Head of Institutional Sales
Head of Institutional Equity Sales
Overview
An ambitious and fast-growing global financial services platform is establishing a new institutional equities capability in Hong Kong. This role offers a unique opportunity to build and lead a high-impact equity sales franchise focused on servicing Asian institutional clients investing into U.S. equity markets ("westbound" flows).
The successful candidate will be responsible for developing client relationships, driving revenue growth, and shaping the strategic direction of the platform's equities offering across the region.
Key Responsibilities
Business Build & Strategy
- Lead the build-out of the institutional equity sales desk in Hong Kong, with a focus on westbound (Asia-to-U.S.) flows
- Define and execute the regional sales strategy targeting asset managers, hedge funds, sovereign wealth funds, family offices, and other institutional investors
- Partner with senior leadership to develop a scalable equities platform, including product offering, distribution strategy, and market positioning
Client Coverage & Revenue Generation
- Originate and deepen relationships with Asian institutional clients with active U.S. equity investment mandates
- Drive execution and idea flow across cash equities, and where applicable, related products (e.g., derivatives, swaps)
- Deliver differentiated market insights, trade ideas, and access to U.S. markets
- Achieve and exceed revenue targets while maintaining disciplined risk and compliance standards
Team Leadership
- Hire, mentor, and manage a high-performing institutional sales team as the platform scales
- Foster a collaborative and entrepreneurial culture focused on client outcomes and commercial performance
- Provide ongoing coaching and professional development to team members
Cross-Platform Collaboration
- Work closely with global equities trading teams, research, prime brokerage, and other business lines to deliver integrated client solutions
- Act as a bridge between Asian clients and U.S. execution capabilities
- Collaborate with compliance, legal, and operations teams to ensure smooth onboarding and execution processes
Market Intelligence
- Maintain deep knowledge of macro trends, U.S. equity markets, and regional investor behaviour
- Identify new client segments and revenue opportunities
- Provide feedback to product and trading teams to refine offerings based on client needs
Requirements
Experience
- 10-15+ years of experience in institutional equity sales, with a strong focus on U.S. equities
- Proven track record of covering and developing Asian institutional clients
- Demonstrated experience building or scaling a business line, desk, or franchise preferred
- Strong existing network across regional asset managers, hedge funds, and other institutional investors
Skills & Capabilities
- Deep understanding of global equity markets, with a particular focus on U.S. market structure and dynamics
- Strong commercial acumen with the ability to generate and grow revenues independently
- Excellent relationship management and communication skills
- Entrepreneurial mindset with the ability to operate in a build-out environment
- Leadership experience with the ability to attract, develop, and retain talent
Education & Qualifications
- Bachelor's degree in Finance, Economics, or a related discipline; advanced degree preferred
- Relevant regulatory licenses required for Hong Kong
FAQs
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