Head of Institutional Sales

Incumbent is an AVP who supports the Head of ADIB Securities to identify brokerage business opportunities and achieve income results. He also gives assistance from time to time with special projects. This officer's primary mission is to help ADIB Securities build client-acquisition momentum and serve the Department's clients so they are thoroughly satisfied with ADIB's work. Incumbent also oversees the performance of ADIB Sec.

referral agents, organizes important marketing presentations, and ensures that there is thorough follow-up after marketing calls.

• Call, a priori, on institutional prospects in the UAE and abroad. Narrowly target attractive prospects. Set up sales meetings with them. Conduct workshops, presentations and seminars to cement ties with existing and potential brokerage clients. Build client acquisition. Activate at least 3 new relationships per month by receiving new funds and initiating trading activity. [this is a key function of this post.]
• Call on existing inactive relationships to describe the advantages of ADIB's services and to neutralize any impediments to business. Activate at least 2 such relationships per month by receiving additional funds and/or initiating trading activity.
• Conduct research to identify potential Institutions who could become brokerage customers. Systematically call on these prospects.
• He/she will additionally be responsible for conducting research in order to evaluate market trends/conditions, hence making recommendations to senior management on new products proposals and or geographic coverage expansion.
• Identify and supervise "referral agents" who can refer business to ADIB Sec. in accordance with ADIB's guidelines. Screen possible "finders" and verify their good standing. Assist the Head of ADIB Sec. to establish "finder" relationships with these external parties. Finalize contracts with them. Monitor their performance in close liaison with ADIB Financial Administration. [this is a key function of the post.
  
  incumbent will have primary responsibility for supervising such relationships.]
• Build from the grounds up a "Market Maker" parallel unit to institutional sales, prepare a project plan, seek the necessary internal and external approvals in coordination with all stake holders. Acquire the necessary technology and tools needed, appoint the required resources.
• Organize client meetings on behalf of ADIB Sec. Set and confirm client appointments. Provide routine performance information to clients when they call. [this is a key function of this post.]
• Join marketing calls from time to time. Take, edit, and publish the minutes of client and marketing meetings as and when may be required.
• Ensure that call reports are prepared in a timely fashion on the individuals and organizations that the Incumbent sees.
• Prepare follow-up responses and formal product proposals for customers once they express interest in ADIB Sec. products and services. Dispatch follow-up letters, brochures, and subscription documentation to help close sales. [this is a key function of this post.]