Relationship Manager (Securities Services)
The Senior Securities Services Relationship Manager is responsible for managing and growing strategic client relationships within the Securities Services business in Hong Kong. This role serves as the primary point of contact for clients across custody, fund services, clearing, collateral management, and related post-trade solutions, ensuring service excellence, revenue growth, and long-term client retention.
The role requires strong client-facing skills, deep knowledge of securities services products, and a solid understanding of the Hong Kong regulatory and market environment. The incumbent will act as a trusted advisor to institutional clients and collaborate closely with internal partners across operations, product, risk, legal, and compliance.
Key Responsibilities
Client Relationship Management
- Act as the senior relationship owner for a portfolio of institutional clients, such as asset managers, hedge funds, insurance companies, sovereign entities, and financial institutions
- Develop trusted, long-term relationships with key client decision-makers and senior stakeholders
- Serve as the primary escalation point for complex service, operational, or commercial issues
- Conduct regular client service reviews and strategic planning discussions
Business Development & Revenue Growth
- Identify cross-selling and upselling opportunities across custody, fund administration, clearing, collateral, and value-added services
- Partner with product and sales teams to structure tailored solutions that meet client needs
- Support new client onboarding, RFPs, contract negotiations, and pricing discussions
- Deliver against revenue, wallet share, and client profitability targets
Service & Delivery Oversight
- Ensure consistently high service standards and operational performance across the client portfolio
- Collaborate with operations and service teams to drive issue resolution and continuous improvement
- Monitor client satisfaction, service level agreements (SLAs), and client risk profiles
Stakeholder & Matrix Management
- Coordinate across internal teams including operations, technology, product, legal, compliance, risk, and technology
- Represent client needs internally and influence prioritisation of enhancements or solutions
- Support regional and global initiatives impacting clients in Hong Kong and North Asia
Risk, Governance & Regulatory
- Ensure client relationships and activities comply with internal policies and local regulations
- Maintain strong awareness of Hong Kong regulatory requirements (e.g. SFC, HKMA) and market practices
- Partner with compliance and risk teams on KYC, AML, and periodic client reviews
Key Requirements
Experience & Knowledge
- 8-12+ years of experience in securities services, custody, asset servicing, or institutional client coverage
- Strong knowledge of securities services products including custody, fund services, clearing & settlement, and corporate actions
- Solid understanding of the Hong Kong securities market, clearing systems, and regulatory environment
- Proven experience managing complex institutional clients and senior stakeholders
Skills & Competencies
- Excellent relationship management and client-facing skills
- Strong commercial acumen with experience driving revenue growth and client profitability
- Ability to manage complexity in a fast-paced, matrixed organisation
- Strong communication, negotiation, and presentation skills
- High attention to detail with strong problem-solving capabilities
FAQs
Congratulations, we understand that taking the time to apply is a big step. When you apply, your details go directly to the consultant who is sourcing talent. Due to demand, we may not get back to all applicants that have applied. However, we always keep your resume and details on file so when we see similar roles or see skillsets that drive growth in organizations, we will always reach out to discuss opportunities.
Yes. Even if this role isn’t a perfect match, applying allows us to understand your expertise and ambitions, ensuring you're on our radar for the right opportunity when it arises.
We also work in several ways, firstly we advertise our roles available on our site, however, often due to confidentiality we may not post all. We also work with clients who are more focused on skills and understanding what is required to future-proof their business.
That's why we recommend registering your resume so you can be considered for roles that have yet to be created.
Yes, we help with resume and interview preparation. From customized support on how to optimize your resume to interview preparation and compensation negotiations, we advocate for you throughout your next career move.