China, Hong Kong and Taiwan, alongside selected coverage responsibilities across other APAC markets. You will be responsible for setting sales strategy, partnering with broader coverage teams and driving opportunities through the full sales cycle.
The role provides the opportunity to contribute directly to the continued growth of the APAC franchise across Agency Securities Finance and Collateral Management.
Job responsibilities
- Develop and execute strategic sales plans for priority prospects, markets and client segments across Asia Pacific.
- Originate new opportunities and maintain a strong, well-qualified pipeline across Agency Securities Finance and Collateral Management.
- Lead prospective client opportunities through the full sales cycle, including opportunity qualification, solution development, commercial negotiation and mandate conversion.
- Deliver revenue growth across the assigned client portfolio against agreed individual and team objectives.
- Expand wallet share with existing clients by identifying additional needs and coordinating relevant product and coverage partners.
- Build trusted relationships with senior client stakeholders and develop a detailed understanding of each client’s business, strategy, operating model and commercial priorities.
- Map the competitive landscape, including addressable wallet, market share, incumbent providers and strategic opportunities.
- Lead RFPs, pitches and bid processes, coordinating contributions across product, sales, coverage, legal, risk, onboarding and client service teams.
- Partner actively with Product Management, Relationship Management, Client Service, Onboarding, Corporate Banking and regional and global sales teams.
- Maintain effective internal communication so that relevant stakeholders understand the client agenda, requirements, opportunities and risks.
- Remain closely involved in the commercial development of relationships following mandate award, in partnership with relationship management and client service teams.
Required qualifications, capabilities, and skills
- Significant experience in financial services, with strong knowledge of Agency Securities Finance and/or Collateral Management.
- Demonstrated experience in institutional sales, business development or relationship management, ideally within Securities Services, Markets or a related business.
- Track record of originating opportunities, managing complex sales processes and converting mandates into revenue-generating relationships.
- Experience working with institutional client segments such as sovereign wealth funds, central banks, pension funds, insurance companies and asset managers.
- Ability to engage credibly with senior client stakeholders, including chief investment officers, chief operating officers, chief financial officers and other executive decision-makers.
- Strong commercial judgement and the ability to identify client needs, develop differentiated solutions and balance commercial outcomes with appropriate risk management.
- Excellent communication skills, including the ability to produce compelling RFP responses, proposals and executive-level presentations.
- Ability to navigate a complex global organisation and work effectively across products, functions, regions and lines of business.
- Strong attention to detail, prioritisation and project-management skills, with the ability to manage multiple opportunities simultaneously.
- Bachelor’s degree or equivalent relevant professional experience. Fluency in English and Mandarin is required.