Client Strategy & Distribution Lead, Research
CLSA · Hong Kong
Position Description
CSI is seeking a commercially minded and data-driven professional to lead Research Distribution and Client Strategy. This role sits at the intersection of research, sales, and client engagement, with a clear mandate: maximise the commercial impact of our research platform across all business areas, from Equities through to Fixed Income and Wealth Management. You will design and implement client segmentation, optimise how research is delivered across client channels, and generate actionable insights on client behaviour to support revenue growth.
Key Areas of Responsibilities
Research Distribution
- Optimise delivery of research products (reports, data, events, bespoke insights) across institutional and internal clients
- Partner with Research and Sales teams across all departments to enhance reach, engagement, and client experience
Client Strategy & Segmentation
- Work in conjunction with the Institutional Equity Client Strategy team to augment the Equity client segmentation framework for cross department usage based on revenue potential and strategic importance
- Define differentiated servicing models to ensure effective allocation of research resources
Client Analytics & Insights
- Produce regular analytics on client engagement, servicing intensity, and commercial outcomes
- Translate data into clear recommendations for senior management and front office teams
Commercial Impact
- Identify opportunities to increase revenue through improved targeting, distribution and client prioritisation
- Support initiatives linking research engagement to trading activity and commission generation
Process & Platform Enhancement
- Improve distribution processes, workflow efficiency and data capture
- Partner with Technology teams to enhance tools, automation and reporting capabilities
Requirements
- Master Degree or equivalent
- 7 to 12 years experience in financial services (research, sales, strategy, or business management preferably)
- Strong understanding of how research drives client engagement and revenue
- Comfortable working with client data, metrics, and performance analytics
- Ability to influence across Research, Sales, and senior leadership
- Clear, concise, and able to present insights effectively
- Fluent English required, Mandarin strongly preferred
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