Head of Institutional Sales

ADIB · United Arab Emirates

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Role       : Head of Institutional Sales
Location : Abu Dhabi                            

Role Purpose:
Incumbent is an AVP who supports the Head of ADIB Securities to identify brokerage business opportunities and achieve income results.   He also gives assistance from time to time with special projects. This officer’s primary mission is to help ADIB Securities build client-acquisition momentum and serve the Department’s clients so they are thoroughly satisfied with ADIB’s work.   Incumbent also oversees the performance of ADIB Sec. referral agents, organizes important marketing presentations, and ensures that there is thorough follow-up after marketing calls.
    
Key Accountabilities of the role      

Call, a priori, on institutional prospects in the UAE and abroad.   Narrowly target attractive prospects.   Set up sales meetings with them.   Conduct workshops, presentations and seminars to cement ties with existing and potential brokerage clients.   Build client acquisition.  Activate at least 3 new relationships per month by receiving new funds and initiating trading activity.   [this is a key function of this post.]

• Call on existing inactive relationships to describe the advantages of ADIB’s services and to neutralize any impediments to business.   Activate at least 2 such relationships per month by receiving additional funds and/or initiating trading activity.

• Conduct research to identify potential Institutions who could become brokerage customers.  Systematically call on these prospects.

• He/she will additionally be responsible for conducting research in order to evaluate market trends/conditions, hence making recommendations to senior management on new products proposals and or geographic coverage expansion.

• Identify and supervise “referral agents” who can refer business to ADIB Sec.  in accordance with ADIB’s guidelines.   Screen possible “finders” and verify their good standing.   Assist the Head of ADIB Sec. to establish “finder” relationships with these external parties.   Finalize contracts with them.   Monitor their performance in close liaison with ADIB Financial Administration.   [this is a key function of the post.   incumbent will have primary responsibility for supervising such relationships.]   

• Build from the grounds up a “Market Maker” parallel unit to institutional sales, prepare a project plan, seek the necessary internal and external approvals in coordination with all stake holders. Acquire the necessary technology and tools needed, appoint the required resources.

•  Organize client meetings on behalf of ADIB Sec.   Set and confirm client appointments.   Provide routine performance information to clients when they call.   [this is a key function of this post.]

• Join marketing calls from time to time.   Take, edit, and publish the minutes of client and marketing meetings as and when may be required.

• Ensure that call reports are prepared in a timely fashion on the individuals and organizations that the Incumbent sees. 

• Prepare follow-up responses and formal product proposals for customers once they express interest in ADIB Sec. products and services.       Dispatch follow-up letters, brochures, and subscription documentation to help close sales.       [this is a key function of this post.]

• Obtain monthly (a) Asset Management performance statistics, and (b) Financial performance statistics.   Organize monthly “Sales Review” meetings with members of ADIB Sec. Sale’s team to review sales and holdings statistics.

• Organize “Word” and “PowerPoint” presentations from time to time highlighting ADIB’s Sales activities for Board Members, as well as high-level managers, visitors and clients.   [this is a key function of this post.]

• On a part-time basis, assist the Executive in charge of ADIB Sec. with special projects such as new product studies, event planning, press conferences, client receptions, visits by dignitaries to the Bank and the like.

• Earn “high” scores from other members of the ADIB Sec. team and Private Bank’s marketing units for constructive team-play.

• Achieve high “satisfaction feedback” from the head of ADIB Sec. and of other Departments with whom he may interact.

   

  Supervisory Responsibilities

• The Head of Institutional Sales will set up the trading and Equities Research team composed of 4 individuals within 12 months of his/her appointment.

  Authority Given:

• Negotiate and approve large institutional transactions on the equity markets 

• Roll out and customize the sales team Incentives.

Additional Remarks:

• This position is highly important in the Marketing structure of ADIB Sec.  Over time, Incumbent may qualify for larger responsibilities, a fuller marketing role with direct client accountabilities, and/or a leadership role in other departments of the Bank.
   

Specialist Skills / Technical Knowledge Required for this role:
 

• Bachelor’s degree in business administration or related field. 

• Strong Investment Banking, IPO and Custody knowledge. 

• Strong relationship with local and regional pensions, funds and portfolios managers, as well as investment banks.

• Strong knowledge of UAE/GCC and international stock markets and other wealth management products and services.

• Ability to attract during the first 12 months AED 150 M of new brokerage AUMs. 

• Strong presentation skills, with the ability and competency to represent the Bank and ADIB Securities in forums and sales events.

• Strong time management, negotiations and communication skills.

• Knowledge of “Word” and “PowerPoint”, Bloomberg and Reuters terminals.   

• Fluent English and Arabic.

Previous experience required (if any)

• 8 – 10 years of proven leadership roles/experience in the capacity of Institutional Sales, Brokerage and Capital Markets.

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