Head of Institutional Sales

ACG_3889_JOB Our client, a leading company in the financial services and securities industry, is seeking a qualified candidate to join their firm. Institutional Sales & Business Development Develop and execute the institutional sales strategy in alignment with the company’s overall business objectives and growth priorities. Build, manage, and deepen relationships with domestic and international institutional investors, including asset management companies, investment funds, insurance companies, banks, family offices, sovereign-related investors, and proprietary trading firms. Expand the institutional client base through proactive business development, networking, referrals, market engagement, and strategic partnerships. Grow brokerage commission revenue, institutional trading volume, market share, client assets, and overall account profitability. Develop strategic account plans for key institutional clients and identify opportunities to increase wallet share across existing relationships. Identify and develop cross-selling opportunities across institutional brokerage, research, corporate access, block trades, capital markets, investment banking, and other securities-related products and services. Maintain a strong understanding of institutional investor strategies, portfolio allocation, investment preferences, trading behavior, and evolving market requirements. Represent the company in institutional client meetings, investor conferences, corporate roadshows, market events, and other business development activities. Institutional Trading & Execution Provide overall leadership and oversight for institutional trading and execution activities. Ensure institutional client orders are executed accurately, efficiently, competitively, and in accordance with client instructions, internal policies, and regulatory requirements. Work closely with sales traders and trading teams to provide institutional clients with timely market intelligence, liquidity insights, execution strategies, trading ideas, and market color. Coordinate and support block trades, put-through transactions, large orders, and other complex institutional transactions. Monitor execution quality, transaction performance, client trading activity, and service standards to continuously improve the institutional client experience. Develop processes and standards to ensure strong coordination between sales, trading, research, and operations throughout the trade lifecycle. Institutional Client Management & Operations Oversee the end-to-end institutional client onboarding and account management process. Coordinate closely with Operations, Compliance, Risk Management, Legal, Custody, Finance, and other relevant functions to ensure efficient execution of KYC, AML, account opening, trading limits, settlement, allocation, reconciliation, and trade confirmation processes. Ensure institutional client requirements and service expectations are properly communicated and addressed across relevant internal departments. Resolve operational issues, settlement discrepancies, trading-related matters, and client escalations in a timely and professional manner. Continuously improve processes, service standards, and operational workflows supporting institutional clients. Team Leadership & Performance Management Lead, coach, and develop the Institutional Sales team, fostering a strong commercial, client-centric, and performance-driven culture. Define clear revenue targets, client acquisition objectives, account coverage plans, trading targets, and performance indicators for the team. Allocate institutional accounts, client coverage responsibilities, and internal resources effectively to maximize business opportunities. Build and develop a strong pipeline of institutional sales talent and strengthen succession planning within the function. Monitor individual and team performance, institutional revenue, trading activity, client pipeline, market share, and other key business metrics. Establish strong governance, accountability, and reporting standards across the institutional sales function. Strategy & Cross-functional Collaboration Provide senior management with regular updates on institutional business performance, market developments, client activities, competitive dynamics, and emerging business opportunities. Prepare annual business plans, revenue forecasts, budgets, client strategies, and strategic recommendations for the institutional business. Work closely with Research to enhance institutional research distribution, analyst access, investment ideas, and corporate access offerings. Collaborate with Investment Banking and Capital Markets teams to connect institutional investors with IPOs, placements, block transactions, and other capital market opportunities. Partner with Technology, Operations, Risk, Compliance, and other internal stakeholders to continuously strengthen the company’s institutional brokerage capabilities and client service infrastructure. Leverage the broader capabilities and network of the banking group to develop strategic relationships and create additional business opportunities where appropriate. Ensure all institutional sales and trading activities comply with applicable regulations, internal policies, risk management requirements, and professional standards. Requirements Bachelor’s degree or higher in Finance, Economics, Banking, Business Administration, Investment, or another relevant discipline. At least 10 years of professional experience in securities, brokerage, investment banking, capital markets, or financial services, with significant exposure to institutional clients. Minimum 5 years of direct experience in institutional sales, institutional brokerage, sales trading, or a closely related function. Proven track record of developing and managing relationships with domestic and/or international institutional investors. Strong existing network within the institutional investment community, including asset managers, investment funds, insurance companies, banks, family offices, or other professional investors. Demonstrated ability to generate institutional brokerage revenue, acquire new clients, increase trading flows, and expand share of wallet with existing clients. Strong understanding of Vietnam’s equity and capital markets, institutional brokerage products, trading mechanisms, and investor landscape. Solid knowledge of the end-to-end institutional trading lifecycle, including client onboarding, order execution, block trades, custody, settlement, allocation, reconciliation, and trade confirmation. Proven experience leading, coaching, and managing institutional sales or brokerage teams. Strong commercial acumen with the ability to identify opportunities, negotiate effectively, and develop long-term strategic client relationships. Excellent stakeholder management, communication, presentation, negotiation, and problem-solving skills. Strong analytical mindset with the ability to translate market developments and client insights into actionable business strategies. High standards of integrity, professionalism, risk awareness, and regulatory compliance. Fluent English communication skills, both written and spoken. Contact: Gia Huy Due to the immense number of applications, only shortlisted candidates will be contacted.