Head, Institutional Sales
Deloitte Africa · Deloitte Human Capital
Company Description
Our client is a leading asset management and securities firm, known for delivering innovative investment solutions across equities, fixed income, real estate, and alternative assets. With a strong reputation for excellence and a client-focused approach, they are seeking talented professionals to join their team and contribute to creating long-term value and superior outcomes in the dynamic world of asset management and securities.
Job Description
Key Responsibilities
Strategic Leadership
- Develop and implement a robust institutional sales strategy aligned with the firm’s overall growth objectives and market positioning.
- Conduct regular market intelligence and competitive analysis to identify emerging trends and opportunities for expansion.
- Collaborate with product, investment, and marketing teams to ensure institutional offerings are innovative, relevant, and competitive.
- Lead strategic initiatives to expand the firm’s reach into new institutional markets and geographies.
Business Development & Sales Execution
- Identify, pursue, and secure new institutional mandates, driving growth in assets under management and revenue.
- Oversee the design and execution of targeted sales campaigns, presentations, and pitches to institutional prospects.
- Develop and refine value propositions for institutional products and services, ensuring they meet the evolving needs of institutional investors.
- Manage the entire sales lifecycle, from prospecting and negotiation to onboarding and ongoing relationship management.
Client Relationship Management
- Build and maintain strong, trusted relationships with key institutional clients, ensuring high levels of satisfaction and retention.
- Lead the development and delivery of customised investment solutions tailored to client objectives and risk profiles.
- Organise and lead regular client meetings, portfolio reviews, and educational sessions to enhance engagement and demonstrate value.
- Implement feedback mechanisms to capture client insights and drive continuous improvement in service delivery.
Performance Monitoring & Reporting
- Establish and track key performance indicators (KPIs) and metrics to measure sales effectiveness and market penetration.
- Prepare detailed sales reports and insights for executive management and the board.
- Utilise data analytics to assess trends, identify opportunities, and address challenges proactively.
- Ensure accuracy, transparency, and timeliness in all reporting activities.
Risk Management & Compliance
- Ensure all institutional sales activities comply with relevant regulatory requirements and internal policies.
- Proactively identify and mitigate risks associated with sales practices, client interactions, and market entry.
- Work closely with compliance, legal, and risk teams to maintain high standards of integrity and ethical conduct.
- Foster a culture of compliance and responsible selling across the institutional sales function.
Qualifications
Qualifications & Experience
- MSc/MBA in Business, Finance, Economics, or a related field.
- Minimum of 10 years’ experience in institutional sales, asset management, investment banking, or related sectors.
- Proven track record in leading successful institutional sales teams and delivering sustained growth.
- Strong knowledge of investment products, institutional distribution channels, and regulatory frameworks.
- Excellent communication, negotiation, and stakeholder management skills.
- Demonstrated ability to drive innovation and adapt to changing market dynamics.
Key Competencies
- Strategic Thinking & Vision
- Sales Leadership & Execution
- Client Relationship Building
- Business Development & Growth Mindset
- Results Orientation & Accountability
- Risk Awareness & Compliance
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