Manager, Institutional Sales

Manager, Institutional Sales

We are actively seeking a highly motivated and experienced professional to join our team as a Manager, Institutional Sales, based in Hong Kong. The successful candidate will play a crucial role in identifying opportunities and developing relationships with institutional investors and intermediaries with focus on the OTC digital asset space.

Responsibilities

Customer Acquisition and Revenue Generation:

• Identify and cultivate prospects, leading to customer acquisition, retention, and revenues aligned with OSL's Business Plan, with a specific focus on OTC trading.
• Manage all aspects of customer acquisition, including pipeline management, scoping, pitching, and onboarding.
• Lead business meetings and successfully close sales to institutional investors, consistently meeting customer acquisition and desk revenue targets.

Relationship Management:

• Ongoing management of key customer relationships, including account management, key account planning, and seeking opportunities for mutually beneficial interactions.
• Leverage the organization's relationship with existing institutional accounts by developing and executing proactive, creative, and ongoing contact initiatives.

Collaboration and Strategic Alignment:

• Work seamlessly with other OSL functions, including Onboarding, Compliance, and Marketing, to continually improve acquisition and successful onboarding of new institutional customers.
• Implement strategies to encourage appropriate revenue generation from OSL institutional clients, including mechanisms for cross-selling and up-selling.

Qualifications

• Bachelor's degree or above with a background in front office sales/relationship management.
• Minimum of 3 years of digital sales experience in leading firms.
• Demonstrated history of successfully growing and managing a customer franchise.
• Strong existing relationships with institutional investors and intermediaries, preferably with allocations into digital assets.
• Understanding of the requirements to successfully operate within a regulated institution.
• Experience in, or understanding of, Digital Asset markets.
• Fluent verbal and written proficiency in Mandarin, English, and Cantonese.
• Strong communication, analytical, organizational, and interpersonal skills.
• Ambitious, result-oriented, with a strong initiative and the ability to make independent decisions.
• Ability to align with the values of teamwork, integrity, strive for profitability, and innovation.