Index Sales Specialist
MSCI · Hong Kong
MSCI is looking for an Index Sales Specialist based in Hong Kong to cover and develop a portfolio of international sell-side clients — including broker-dealers, market makers, and securities firms — while also driving new business growth in the offshore Chinese broker-dealer segment, where onshore Chinese securities firms are opening Hong Kong branches to build out their offshore franchise.
The role blends relationship management on an existing book of international sell-side accounts with hunter-mentality new business development, particularly with offshore Chinese institutions. It covers the positioning and closing of sales for MSCI's standard and custom index subscription data, as well as licenses supporting research reporting and the issuance of MSCI-linked financial products.
This is a highly visible, individually accountable role with direct involvement in prospecting, senior-level relationship building, product presentations, contract negotiation, sales closing, and product setup and delivery. The Specialist will work closely with global Client Service, Client Consultants, Marketing, Product Management, Legal, and Finance / billing teams.
Sell-Side Client Coverage, Relationship Management & Business Development
Own total relationship management across an existing portfolio of international sell-side clients (broker-dealers, market makers, securities firms)
Lead high-level management contact and strategic account planning
Identify and close new product placement opportunities within the existing book
Build and manage a pipeline of net-new sell-side clients establishing a presence in Hong Kong, including proactive prospecting and networking to engage decision-makers at target institutions
Map the broker-dealer and structured products landscape in Hong Kong to prioritize outreach, navigating cross-border relationships where relevant
Answer detailed client inquiries about MSCI index products and methodologies
Achieve and exceed targeted revenue goals across the segment
Cross-Functional Coordination
Partner with global Client Service, Legal, Contracts, Billing, Marketing, Product Management, and Operations to ensure client requests are managed appropriately, including nuances specific to offshore Chinese entities
Maintain accurate records of account visits, client conversations, and finalized contracts
Some travel involved, including within Hong Kong and the broader region as needed
Market & Client Feedback
Proactively solicit client feedback regarding new initiatives and future product development
Provide feedback from clients to Marketing, Sales, Research, and Product Development groups
Specific Knowledge / Skills
Understanding of / experience dealing with international sell-side institutions — Broker-Dealers, Market Makers, and securities firms — and the investment management process and global equity markets
Experience covering or developing offshore Chinese financial services clients based in Hong Kong is highly desired
Ability to operate in both modes: managing and growing an existing relationship, and hunting new-logo business
Mandarin fluency is a strong advantage given the offshore Chinese client base; strong English communication skills are required
Strong sales closing skills, with a self-starter mindset and the ability to work independently while collaborating across global teams
Comfort navigating the compliance and cross-border considerations relevant to offshore Chinese entities operating out of Hong Kong
Enjoys intellectual and analytical challenges
Desired Experience
Seven to ten years of experience in financial services sales, ideally covering sell-side clients (broker-dealers, market makers) in Hong Kong or the broader APAC region
Track record combining account management with new business / hunting success is a strong advantage
Prior experience selling index, data, analytics, or structured products is a strong advantage
A Bachelor's degree is required; an advanced degree or CFA is advantageous
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