Institutional Sales Manager, EDC Securities

JOB PURPOSE

To provide assistance and support to the head of sales in expanding the Sales & Marketing business, fostering relationships, and increasing revenue in a profitable and cost-effective manner.

To comprehend institutional clients' needs and objectives, and identify opportunities for EDC to assist institutional clients in addressing or escalating issues and challenges related to sustainable growth and profitability.

JOB CONTEXT

This role requires a customer-centric approach and a networking mindset, with the ability to address or escalate issues to the unit head to ensure strong Sales & Marketing relationships and high service quality.
The incumbent is frequently asked to provide information and report on Sales business.

KEY RESPONSIBILITIES

SALES AND RELATIONSHIP MANAGEMENT

Pitch for and maintain business relationships with clients (Institutional and local corporates) and oversee the in-country relationship to ensure smooth account management.
Conduct daily research and analysis of microeconomic variables to update institutional clients about factors that may influence their decision-making process.
Achieve targeted sales goals, performance targets, and customer satisfaction through effective resource management.
Initiate and follow up on new business opportunities, lead new business meetings, and close sales to institutional investors and consultants.
Capitalize on the organization's relationship with existing institutional clients by developing and executing proactive, creative, and ongoing contact initiatives.
Assist in the development and launch of new products.
Generate leads and cross-sell all company products and services across various asset classes, including fixed income securities, Trust services, Banking products, Equities, Loan services, and Forex.

BUSINESS DEVELOPMENT

Execute marketing strategies to grow existing portfolio and develop new opportunities.
Understand customer needs and provide products and services to meet client requirements and achieve business objectives.
Develop an executive contact plan and arrange meetings between potential clients and the Head of Unit.
Prepare and agree with the Line Manager on call planning to maximize returns in line with business strategy.

KNOWLEDGE, SKILLS & EXPERIENCE

Qualifications

Bachelor's degree in marketing, Banking & Finance, Business Administration, or a related field of study.
Knowledge of the capital market.

Experience

At least 6 years of work experience. 5 years of Sales experience with a strong sales track record in local corporate and Institutional Sales. 5 years of experience in Executive Administrative work and Customer service.
Ability to interact and negotiate with client organizations at the Local decision-making level.
Customer-focused & results-oriented.
Strong verbal and written communication skills in languages relevant to assigned accounts.
Capability to coordinate various resources to sell and deliver customer solutions.
Excellent organizational and time management skills are highly desirable.
Inclusive, adaptable, savvy, and sensitive to client culture.

Skills, Capabilities & Attributes

Demonstrate thought leadership and strategic thinking.
Capable of managing multi-functional operational teams.