Institutional Sales Job Description

Institutional Sales Job Description

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Institutional sales provides the highest level of engagement and client service excellence for target institutions and deepen key relationships in target markets.

Institutional Sales Duties & Responsibilities

To write an effective institutional sales job description, begin by listing detailed duties, responsibilities and expectations. We have included institutional sales job description templates that you can modify and use.

Sample responsibilities for this position include:

Develop and maintain sophisticated working knowledge about the investment process and product offerings of MSIM including both traditional and alternative products
Leads the work of assigned staff and performs management and supervisory activities, including identifying performance problems
Developing relationships internally across various GSAM product teams, including Fixed Income & Currency, Equity, Quantitative Strategies, Alternative Investments, Global Portfolio Solutions, other functions such as risk & performance, legal, compliance and operations
Develop strong relationships internally with clients
DIS to ensure compliance with regulatory and risk requirements for customers
Help to identify client solutions and create presentations for sales pitches across JPMAM's investment platforms
Lead the coordination of product teams and RFP processes
Initiate prospecting and territory management efforts - research prospects within territory, keep client advisor abreast of client trends and industry developments
Conduct territory reviews/client planning sessions for each CA on the team
Build strong client relationship and become the key contact person for a select group of clients

Institutional Sales Qualifications

Qualifications for a job description may include education, certification, and experience.

Licensing or Certifications for Institutional Sales

List any licenses or certifications required by the position: NISM, AMFI, CFA, AIF, CEBS

Education for Institutional Sales

Typically a job would require a certain level of education.

Employers hiring for the institutional sales job most commonly would prefer for their future employee to have a relevant degree such as Bachelor's and Collage Degree in Finance, Business, MBA, Education, Economics, Accounting, Marketing, Management, Financial Services, Business/Administration

Skills for Institutional Sales

Desired skills for institutional sales include:

Cardiovascular products
U.S. healthcare industry
Interest in working in an academic environment
Competitive brands and disease state
Disease states
Products
Promoted product
Applicable institutions/ organizations
Therapeutic areas
Target physicians

Desired experience for institutional sales includes:

Lead responses to client requests and manage client communications efforts to promote continuous sales dialogue and to build client relationships
Work closely with the Finance team on the CA financials
Partner with marketing team on new product launch initiatives and marketing plans (ie iLabs, Investment Forums, Research Summit, etc)
Overall project manager for ad hoc strategic initiatives (International Road Shows, Product Launches, Territory Management, Morning Calls, Sales Training)
Perform active risk budgeting and liability required-return analyses to advise clients on long-term plan objectives
Work closely with product teams on strategizing product priorities for client advisors' territories & connect thematic reports the firm produces with client's asset allocation philosophy

Institutional Sales Examples

1

Institutional Sales Job Description

Job Description Example
Our company is growing rapidly and is searching for experienced candidates for the position of institutional sales. Please review the list of responsibilities and qualifications. While this is our ideal list, we will consider candidates that do not necessarily have all of the qualifications, but have sufficient experience and talent.
Responsibilities for institutional sales
  • Conduct product competitive analysis presentation and present to team
  • Pursue CFA designation and active participation in industry/market forums
  • Coordinate client contribution and redemptions with PM teams, traders and operations
  • Over time, take on client servicing responsibilities which include attending meetings, conferences, representing the company and increasing brand exposure
  • Create follow up emails with necessary whitepapers, strategy information to further business opportunities developed at prospect meetings
  • Develop value added ideas, improving marketing and sales relationships, and improve product positioning
  • A key role to develop and maintain institutional business with pension funds, endowments, financial institutions, statuary boards, family offices etc
  • Work closely with the Partners to develop and maintain client relationships in the Asset Management industry in the Asia Pacific region
  • Analyse the market landscape, identify business needs and meeting with potential clients
  • Support senior management in preparing pitch books, presentations etc
Qualifications for institutional sales
  • Strong understanding of the client' strategic issues, risks & objectives
  • Ability to interact with clients, including senior level contacts
  • Can manage up and down on team / cross group initiatives
  • Can serve as a mentor to new analysts
  • Self-starter with a vision and proven history of execution
  • Clear interest in a sales career
2

Institutional Sales Job Description

Job Description Example
Our company is growing rapidly and is hiring for an institutional sales. To join our growing team, please review the list of responsibilities and qualifications.
Responsibilities for institutional sales
  • Business Plan should include a methodological cold calling initiative to establish new relationships with Plan Sponsors who are not currently clients of MSIM
  • Understand, analyze and assess needs and realistic opportunities to pursue, while considering the competitive situation
  • Provide Satuit support as the internal Satuit expert / librarian
  • Assist the sales team on territory support – establish regional and market segment specific email distribution lists, manage and maintain distribution lists ongoing
  • Be able to conduct research projects to develop a better insights and understanding of specific market segments and trends
  • Assist with email distribution – become the “Bronto” expert, work with sales team to successfully analyze email distribution data to support a more targeted and focused selling effort
  • Develop a working knowledge of the investment capabilities/solutions that the institutional sales team markets
  • Support the sales team by understanding and utilizing the Money Market Directory (MMD) in defining selling opportunities around specific market segments (Insurance, E&F)
  • Attend sales meetings, prepare agendas and materials, and document meeting minutes
  • Provide conference support to the sales team with conference planning and follow up
Qualifications for institutional sales
  • Good understanding of the Dutch institutional market (key actors
  • Across the Netherlands
  • Occasional trips outside the country
  • Provide Sales Manager and Affiliate Team Lead with monthly recap of activity and
  • Well organized and showing initiative
  • Established relationship with key U.S. pension plans, endowments, foundations consultants
3

Institutional Sales Job Description

Job Description Example
Our growing company is looking to fill the role of institutional sales. Please review the list of responsibilities and qualifications. While this is our ideal list, we will consider candidates that do not necessarily have all of the qualifications, but have sufficient experience and talent.
Responsibilities for institutional sales
  • Maintain CRM system with client records, activity, and pipeline
  • Provide the US institutional sales team with research on existing and prospective investors
  • Work directly with clients to schedule calls/appointments
  • Act as administrator for sales meeting and other relevant forums
  • Manage sales roadshows
  • Execute skills based training programs
  • Execute knowledge based training programs (e.g., product training, insights, capital markets, competitive landscape)
  • Take ownership of and drive sales campaigns for a number of potential clients (start to finish)
  • Manage the campaigns for working with Influencers
  • Ensure timely follow up on all external actions post prospect calls and meetings across the whole prospect base
Qualifications for institutional sales
  • A consultative style with strong analytical and problem solving skills which have been applied in a client-focused environment
  • A self-starter with a strong results orientation and the ability to work independently
  • A high energy level and drive with an entrepreneurial approach to building and maintaining client relationships
  • At least 6 years of Institutional Sales experience in the SEA region
  • Strong client connectivity in the SEA region
  • 2- 5 years of experience related to Institutional Asset Management industry
4

Institutional Sales Job Description

Job Description Example
Our innovative and growing company is looking to fill the role of institutional sales. If you are looking for an exciting place to work, please take a look at the list of qualifications below.
Responsibilities for institutional sales
  • Work with the business team to clearly define enhancements required for clients
  • Work closely with the product, client servicing and marketing team
  • Grow AUM by offering competitive equity and fixed income investments to institutions having Defined Benefit Plans and/or Defined Contribution Plans
  • Use data bases, market research, industry contacts and other sources to prospect and source sales prospects
  • Promote and enhance Columbia's profile through participation in industry conferences through the delivery of best practices
  • Manage contractual discussions & negotiations with new clients
  • Provide client feedback and product development ideas to Product Managers
  • Enter all pertinent information, accurately and consistently, into the Institutional sales database and adhere to all Database Management procedures
  • Reporting to the Head of Institutional Sales Switzerland, the successful candidate will assume responsibility of prospecting new clients, while also developing existing relationships with selected clients, prospects and their consultants
  • Working closely with the ongoing client service teams and portfolio managers to ensure full support to clients with the GSAM relationship
Qualifications for institutional sales
  • Understanding of JPM product range & positioning within the competitive landscape
  • Bachelor’s degree and relevant sales/marketing experience with an investment management organization or other financial services firm is preferred, proficient with MS Office
  • Series 7/63licenses preferred (MSIM will sponsor candidate’s licensing requirements, as necessary)
  • Must be extremely detail-oriented and demonstrate exceptional project management skills
  • Basic knowledge of capital markets (i.e., stocks, bonds, institutional vs
  • Financial services industry experience (investment management and/or mutual funds ideal)
5

Institutional Sales Job Description

Job Description Example
Our company is hiring for an institutional sales. To join our growing team, please review the list of responsibilities and qualifications.
Responsibilities for institutional sales
  • Organising investment seminars for groups of clients
  • Frequent interaction with GSAM portfolio management and strategists
  • Provide professional and consistent phone/email coverage to ensure prompt attention to requests/inquiries
  • Act as point person to provide client support in the form of proposals, marketing material, event planning, and meeting scheduling with the cooperation of sales, research, and marketing teams
  • Manage monthly calendar to ensure minimum of 12 meetings per month with qualified institutional investors
  • Maintain and improve a relationship with the existing institutional clients
  • Approach to new institutional investors and get a new mandate from them
  • Manage sales pitches and RFPs
  • Build and maintain a relationship with Consultants
  • Oversee client servicing for responsible accounts
Qualifications for institutional sales
  • Exceptional level of professionalism including strong team orientation, being open and approachable courteous
  • Demonstrated ability to meet or exceed business development objectives in payments industry, or related industries
  • Knowledge of e-commerce, fraud prevention, and Credit Card Processing industries strongly preferred
  • At least 8-10 years sales/business development experience in asset management or alternative investment firms, with solid understanding of the institutional business in Asia
  • Solid understanding of Institutional Investors and a range of asset classes, such as Equity, Fixed Income, Funds and Derivatives
  • Hungry to be calling on clients and driving new business

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