MANAGER BUSINESS DEVELOPMENT AND SALES - CAPITAL MARKETS
Job Description
Job purpose
To drive sales, business growth and revenue generation across the Capital Markets Unit by acquiring new clients, deepening existing client relationships and promoting the Bank’s Capital Markets products and services, including Brokerage, Collective Investment Schemes, Custodial Services and other related Capital Markets solutions. The role will be responsible for developing and executing sales strategies, identifying business opportunities, strengthening client relationships and ensuring achievement of agreed business and revenue targets.
Principal responsibilities
Develop and execute sales plans for Capital Markets products and services in line with the Unit’s business strategy, and achieve agreed sales, revenue, volume and client acquisition targets.
Identify and convert business opportunities across Brokerage, CIS, Custodial Services and other Capital Markets products, and develop and maintain a strong sales pipeline and ensure timely conversion of opportunities.
Identify opportunities for cross-selling and up-selling Capital Markets products to existing Bank customers.
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Promote and sell Capital Markets products, including Equity and Bonds, Collective Investment Schemes (CIS), Custodial Services, Government and Corporate Bonds and Wealth Management-related solutions.
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Develop market opportunities through corporate, institutional, retail, HNW and other targeted client segments, and participate in product launches, investment campaigns, roadshows, forums and other business development initiatives.
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Gather market intelligence and provide feedback on customer needs, competitor activities and market trends.
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Build and maintain strong relationships with existing and prospective clients, understand client investment needs and recommend appropriate Capital Markets solutions in collaboration with relevant internal teams.
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Ensure high standards of client service and timely resolution of client issues, and conduct regular client engagement and portfolio/business reviews.
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Develop strategic relationships with key institutional and corporate clients, identify and develop strategic business partnerships that support growth of Capital Markets business, and support development of distribution channels for Capital Markets products.
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Collaborate with Branches, Corporate Banking, Institutional Banking, Treasury and other business units to generate referrals and expand the client base.
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Participate in tenders, proposals, pitches and client presentations where required.
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Monitor sales performance against approved targets and business plans, prepare regular sales and pipeline reports for the Senior Manager – Business Development & Sales, and analyse sales performance, revenue trends and market opportunities and recommend appropriate actions.
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Maintain accurate records of prospects, client engagements, opportunities and conversions.
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