Director/MD, Institutional Credit Sales, Bulge Bracket Bank
? Effectively execute upon the regional Global strategic sales plan
? Maintain and develop the existing portfolio of client counterparties with particular focus on the coverage and expansion of the Balance Sheet, Asset Manager Insurers.
? Identify and Convert Key targeted clients within the designated target region.
? Increase the distribution of defined product to set the client base.
? Work seamlessly within a globally coordinated sales team
? Work with the global Trading and Research teams to help provide a seamless customer experience.
? Identify and drive cross product sales initiatives where possible
? Promote arrange one on one meetings between clients and product specialists (including trading, research and economics and senior officers of the bank)
? Maintain and adhere to the Code of Conduct Dealing Room Policy Procedures
? Provide support to the Rates sales business.
? Revenue generation in the required hard and soft forms.
? Increase product penetration to existing customers as well as the acquisition of new customers of the Americas Client Base.
? Grow the combined YoY Sales and Trading revenue of the business from both a regional and a geographic perspective
? Accountability for achieving both regional and global revenue budgets (both revenue and costs)
? Geographic sales revenue target
? Global sales revenue target
? Combined sales and trading targets
? Non financial targets include league tables and industry polls
? Outcomes against transparent scorecards set at the beginning of each relevant period
? Reviewed Continuously
? Client feedback
Core Competencies / Values
Integrity
• Convey information ideas clearly
• Be open and trustworthy
• Manage performance to ensure each team member has clear goals that support the business
• Address manage conflict to resolution
One Team
• Work collaboratively with others to achieve common goals positive results.
• Build relationships with team members with other work units
• Encourage the team to openly explores positions alternatives that have the desired outcome
Achievement
• Strive to be the best. Cultivate good ideas that put us ahead of the curve.
• Act as an Owner. Own our vision, engage your people with its direction, and never give up
• Demonstrate a strong personal commitment to driving innovation
• Understand where Technology needs to move to how we get there
• Define tasks milestones to efficiently achieve objectives
• Anticipate identify problems generate sustainable solutions
Delighting the Customer
• Meet customer needs (internal and external) by building loyalty and delivering what is promised
• Skill your team to create powerful experiences that earn our customers business
• Valuing Each Other
• Develop, inspire and guide individuals towards higher levels of performance
• Build positive work relationships by respecting different perspectives and encouraging discussion
Position Specific
? Extensive experience of at least 5 years in Debt Capital Market (DCM) Sales
? Extensive knowledge of DCM products.
? A proven track record of developing new client relationships.
? A proven track record of relationship management and expanding existing client portfolios.
? A strong understanding of sales and marketing concepts.
? A proven ability to identify strategic opportunities and build a platform to deliver
? A proven ability to interact with senior staff at major investment firms, banks and hedge funds
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