Director - Prime and Financing Sales
This is a Financial Markets (FM) Prime and Financing (P&F) Sales role, The scope of coverage is the UK, Middle East and Africa. The Prime business has a unique footprint in Asia, Middle East, and Africa, and offers a growing range of products, including for Prime and Financing more specifically: OTC Clearing, Rates intermediation, FX Prime Brokerage, and Fixed Income Prime Brokerage. P&F services are proposed to a number of client sectors including banks, investors, intermediaries, sovereigns, fund managers, insurance companies, and corporates.
Role Responsibilities
Strategy
- Executes strategy for P&F Sales in defined region, addressing specific country and client needs and in support of the global sales strategy for the segment.
- Identifies target clients, works in collaboration with stakeholders, including FM Sales and Client Coverage, to agree and execute on
- growing incremental client income from existing clients, through increasing wallet share and onboarding new services, and
- generating new client income from New-to-Bank or New-to-Prime clients
- Builds a qualified pipeline ensuring enough diversity to realise short term revenue objectives vs. building for the future, with a suitable balance between large strategic mandates and lesser complex deals.
- Leverages thought leadership and strengths to position P&F with the client.
- Acts as a trusted advisor to the client based on long-term perspective on current and future needs in order to continue to develop the client relationship.
- Research potential clients to assess new sales opportunities and prioritise those opportunities accordingly in consideration of the business gestation period.
- Identifies and assists with cross-sell opportunities within Financial Markets products and services, working collaboratively and in partnership with FM Sales colleagues.
- Works closely with P&F Product Team to:
- Provide feedback in a structured manner to Product, detailing opportunities, gaps, outstanding compliance, and risk action items.
- Proactively seek opportunities for client engagement with Product and new product initiatives
- Maximise the impact of market advocacy, product launches/ updates, marketing and client engagement events, and participation in industry events.
Business:
- Maintains awareness and understanding of the wider business, economic, and market environments.
- Maintains good knowledge of all products within the P&F framework, and demonstrates a broad understanding of the applicable Financial Market products and services.
- Identifies innovative solutions to clients' requirements, maximising re-use of existing capabilities.
- Builds and manages sales pipeline in support of P&F Clients sales strategy against assigned targets (budget) which are revised annually according to business growth plan.
- Designs and executes tactical plans to achieve targets as defined in individual scorecard and contributes to achievement of the overall business objectives.
- Participates in account planning activities as required, in collaboration with internal stakeholders such as the Global Head of P&F, Head of P&F East, Client Coverage, Client Segment Heads, Global Head of FSS Sales, Regional Heads of FSS, to forecast client growth areas and engagement effort planning.
- Monitors competitor activities and market share within their region across their segment, and internally highlights threats and opportunities.
- Maintains appropriate commercial balance between client needs and long-term profitability / efficiency of the business, through active review of pricing, business activities, and costs of servicing.
- Anticipates and embraces changes (e.g. in the market, regulatory requirements, client organisational changes, etc) and builds a competitive edge with complex clients to optimise outcome of the changes.
Processes
- Constructs appropriate deal team and agrees priorities across deal team members to secure the mandate.
- Responsible for submitting the response to RFPs and coordinates activities related to new business proposals.
- Maintains pipeline discipline in accordance with the guidance provided.
- Appropriate socialisation with key stakeholders from within the regions and Client Coverage and Financial Markets Sales.
- Collaborative working with colleagues across the regions and functions to provide a consistent and thorough client experience throughout the sales cycle.
- Works closely with Client Coverage, Client Solutions, Legal, On-boarding, Technology, and Operations teams to ensure smooth and speedy transition from mandate to live client.
- Provides pricing proposals in compliance with conduct and business requirements, with input and approval from relevant parties.
- Maintains an appropriate balance between advocating client agendas and maintaining standardisation of business model.
- Acts as senior escalation point as per the client escalation matrix on case-by-case basis and takes leading role in managing issues to resolutions
Risk Management
- Proactively maintains an awareness and understanding of the main risks facing the P&F business (Credit risk , Operational risk) and the role the individual and the team play in managing them.
- Ensures all regulatory and compliance initiatives surrounding the P&F are understood and adhered to, and escalates any concerns through management, and other channels, in a timely and effective manner.
Governance
- Maintains awareness and understanding of the regulatory framework in which the Group operates, and the regulatory requirements and expectations relevant to the role.
- Delivers 'effective governance'; capability to challenge fellow executives effectively; and willingness to work with any local regulators in an open and cooperative manner.
- Is aware of business strategy and governance parameters and works within them or seeks formal dispensation prior to entering client discussions in exceptional cases.
- Ensures the sales process, commercials, and necessary governance are in place to govern the roll-out of the product.
Qualifications
Skills & Experience
- Extensive Financial Services experience within Prime Brokerage & Financing Sales
- Deep segment knowledge & understanding client buying behaviours
- Demonstrated success in a Sales role
- Has operated within a client facing front office role
- Sales experience in FX Prime Brokerage and OTC Clearing
- Sales experience in Futures Clearing
- Market profile and credibility with clients
FAQs
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