Head of Institutional Sales (Cuauhtémoc)

Job Description

The Head of Institutional Sales will be responsible for design and implement the strategy for the area, sales management and planning and will work closely with the top management of Wholesale to better position Asset Management products and including investment specialists as well as the Asset Management Global teams to maximize Asset Under Management, Assets Under Distribution and revenue opportunities from both Institutional clients and Distribution Teams in HBMX.Responsible for increasing market share to Mandates (local and international) and Mutual Funds according to the size of HBMX and AMG within the local industry throughout annually commercial plans by coordinating multiple areas and seeking engagement of related stakeholders. To properly document and scale cases of possible unusual activities, so that their treatment and the risk existing in the Institutional sales activities are determined. And monitor the KYC process and related process of presente and new customers according to the current guidelines, implemented by the LoBs within Wholesale.

Key Responsibilities

• Representative of the Institutional Sales teams and Client Management in Mexico to HSBC Asset Management
• Management and leadership of the Institutional sales team accomplishing with the annual FRP in AUMs, netflows and revenues
• Oversees budgets to ensure cost efficiency in travels, events, road shows, trainings etc. and care within the deployment in commercial activities
• Business Planning for Institutional Sales Strategy mapping and identifying opportunities to improve commercial effectiveness within Wholesale and Institutional clients
• Definition along with Distributor in Mexico a long-term sales strategy and initiatives to increase penetration and portfolio of clients, with systematic monitoring and revision, to ensure full coverage of LOBs and Regionals across the country
• Responsible for the coverage, consolidated pipeline management and consolidated reporting of the sales teams in alignment with Global Institutional Sales to CEO AMMX
• Responsible of assuring the proper relationship with RM´s in Wholesale by assuring the knowledge of Asset Management products, throughout the support, accompanying and training of the sales teams
• Leverage potential HBMX distributors with access to more sophisticated clients (e.g. Institutional)
• Direct sales efforts to Institutional clients to get a better penetration in Mandates, Public and Private Pension Plans as well as more sophisticated product offering and maintain relationships with current key institutional clients

Requirements & Qualifications

• University graduate in Business, Finance, economics and/or related discipline with a minimum of 5 year experience in sales
• AMIB 3 certification in place
• Experience leading commercial/sales teams
• Understanding of the financial markets and investment products,
• Advance working experience in sales, institutional clients
• Customer focus
• Excellent teamwork capabilities and ability to be decisive and build consensus
• Good team player whilst able to work independently under pressure
• Proficiency in Microsoft Office Applications Advance