Head of Institutional Sales/Financial Markets

4 weeks ago

New York, New York, United States I.N.G. Group, LLC Full time
Financial Markets | Institutional Sales | Head of Institutional Sales, Managing Director | New York

ING's Financial Markets division offers hedging, investment products, and financing solutions to clients of ING's Wholesale Banking division. The Institutional Sales team within Financial Markets specializes in marketing investment products and risk management solutions to institutional clients in the financials vertical including Asset Managers, Insurance companies, hedge funds, supranationals, banks and sponsors. Typical transactions include interest rate derivatives, FX derivatives, Fixed Income, commodity derivatives, flow and structured financing solutions. The Institutional Sales team coverage spans the globe across the Americas, Europe and Asia.

ING is seeking a senior sales professional to lead the Institutional Sales team within the Financial Markets Americas division. The successful candidate will be responsible for the team of sales professionals that ensure the distribution of the various products. An energetic individual with drive, commercial skills, and a profound understanding of institutional client needs. S/he will own, manage, enhance, and development client relationships as well as support their team with their client portfolios.

The sales professional knows and sells the full suite of derivative, financing, and credit products. S/he has a deep understanding of client needs and communicates these internally to our internal stakeholders including research, trading, sector coverage and Capital Markets & Advisory teams, in order to optimize the efficiency of origination and market making.

The successful candidate will report to Head of Financial Markets Americas and to the Global Head of Institutional Sales.

Role Responsibilities:
  • Manage and mentor a team of sales professionals.
  • Steer the growth of the existing financial institutions franchise.
  • Manage client relationships and engage in dialogue across different products.
  • Increase ING's customer footprint with and help steer product development priorities.
  • Articulate to internal stakeholders and marshal the adequate resources to achieve strategic initiatives.
  • Provide proactive coverage of an existing portfolio of institutional clients for global markets and help develop new client relationships in partnership with other members of the sales, trading and coverage teams.
  • Proactive coverage will include monitoring of market developments, identifying commercial opportunities, preparing trade ideas and pitches, and delivery of content to customers.
  • Coordinate internal pre-trade preparation to ensure legal, compliance, risk, and operational elements are met, including the negotiation and execution of deal documentation.
  • Attend client and industry events to position ING as a strong partner with financial institution players and keep abreast of key trends.
  • Manage end-to-end the pre-lead, pitching, onboarding, proposal and execution process.
  • Coordinate growth initiatives with global colleagues.
Qualifications and Competencies:
  • Ideal candidate will have at least 12+ years of experience on an institutional, fixed income, sales platform.
  • Bachelor's degree or equivalent, with preference for Business, Economics, Finance, Mathematics or a closely related quantitative field.
  • MBA preferred.
  • Securities licenses including Series 7, 63, and 24 required.
  • Experience in managing and building a team.
  • Experience managing a portfolio of client relationships.
  • Excellent written and verbal communication with the ability to explain complex matter in simple terms.
  • Critical mindset and ability to solve problems and negotiate complex deals.
  • At ease with managing processes with a both internal and senior external stakeholders
  • Self-starter, result oriented mentality and eye for high quality and integrity standards.
  • Genuine team player who gets things done and helps others succeed.
  • Take ownership of issues, create transparency and build trusted relationships to win support to create favorable outcomes for both clients and ING.
  • Trusted advisor who strives to have market leading expertise and builds long-term client relationships.

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