Institutional Sales Resume Sample
Rozella Pagac
223 Haley Mission,
Chicago,
IL
+1 (555) 518 0787
Work Experience
Institutional Sales Director
07/2017
-
PRESENT
New York, NY
- Thought leader development. Build relationships with key thought leaders to improve regional views on Astra Zeneca Specialty Care Infectious Disease products. Raise awareness of Synagis in residency programs though clinical in services/presentations
- Developing and executing institutional, Areas Opinion Leaders, and regional business plans
- Developing and maintaining customer relationships. This includes identifying and utilizing internal resources to meet customer needs and developing key customers as an Astra Zeneca Specialty advocate, including development of regional thought leaders
- Assist in training and development of business unit personnel
- Develops new business opportunities by identifying RFP (request for proposal) bids, referrals and other qualified leads by providing sales and marketing information, and follow up information as requested
- Develops and maintains relationships with partner firms and contacts, keeping them up-to-date on offerings by Gemini, as well as new prospects and opportunities
- Contributes strategies, content and ideas for marketing pieces and campaigns
- Develop an effective thought leadership sales pitch focused on the customer benefits to be achieved through the use of the Gemini designed DMA offering
Institutional Sales
05/2012
-
05/2017
San Francisco, CA
- Enhancing Russell’s profile in the Nordic market by attendance at and participation in conferences and other industry events
- Defines a German institutional sales strategy together with the team members in accordance with the Country Head
- Manage expenses in accordance with the budget, generated out of the strategic targets and agreed by the Country Head, including department needs for personnel and equipment
- Liaison with support functions building senior level relationships with credit risk, market risk, operations, finance and technology to develop and deliver on business strategy
- Create & Provide effective metrics to the sponsors and senior management team
- Take a lead role in the control framework for the wider business including RCSA/MCA, operational loss processes, investigation and developing and driving corrective actions
- Other ad hoc administration tasks that support the activities of the business including Powerpoint presentations and excel analysis
- Develop and maintain relationships with other corporate calling officers including Public Funds,
- Continual effort to understand the investment advisor’s outlook and what is happening politically, economically and market specifically around the world
Institutional Sales Assistant
01/2009
-
12/2011
Los Angeles, CA
- Make recommendations to improve the DMA offering to enable the execution of new salesCreates and maintains proactive relationships with critical contacts through call campaigns, meetings and conferences in business travel and other various forms of communication
- Makes outbound calls and emails as well as handles incoming phone calls and requests for information (sales and marketing materials) in a professional and timely manner for follow up
- Represents Gemini and its services to qualfied parties knowledgeably and effectively enabling those qualified parties to clearly identify benefits of Gemini services relative to its competitors
- Skillfully communicates the firm’s investment philosophy, process and strategies
- Maintaining good relationships with key consultants in the market place and keeping them informed about Russell’s products and services
- Effectively communicating the advantages and the unique selling propositions of Russell’s funds and Russell’s broad set of fiduciary investment management services via telephone calls, correspondence and presentations
- Building Russell’s business in line with agreed performance objectives and reporting progress on a regular basis in an agreed format
Education
Webster University - Orlando Campus
2004 - 2008
Bachelor's Degree in Finance
Professional Skills
- Excellent presentation skills, as well as strong written and verbal skills
- Strong Interpersonal skills, as well as analytical skills
- Demonstrated strong sales skills across the sales process: creating opportunities; presentation; managing trials and negotiating & closing deals
- Demonstrated strong leadership and mentoring skills in current and previous roles
- Excellent business development and client skills in institutional business, with proven track record
- Having a dynamic personality along with strong interpersonal skills
- Strong leadership skills in managing the team; partnering and collaborating with peers regionally and globally
How to write Institutional Sales Resume
Institutional Sales role is responsible for interpersonal, development, consulting, refining, training, leadership, analytical, presentation, credit, finance.
To write great resume for institutional sales job, your resume must include:
- Your contact information
- Work experience
- Education
- Skill listing
Contact Information For Institutional Sales Resume
The section contact information is important in your institutional sales resume. The recruiter has to be able to contact you ASAP if they like to offer you the job. This is why you need to provide your:
- First and last name
- Telephone number
Work Experience in Your Institutional Sales Resume
The section work experience is an essential part of your institutional sales resume. It’s the one thing the recruiter really cares about and pays the most attention to.
This section, however, is not just a list of your previous institutional sales responsibilities. It's meant to present you as a wholesome candidate by showcasing your relevant accomplishments and should be tailored specifically to the particular institutional sales position you're applying to.
The work experience section should be the detailed summary of your latest 3 or 4 positions.
Representative Institutional Sales resume experience can include:
- Excellent sales skills and in-depth industry, product and investment knowledge
- Strong presentation and communication skills required, as well as an ability to work collaboratively across the organization
- Build relationships by effectively working with client facing internal partners Custody Relationship Managers, clients, and senior partners
- Ensure appropriate resourcing (quantity and quality) in place to effectively execute against our strategies
- Attends conferences and training to further build knowledge and skills and shares information about sales trends and industry developments with MFSI personnel
- Effective escalation and project management, to achieve a timely and good quality of deliverables, leveraging the organization
Education on an Institutional Sales Resume
Make sure to make education a priority on your institutional sales resume. If you’ve been working for a few years and have a few solid positions to show, put your education after your institutional sales experience. For example, if you have a Ph.D in Neuroscience and a Master's in the same sphere, just list your Ph.D. Besides the doctorate, Master’s degrees go next, followed by Bachelor’s and finally, Associate’s degree.
Additional details to include:
- School you graduated from
- Major/ minor
- Year of graduation
- Location of school
These are the four additional pieces of information you should mention when listing your education on your resume.
Professional Skills in Institutional Sales Resume
When listing skills on your institutional sales resume, remember always to be honest about your level of ability. Include the Skills section after experience.
Present the most important skills in your resume, there's a list of typical institutional sales skills:
- Having a good writing and communication skills in English
- Strong communication skills, feel comfortable speaking with traders and sales force
- Track record of strong relationship management skills in a Sales or Consulting role
- Strong overall sales acumen, as well as business development and territory management skills
- Proven ability to interact effectively with senior-level client contacts
- Proven prior experience of Investments, clients and the UK Institutional industry
List of Typical Experience For an Institutional Sales Resume
1
Experience For Institutional Sales Director Resume
- Strong appreciation of Institutional distribution within the Asset Management industry and a proven record of hitting sales targets with this client group
- Qualify leads and effectively manage the sales process to optimize use of internal resources, and enhance probability of success
- Daily contact with prospects to build and manage relationships and effectively leverage time within territory
- 3/4 year experience managing a team in a similar Trading Environment
- Experience in dealing with sophisticated institutional clients at a senior management level
- Provide reliable information on clients’ implementation services and investment plans to help Russell in its ongoing efforts to build effective solutions
- Experience or more in financial markets, with at least 5 years in market sales/structuring
- Experience in marketing or investment with funds management or related company
2
Experience For Head of Institutional Sales Resume
- Experience in trading in stock market
- Preference for candidates with strong and sizeable FI client relationship in China
- Strong quantitative background and product knowledge
- Strong Results Driven Sales background
- Identifying and assessing the prospect’s investment objectives and determine appropriate investment solutions
- Onboarding new Japan accounts by prospecting
- Willing and eager to make cold calls
- Speaking at least one of the languages in use in the target countries
- Responsible for recruiting, interviewing, hiring, and training of Trust Team
3
Experience For Director, Institutional Sales Resume
- Identify new leads in assigned area and is responsible for developing and tracking a business plan to expand existing client relationships
- Use sales enablers including targeted prospecting and pre-call planning tools in client interactions
- Capability in providing a consultative approach relating to offering of multiple asset classes
- Work with sales colleagues and technology providers to enhance existing MTS trading platforms
- To support sales team by developing and updating PowerPoint presentations
- Support the team in updating and maintaining inventories of presentations and contracts
- To coordinate transaction management with China and HK team to ensure smooth trade execution, including getting credit lines and trade approval
4
Experience For Associate, Institutional Sales Resume
- Ownership and management of regular and adhoc reporting, ensuring reports are adequately reviewed and delivered on a timely basis
- Information gathering and processing
- Build, develop and retain teams through establishing a collective sense of purpose and belonging within the team and across Invesco
- Take responsibility for maintaining and developing a book of business
- Increase account penetration by identifying and monetizing ASV growth opportunities
- Help to build the firms reputation as a sophisticated investment manager known for excellence in quantitative investing
5
Experience For Institutional Sales Manager, Southeast Asia Resume
- Develop a strategic approach to managing the assigned territory that is aligned with the business objectives of RBC GAM
- Problem solve with a creative thinking and client-focused mindset
- Verifiable track record of success raising high-quality, long-term institutional assets across market conditions
- Provide inputs on RFI’s/RFP’s pertaining to clients &prospects
- Contribute to the determination of product strategy – both the initiation of new products and amendment of existing products
- Assigns accounts and ensures relationships are managed according to policies and procedures so satisfactory audits and service standards are met
- To uncover and develop business opportunities for FI clients (banks and non-banks), working with FIG China and T&M china
6
Experience For SVP, Institutional Sales Resume
- Monthly reporting to the team; and
- To implement the team marketing strategy
- Track record of communicating complex solutions to senior executives, broker dealers, consultants, and plan sponsors
- Advanced proficiencies in Microsoft Office Suite; including PowerPoint, Excel, and Word
- Ensures a thorough understanding of competitor activities to identify potential opportunities and threats
- Reviews needs of internal partners and ways to contribute to their success on an ongoing basis
7
Experience For Associate Institutional Sales Director Resume
- Develops client service model and standards to ensure best in class servicing
- Disseminates information to clients dealing with manager strategies, styles, current views and outlooks
- Works with marketing, product development and sales of the various groups to promote enhanced communications
- Balance competing local and global goals
- Vigorously pursue opportunities for security trading in your local market
- Deep understanding of the institutional investment markets on a global and regional basis
- Established track record of working with large/complex institutional relationships
- Deep understanding of investment principles, asset classes and strategies
- Focus on strategic and tactical sales planning and execution
8
Experience For Defined Contribution Institutional Sales Analyst Resume
- Transformation of the global CRM & reporting platform
- Execution Abilities/Problem Solving/Judgement
- Delivery of Global Reporting Solution
- Platinum Client Initiatives linking Sales People across the world to deliver growth to our biggest clients
- Maintain a prospect list and following up on leads
- Regular contact with sales management regarding communication of daily activities and market conditions
9
Experience For Institutional Sales Product Manager Resume
- Screen incoming calls
- Competitive benefits package including Medical / Dental coverage
- Defines a Swiss institutional sales strategy together with the team members in accordance with the Country Head
- Responsible for negotiating and closing sales with clients and acting in a client service role with responsibility for maintaining the overall client relationship at a high level
- Provide market intelligence on investment and industry trends which can be used for input on product positioning and enable a focused sales and marketing effort
- Represent QMA in critical relationships with the industry organizations and other outside parties as well as with major clients and consultants
- Support Directors/ARD’s in all facets of the sales process from initial contact, follow up requests, final reviews for RFP, final preparation and coordination of dry run presentations
- Maintain detailed knowledge of the firm’s various investment strategies and prepare thoughtful investment analysis in determining opportunities for cross-selling investment products
10
Experience For Institutional Sales Manager Resume
- Work closely with the group’s Managing Director to prepare business plans, sales objectives, forecasts, and sales channel reporting
- Assist with RFP’s, coordinate marketing materials for sales people, collaborate with marketing for generic sales presentations, customized client-specific pitch books, and product performance analyses
- Maintain relationships with existing accounts and works effectively with the team in order to increase their share of client trading activity in MM and Fixed Income product
- Hands-on, keen communication and interpersonal skills
- Institutional Sales experience covering multiple markets in Asia, Middle East and Europe
List of Typical Skills For an Institutional Sales Resume
1
Skills For Institutional Sales Director Resume
- Superior interpersonal skills with both clients and colleagues; Ability to prioritize, multitask, work within time constraints and follow-up
- Excellent interpersonal skills to engage and build relationships with senior personnel within Australian/NZ institutions
- Intermediate to advanced computer skills including MS Word, Excel, PowerPoint, etc
- Extensive experience in a sales role dealing with large institutions, banks, and large fund managers with a proven track record of revenue generation
- Institutional sales/business development or customer-facing experience within the defined contribution industry with demonstrated achievements
- Use IS tools effectively to maintain accurate view of ASV position, pipeline & forecasts
- Technical skills / systems knowledge (e.g. PeopleSoft, Microsoft Office)
- Strong analytical, interpersonal, and communication experience and expertise
- Strong technical and product knowledge fund management offerings. Strong knowledge of the institutional competitive environment
2
Skills For Head of Institutional Sales Resume
- Able to work effectively in a self-directed environment, yet function actively as a contributing team member
- Experience within Asset Management, as well as an extended network to key German Institutional clients, excellent current competitor knowledge
- Listens to others, speaks openly and negotiates effectively
- Proficient computer skills in Microsoft Office’s applications, Bloomberg and MorningStar
- Superior sales development skills
- Experience in the financial services industry with a proven track record in Institutional sales within the Middle East Region
- Interact and engage effectively with sophisticated clients especially at senior level
3
Skills For Director, Institutional Sales Resume
- Incumbent needs to be technically talented in Excel and have used utilized these skills as a central part of a previous role for a number of years
- Familiarity with development methodologies Skills
- Proven and successful sales management experience
- Preferably prior institutional sales experience
- Effectively identifies, develops and closes opportunities over sales cycles
4
Skills For Associate, Institutional Sales Resume
- Work with local and global investment teams/product teams to understand and position strategies effectively with our market
- Adaptive and versatile analytical skills
- Friendly individual who communicates effectively
- 3/4 years proven MENA Experience
- Having a strong work ethic with the ability to work in teams as well as independently
- Strong controls and governance focus, including performing Need to Know based security and access reviews, Access Approvals, controls testing and documentation
5
Skills For Institutional Sales Manager, Southeast Asia Resume
- Help shape the direction of product and assist the marketing group in gaining a strong understanding of product features/benefits
- Excellent knowledge of China and HK cross asset (FICC + EQD) markets, including trading, operations and regulations
- A demonstrated track record of raising assets in the institutional market, with an emphasis on selling complex, quantitative products
- Strong understanding of investing and an ability to communicate the firm’s investment philosophy and process to investors and asset consultants
- Extensive years of experience in a product management or business analyst role, designing and delivering solutions
- Experience and proficiency in responding to and winning complex Request for Proposals (RFP)
- Good understanding of the types of product / strategies most likely to suit China onshore and offshore investors
- Skillfully manage repackaging renewals & new contracts
6
Skills For SVP, Institutional Sales Resume
- Demonstrated history of exceeding goals and high level of activity
- Offer strong client service and build relationships to promote trading platform usage and growth
- Experienced in the field of sales and marketing in the financial Industry at least 6-7 years
- Professional demeanor with senior level selling experience and success
- A strong understanding of derivatives and equities
- Experience and knowledge of Outsourced Chief Investment Officer (OCIO), Fiduciary management and delegated consulting relationships
- Build and maintain strong relationships with key decision makers at top consulting practices, broker dealers, RIAs, and retirement advisors
- Act as a fixed income & equity specialist for your market, ensure knowledge, skill and activities are aligned to Sales & Trading product offering
7
Skills For Associate Institutional Sales Director Resume
- Implement a prioritized contact management strategy to maximize time and opportunity with clients
- Essential – Solid sales background with relevant Hedge Fund and Asset
- Fosters and cultivates strong relationships with national investment consultants
- Develop and maintain strong relationships with Invesco investment teams regionally and globally
- Develop and maintain strong relationships with e-commerce/business managers at sell side clients to help maximize connectivity
- Eight to ten years financial services experience with at least five years in a senior level client or prospect relationship role
- Initial point of contact for new opportunities within division to assess deal potential, prioritize resources and build sales team
8
Skills For Defined Contribution Institutional Sales Analyst Resume
- Quickly build strong relationships internally, as well as externally
- Experience and credibility as a sales practitioner
- Unquestioned ethics, integrity and proven credibility in the Canadian investment management community
- Good access to Institutional client base in Japan
- Experience and extensive knowledge of fixed income markets and structured product markets
- Strong written and oral communications in Arabic Language is required
9
Skills For Institutional Sales Product Manager Resume
- Strong technical knowledge of institutional products (Equity, Fixed Income, Alternative investments, Etc.)
- Successful experience in OCIO space
- Demonstrated sales track record
- Proven sales background gained within the in Financial Services
- Excellent proficiency in MS Office, especially Outlook and Excel
- Experience with rejection in sales
- Create effective presentation materials and product positioning
- Work independently, prioritize, stay organized, and exercise time management
10
Skills For Institutional Sales Manager Resume
- Maintain a strong sense of professional and personal integrity
- Strong knowledge of funds management strategies and key competitors
- Deliver strong presentations
- Demonstrate fluency across our extensive product line
- To familiarise with, and comply with, all applicable regulation In the UK and all countries where the team operates
- Team oriented professional with demonstrated abilities in negotiation and sales execution
- Existing portfolio of China institution clients
- Having knowledge about investment, mutual fund and capital market
- Having a WAPERD license, Investment Manager license preference
List of Typical Responsibilities For an Institutional Sales Resume
1
Responsibilities For Institutional Sales Director Resume
- Subject matter expertise in the retirement space with a solid understanding of the competitive environment
- Strong client connectivity and product knowledge
- Demonstrated ability to create sales/relationship opportunities with key decision makers and influencers at plan sponsor and consultant organizations
- Proven ability to develop productive and profitable relationships with senior client contacts
- Develop a marketing plan for the region including sponsoring industry conferences, hosted client events, branding and direct marketing
- Track record of exceeding ASV goals and developing and closing high value sales opportunities
- Provide leadership of institutional sales and new business initiatives at regional level, covering Hong Kong, Korea, and the South East Asia region
- Actively participate in cultivating long term relationship with clients and close sales to institutional accounts
- Deep understanding of key institutional segments and OCIO industry trends
2
Responsibilities For Head of Institutional Sales Resume
- Foundational knowledge of investments, asset allocation, investment and spending policies
- Foundational knowledge around alternative investments including hedge funds, private capital, real estate, timber and farmland
- Continue to build Russell’s institutional presence and profile in Canada with institutional prospects with assets over $2 billion
- Make a positive contribution to BNYM IM’s culture, values and approach
- Desire to learn the business and to contribute more broadly to the team’s efforts
3
Responsibilities For Director, Institutional Sales Resume
- Within a defined geographic territory, position RBC GAM as a solutions-oriented investment management firm with institutional investors
- Develop productive dialogue broadly with institutional investors with a focus on Corporate Pension and Endowment & Foundations in the Western US region
- Maintenance of Impact, RBC’s contact relationship management system, and other firm databases
- Introduce and refer clients to enterprise partners to meet the client’s broader advice needs
- Be a champion for the Australian iShares Institutional client. Work with BlackRock teams globally to develop solutions that directly serve Australian clients’ needs
- Interface with portfolio managers, investment product specialists, compliance officers, consultant relations staff, operations and portfolio administration personnel, to meet clients’ needs
- Work closely with Sales Directors in collecting prospect information, preparing for initial contact, follow-up requests, finals meetings, and review of RFP's
4
Responsibilities For Associate, Institutional Sales Resume
- Gather critical data to quickly respond orally and in writing to client information requests
- Maintain ongoing knowledge of AAM’s products, investment process, philosophy and performance, as well as keep current on investment strategies, market conditions and key occurrences in the global marketplace
- Effectively presenting Sun Life Institutional Investments (Canada) Inc.’s investment products and services to external customers and industry organizations through written, verbal and electronic media
- Raising awareness of Sun Life Institutional Investments (Canada) Inc.’s investments and services through targeted prospecting activities
- Develop a strong and productive network across the Japan client base; aggressively expand our existing contact base to introduce FactSet to new user groups and at senior levels
5
Responsibilities For Institutional Sales Manager, Southeast Asia Resume
- Support, advice and mentor junior sales members and consultants to maximize their effectiveness and FactSet’s client penetration
- Thorough knowledge of sell-side client workflows
- Drive, enthusiasm and a desire to exceed targets
- Maintain confidence and composure in stressful situations
- Series 7/63 license, Self-motivated, focused and driven team player
6
Responsibilities For SVP, Institutional Sales Resume
- Extensive knowledge of the investment advisory business, custody and brokerage platforms
- Travel required. Role can be based out of any state in the territory
- Travel required. Role can be based out of Florida
- Promotes Vanguard’s Institutional products, service and investment management style to prospects and asset consultants
- Actively promotes the complete range of Franklin Templeton’s investment strategies in the Equity, Fixed Income and Alternative asset classes
7
Responsibilities For Associate Institutional Sales Director Resume
- Analyze opportunities for cross-selling investment strategies in order to build team pipeline by maintaining detailed knowledge of each client or prospect’s portfolio
- Support senior management in creating focus client business plans, developing strategic partnership opportunities and strengthening cross-divisional sales efforts with Morgan Stanley’s Institutional Securities Group
- Develop and implement clear go to market strategies that enable Invesco to exploit institutional opportunities in the responsible region
- Work with the local businesses and their teams to ensure that they are aligned to optimal execution covering areas such as clients and consultants engagement, marketing and products, business development, consideration and implementation of new technology/structures/procedures etc
- Work in partnership with country heads and finance, to develop and manage the P/L, budget, forecast and management information for the institutional distribution
- Work in partnership with country heads to lead and motivate institutional sales team through effective communication, performance management, training and development and remuneration strategy
8
Responsibilities For Defined Contribution Institutional Sales Analyst Resume
- Product Ownership for CRM platform, Data Analytics and various sales workflow platforms relating to the highly demanding Institutional Sales business
- Manage risk throughout the business unit by ensuring appropriate controls are in place
- Provides administrative support to brokers by processing new account applications, obtaining necessary account documents, resolving inquiries and handling account transfers
- Assists Global Consultant Team with coverage of platinum firms and collaborates to cover and be accountable for regional consulting firms within the territory
- Executes territorial business plans by coordinating efforts with other members of MFSI
- Researches and resolves inquiries and communicates resolution to appropriate parties
- Preferably have CMA (Certified Member of the Security Analysts Association of Japan, the counter party of US CFA in Japan)
9
Responsibilities For Institutional Sales Product Manager Resume
- Extensive knowledge of institutional investment offerings and/or retirement plan services
- Responsible for developing Institutional revenues with an assigned portfolio of Institutional Clients, in particular banks, insurance companies, asset managers, and securities houses based in China onshore and offshore
- Liaise with engineering and trading teams to come up with tailor made solution to institutional clients
- Liaise with SG China onshore team to deliver cross boarder solution for both onshore and offshore institution clients
- Responsible for assigned local trust office(s) and the performance of the associated trust business
10
Responsibilities For Institutional Sales Manager Resume
- Acts as a resource to answer questions, review documents, and negotiate fees
- Presents investment strategies to senior level decision makers and industry consultants
- Maintains and updates information for each quality contact in C360
- Complies with all internal and external rules, policies and procedures
- Prioritisation for Products covering Sales, Controls, Cross Product interaction and Data Intelligence and across competing requirements and determine optimal delivery keeping the business as a whole in mind
- Provide a global perspective to discussions around every solution and decide on what is right for business. Working across horizontals and verticals with global/regional/local teams
- Direct interaction with sales, business managers and technology, to understand their long term vision, discuss industry trends, and incorporate them into the product and solutions strategy
- Solutions ranging across Data analytics, reporting, CRM, Trade Workflows and trade processing
- Support Marketing Campaign and Survey Management through CRM platform
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