Head of Institutional Client Management

ACG_3744_JOB 
Our client, a leading company in the financial services and securities industry, is seeking a qualified candidate to join their firm. 

Institutional Sales and Business Development

• Develop and implement the institutional client strategy in line with overall business objectives.
  
• Build and maintain strong relationships with both domestic and international institutional investors, including asset management companies, investment funds, insurance companies, banks, family offices, and proprietary trading firms.
  
• Acquire new institutional clients while expanding business opportunities with existing accounts.
  
• Drive brokerage commission revenue, trading volume, market share, and overall client profitability.
  
• Identify cross-selling opportunities across research, corporate access, block trades, capital markets, and other securities products.
  
• Represent the company in client meetings, investor conferences, roadshows, and networking events.
  

Trading and Execution

• Oversee institutional trading and execution activities across relevant securities products.
  
• Ensure client orders are executed accurately, efficiently, and in compliance with client instructions and regulatory requirements.
  
• Work closely with traders and sales traders to provide clients with market updates, liquidity information, execution advice, and trading ideas.
  
• Support block trades, put-through transactions, and other large or complex institutional transactions.
  
• Monitor execution quality, trading performance, and overall client satisfaction.
  

Institutional Operations

• Oversee institutional client onboarding and account-opening processes.
  
• Coordinate with Operations, Compliance, Risk, Legal, Custody, and other internal functions to ensure a seamless client experience and effective management of KYC, AML, trading limits, settlement, allocation, reconciliation, and trade confirmation processes.
  
• Resolve operational issues, settlement discrepancies, and client escalations in a timely manner.
  

Team Leadership and Governance

• Lead, coach, and develop the Institutional Sales, Trading, and Client Support teams.
  
• Establish revenue targets, client coverage plans, performance indicators, and accountability standards.
  
• Allocate client accounts and team resources effectively.
  
• Monitor departmental revenue, trading activity, client pipeline, and operational performance.
  
• Prepare business reports, forecasts, and strategic recommendations for senior management.
  
• Collaborate closely with Research, Investment Banking, Treasury, Brokerage, Technology, and regional stakeholders.
  

Requirements

• Bachelor’s degree in Finance, Economics, Business Administration, or a related field.
  
• At least 10 years of experience in securities, brokerage, capital markets, or financial services, including a minimum of 5 years of direct experience working with institutional clients.
  
• Proven experience in institutional sales, sales trading, trading execution, or institutional brokerage.
  
• Strong network of domestic and/or international institutional investors.
  
• Demonstrated track record of generating brokerage revenue, acquiring new clients, and growing institutional trading flows.
  
• Strong understanding of the end-to-end institutional trading process, including account opening, order execution, custody, settlement, and reconciliation.
  
• Proven leadership and team management experience.
  
• Strong commercial mindset with excellent negotiation, relationship management, and problem-solving skills.
  
• Fluent English communication skills.
  

Contact: Thao Phan or Gia Huy   

Due to the immense number of applications, only shortlisted candidates will be contacted.