Director, Investor Sales

Our ICBC Standard Resources (America) Inc. Job Opportunity

For more information about ICBCS, please visit our Careers Site.

Role: Director, Investor Sales

Division: Global Markets

Location: This role will work in our NY Office, which is located at 1185 Avenue of the Americas. During your employment, we would expect you to spend most of your time in the NY office.

All job applicants will be treated fairly and equally. The company is committed to promoting diversity and inclusion. Our vison statement: “Be Yourself, Succeed Together” and our core value of Openness underline our desire for a culture which is open and transparent and values difference, enabling everyone to consistently achieve whilst being themselves.

Division Summary

ICBCS Global Markets offers sales, structuring and trading expertise to our clients across a range of products, with market leading expertise in Emerging Markets (EM) and Commodities. Global Markets comprises of two core divisions, namely, Commodities and Fixed Income and Currencies (FIC).

The Commodities division provides trading, sales, working capital solutions and structuring expertise through its Metals and Energy teams. The division’s expertise extends to the management and financing of physical commodity inventories across these asset classes.

The FIC division offers a comprehensive range of vanilla and structured products and solutions for its clients’ treasury management, liability management, financing and investment requirements. Specialising in EM, the FIC product offering covers foreign exchange, interest rate and credit asset classes. FIC Financing products also cover equity and fund asset classes as collateral. FIC clients include EM Corporates, Banks and Sovereigns (EM CBS), institutional investors globally, as well as our shareholders and their clients. The division is subdivided into 2 departments:

• FIC Trading – managed by the Global Head of FIC Trading, comprising Local Markets FX and Rates, Credit and Structured Trading,
• FIC Sales & Origination, Structuring and Portfolio Management– managed by the Global Head of FIC Sales and Structuring, FIC Origination, Structuring and Portfolio Management teams.

Your Role

Key responsibilities are as follows;

Key Responsibilities / Accountabilities

• Responsible for servicing and winning business from existing ICBC Standard Bank accounts and generating new accounts.
• A focus is local market sales with expectations to cross-sell into loan distribution & other products where appropriate
• To be able to adapt to the Bank’s changing priorities
• A particular focus on CEEMA region and introducing new clients to our Africa franchise.
• Expected to be an integral part of the Investor Sales team and leveraging up on their productivity and reach.

Client Origination

• Proactively seek out new clients and opportunities to grow our business
• Develop new client base by identifying strategic sales targets / opportunities
• Institute new and expand on existing corporate relationships across multiple jurisdictions
• Communicate live market prices, which are made by our London based traders, to effectively execute fixed income transactions within a competitive environment
• Fortify ongoing dialogue to provide tailored research and customized financial solutions
• Communicate timely information and provide commentary on current market trends, industry dynamics, and indicative pricing levels
• Formulate views and generate trade ideas based on market trends and client flow
• Integrate new clients attaining KYC documentation, credit exposure approval, and relevant legal agreements

Servicing clients

• Ensure strong relationship management of the existing client base by being proactive and understanding "what keeps clients awake at night"
• Build and maintain relationships with clients; engage with clients
• Ensure understanding of client’s requirements and products
• Provide full sales servicing
• Service clients; address the needs of clients
• Deliver exceptional levels of service to clients – high performance service culture

Performance

• Focus on maximizing the amount of business and revenue in fixed income products and to proactively seek out any relevant cross sell opportunities within the commodities and global markets
• Encourage new client relationships and grow existing ones to maximize our share of client wallet and production with each assigned client
• Maximize the revenue generated within the terms of the client’s wishes and the organization’s trading policy
• Maintain an awareness of and comply with all Anti Money Laundering laws, regulations, policies and procedures relevant to ICBC Standard Securities
• Represent the bank and its interests to clients
• Ensure adherence to all group standards / policies

Teamwork

• Act as part of the sales team and be fully supportive to other members within the team
• Ensure to have strong teamwork within the local and global team as well as continue building relationships with other areas of the bank and within global markets and on support (credit, legal, compliance.)
• Assist in training, coaching and development of junior colleagues

This individual selected for this role shall be designated as a principal pursuant to relevant regulations of the Financial Industry Regulatory Association (FINRA) and National Futures Association (NFA) and is expected to comply with the regulatory conduct rules applicable to the regime

For any questions or further support, please contact NewYork-HumanResources@icbcstandard.com.

Your Knowledge, Skills and Experience

Preferred Qualifications and Experience

• A degree

Experience required to successfully perform the role:

• Experience of working in a regulated environment, ideally Financial Services
• Proven sales track record

Knowledge, technical skills and expertise

• Business knowledge
• Understanding of FINRA rules and regulations or equivalent
• Understanding of risk and control
• Banking knowledge
• Finance / budget management
• Knowledge of emerging markets
• IT skills

What we are looking for

The personal attributes required for the role include a global perspective, resilience, client focus, meticulous attention to detail, a results-driven approach, and a strong sense of integrity.