Head of Institutional Sales/Financial Markets - Managing Director

$400,000 - $400,000/Yr

Ing U.S. Financial Services - New York, NY

Full-time - Senior

New York, NY

Securities, Commodity Contracts, and Other Financial Investments and Related Activities

About the position

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 is essential. The candidate will own, manage, enhance, and develop client relationships while supporting their team with their client portfolios. This sales professional will know and sell the full suite of derivative, financing, and credit products. A deep understanding of client needs is crucial, as the candidate will communicate these internally to our internal stakeholders, including research, trading, sector coverage, and Capital Markets & Advisory teams, to optimize the efficiency of origination and market making. The role involves managing and mentoring a team of sales professionals, steering the growth of the existing financial institutions franchise, and managing client relationships while engaging in dialogue across different products. The candidate will work to increase ING's customer footprint and help steer product development priorities. Articulating to internal stakeholders and marshaling the adequate resources to achieve strategic initiatives is a key responsibility. The successful candidate will 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 market developments, identifying commercial opportunities, preparing trade ideas and pitches, and delivering content to customers. Additionally, the candidate will coordinate internal pre-trade preparation to ensure legal, compliance, risk, and operational elements are met, including the negotiation and execution of deal documentation. Attending client and industry events to position ING as a strong partner with financial institution players and keeping abreast of key trends is also part of the role. The candidate will manage the end-to-end process of pre-lead, pitching, onboarding, proposal, and execution, while coordinating growth initiatives with global colleagues.

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 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.
• Help develop new client relationships in partnership with other members of the sales, trading, and coverage teams.
• Monitor market developments and identify commercial opportunities.
• Prepare trade ideas and pitches, and deliver content to customers.
• Coordinate internal pre-trade preparation to ensure legal, compliance, risk, and operational elements are met.
• Negotiate and execute deal documentation.
• Attend client and industry events to position ING as a strong partner with financial institution players.
• Manage end-to-end the pre-lead, pitching, onboarding, proposal, and execution process.
• Coordinate growth initiatives with global colleagues.

Requirements

• 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 skills with the ability to explain complex matters in simple terms.
• Critical mindset and ability to solve problems and negotiate complex deals.
• Ability to manage processes with both internal and senior external stakeholders.
• Self-starter with a result-oriented mentality and an eye for high quality and integrity standards.
• Genuine team player who gets things done and helps others succeed.
• Ability to take ownership of issues, create transparency, and build trusted relationships to win support for favorable outcomes for both clients and ING.
• Trusted advisor who strives to have market-leading expertise and builds long-term client relationships.

Benefits

• Base Salary Range: $350 - $400K
• Diversity and inclusion initiatives
• Supportive work culture that encourages individuality and risk-taking
• Opportunities for career development and growth within a global network.