Head of Institutional Sales at Human Capital Partners (HCP)

Job Summary

• Drive the distribution of capital market products including equities, fixed income instruments, structured products, and other investment solutions to institutional clients.
• Identify and originate new business opportunities that contribute to the firm’s revenue growth targets.
• Coordinate closely with trading desks and investment teams to execute client transactions efficiently while ensuring best execution standards.
• Develop and implement sales strategies aimed at expanding the firm’s institutional investor base and increasing wallet share from existing clients.
• Meet or exceed individual and team revenue targets through disciplined client coverage and proactive deal origination.
• Build, develop, and maintain long-term strategic relationships with institutional investors including pension funds, asset managers, insurance companies, endowments, sovereign wealth funds, and development finance institutions.
• Serve as the primary point of contact for assigned institutional clients, providing consistent engagement and ensuring that client needs, preferences, and investment mandates are clearly understood.
• Develop a deep understanding of each client’s portfolio strategy, investment objectives, risk tolerance, and regulatory constraints in order to proactively recommend relevant investment opportunities.
• Provide clients with timely and actionable insights on market trends, macroeconomic developments, and sector-specific opportunities.
• Translate research reports and economic analysis into clear investment ideas tailored to the needs of institutional clients.
• Work closely with the Research team to understand and communicate investment recommendations and market insights to institutional clients.

Responsibilities

• Collaborate with the Trading Desk to facilitate efficient execution of trades and ensure timely client service.
• Partner with Investment Banking, Asset Management, and other business units to distribute primary market transactions, capital raises, and new investment products.
• Participate in internal strategy discussions to identify opportunities for cross-selling and integrated client solutions.
• Organize and coordinate client meetings, investor presentations, roadshows, and investment conferences.
• Facilitate interactions between institutional clients and company management teams where relevant.
• Maintain a robust pipeline of institutional sales opportunities and client engagement activities.
• Track sales performance and provide periodic reports on client coverage, revenue contribution, and deal flow

Requirements

• Bachelor’s Degree in Finance, Economics, Business Administration, or a related discipline.
• A Master’s degree or professional certification (e.g., CFA, CIS, MBA) is an advantage.
• Minimum of 8-10 years of experience in institutional sales, capital markets, securities trading, or asset management.
• Strong understanding of equity markets, fixed income instruments, and investment products.
• Demonstrated track record of managing institutional investor relationships and generating revenue.