Director – Client Strategy - Institutional Equities

Key Areas of Responsibilities

• Develop and execute comprehensive Client Service Plans, conduct in-depth internal and external account reviews, and build strong relationships with key clients and stakeholders.
• Optimize resource allocation through the firm's dynamic client-tiering framework, partnering closely with Sales and Trading leadership to maximize commercial outcomes and achieve strategic objectives.
• Support client coverage teams in driving revenue growth and enhancing profitability across the firm's core institutional client base.
• Analyze and leverage business performance metrics, including revenue, market share, broker rankings, wallet share, and client profitability, to inform strategic decision-making, support monthly business reviews, and address underperforming accounts.
• Identify and capitalize on the firm's most significant growth opportunities by targeting clients with unmet revenue potential, addressing under-monetized relationships, and proactively mitigating revenue risk.
• Drive new business development and cross-selling initiatives across products and regions while maintaining accountability for the successful execution of strategic priorities.
• Develop and implement regional client strategies aligned with CITICS global business objectives, promoting collaboration across geographies and product groups to deliver integrated client solutions.
• Synthesize client feedback, competitive intelligence, and market trends to provide actionable insights that inform business strategy, enhance client engagement, and strengthen CITICS market positioning.

Requirements

• Bachelor's degree or higher in Business, Finance, Economics, or a related discipline.
• Minimum 10-15 years of experience within the financial services industry, preferably in institutional equities, sales management, client strategy, or business management.
• Extensive knowledge of the Hong Kong and China institutional investor landscape, including key clients, market dynamics, and industry trends.
• Demonstrated experience developing and executing strategic business initiatives that drive revenue growth and improve client profitability.
• Strong client relationship management skills with the ability to influence and engage senior internal and external stakeholders.
• Advanced analytical and quantitative skills, with experience leveraging client performance, revenue, and market data to support decision-making.
• Sound understanding of regulatory requirements and market structure applicable to the equities business.
• Excellent verbal and written communication skills, with the ability to present complex information clearly and effectively.
• Proficiency with CRM platforms, client intelligence tools, and business analytics applications.
• Strong project management, organizational, and problem-solving capabilities, with the ability to manage multiple priorities in a fast-paced environment.
• Highly motivated, results-oriented self-starter who can work independently while maintaining strong attention to detail.
• Collaborative team player with a proactive mindset, strong sense of accountability, and a commitment to delivering exceptional client service.

Salary Range: $207,000 - $261,000 annually.

Actual compensation will be determined based on relevant experience, skills, qualifications, internal equity, and market factors.

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