Senior Manager, Institutional Sales Lead
4 weeks ago
We are seeking a highly skilled Senior Manager, Institutional Sales to join our team at BC Group. The successful candidate will be responsible for identifying and cultivating prospects, leading to customer acquisition, retention, and revenues aligned with our Business Plan, with a specific focus on OTC trading.
- Develop and execute strategies to acquire new institutional customers and grow existing relationships.
- Manage all aspects of customer acquisition, including pipeline management, scoping, pitching, and onboarding.
- Lead business meetings and successfully close sales to institutional investors, consistently meeting customer acquisition and desk revenue targets.
The ideal candidate will have a proven track record of managing key customer relationships, including account management, key account planning, and seeking opportunities for mutually beneficial interactions.
- Ongoing management of key customer relationships, including account management, key account planning, and seeking opportunities for mutually beneficial interactions.
- Leverage our organization's relationship with existing institutional accounts by developing and executing proactive, creative, and ongoing contact initiatives.
The successful candidate will work seamlessly with other BC Group functions, including Onboarding, Compliance, and Marketing, to continually improve acquisition and successful onboarding of new institutional customers.
- Implement strategies to encourage appropriate revenue generation from BC Group institutional clients, including mechanisms for cross-selling and up-selling.
- Collaborate with cross-functional teams to develop and execute strategic plans to drive business growth and revenue expansion.
To be successful in this role, the candidate will need to possess the following skills and qualifications:
- Bachelor's degree or above with a background in front office sales/relationship management.
- Minimum of 3 years of digital sales experience in leading firms.
- Demonstrated history of successfully growing and managing a customer franchise.
- Strong existing relationships with institutional investors and intermediaries, preferably with allocations into digital assets.
- Understanding of the requirements to successfully operate within a regulated institution.
- Experience in, or understanding of, Digital Asset markets.
- Fluent verbal and written proficiency in Mandarin, English, and Cantonese.
- Strong communication, analytical, organizational, and interpersonal skills.
- Ambitious, result-oriented, with a strong initiative and the ability to make independent decisions.
- Ability to align with the values of teamwork, integrity, strive for profitability, and innovation.
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