SVP, Institutional Sales

Role Purpose: 

This role is a Traditional Asset (Equity / Fixed Income) Specialist sales role within the institutional sales team in Japan. The role holder will work closely with the Head of Institutional Business, Japan and institutional sales to develop AUM and revenue opportunities for Traditional Asset strategies with HSBC’s institutional client base in Japan.

A key part of the role is to work closely with global investment teams to deliver HSBC’s investment capability to Japanese institutional clients and prospects. This role is a key position to drive promotion of Traditional Asset strategies in Japan—particularly for Public Pensions, Corporate Pensions and other institutional investors—while contributing to retention of existing mandates. Support for Wholesale Business activities may also be required from time to time.

Principal Accountabilities:

• Develop & execute business opportunities for Traditional Asset strategies (Equity / Fixed Income) by leading institutional sales efforts in Japan.
• Deliver brand-new information and articulate HSBC’s investment capability within Equity / Fixed Income strategies to prospective investors by working closely with global investment teams (including cross-time-zone coordination).
• Drive institutional opportunities, especially for Public Pensions and Corporate Pension clients.
• Contribute to retain existing mandates through proactive engagement, regular updates and timely issue resolution.
• Support Wholesale Business when required by providing product/strategy expertise and support for client materials and meetings related to Traditional Asset strategies.

Customers / Stakeholders

      Within HSBC’s Traditional Asset strategies (Equity / Fixed Income),

• Act as senior specialist to institutional clients/prospects, providing advice on investment policies and strategies.
• Build long term relationships, generate client loyalty and maximise profitable relationships for the organisation by co-working with institutional sales (and broader distribution teams where appropriate).
• Actively seek to develop an in-depth understanding of client’s business and demonstrate how AM’s products and investment capability can benefit them.

Leadership & Teamwork

• Establish regular communication with global Equity and Fixed Income investment teams to obtain latest information about strategies, market views and performance narratives.
• Communicate closely with institutional sales and lead/support them to deliver high-quality information or service to clients/prospects.
• Educate and support sales & client service personnel to deepen their understanding about Traditional Asset strategies (Equity / Fixed Income) from various aspects.
• Be a role model by driving a proactive culture.

Operational Effectiveness & Control

• Be compliant with applicable laws and regulations.
• Ensure sales and operational process is consistent with regional and global standards and robust internal processes are in place.
• Manage linkages with other departments to ensure regionally consistent and seamless service delivery and ensure processes and risk control are not compromised.

Knowledge & Experience / Qualifications 

• Extensive experience in introducing/servicing Traditional Asset strategies (Equity / Fixed Income) to institutional clients.
• Experience in understanding the process of conducting business in Japan.
• Proven ability to work with global/overseas-based investment teams in a multinational matrix environment.
• Experience of and appreciation for working with an increasingly sophisticated institutional client base, wherein value-added service offerings provide a distinct advantage in rapidly evolving competitive market.
• 8-10 years’ experience in asset management industry.
• Highest standard of ethics.
• Communication with colleagues in other location required.
• Language skill: Japanese / native, English / business.