Head of Institutional Clients

The Head of Institutional Clients will establish, lead, and scale Phillip Capital DIFC’s institutional franchise covering asset managers, sovereign wealth funds, pension funds, central banks, insurance companies, family offices, hedge funds, private banks, and corporates across the MENA region and globally.

The role is responsible for the end-to-end institutional commercial agenda — strategy, client coverage providing end to end solutions, multi-asset distribution and revenue generation. The successful candidate will be a seasoned institutional markets professional with a deep regional client network, strong product breadth, and the executive presence to position Phillip Capital as a credible institutional counter party in the region.

• Define and execute the institutional business strategy for Phillip Capital DIFC, aligned with Group priorities and the firm’s product capabilities.
• Identify priority client segments, product gaps, and partnership opportunities to accelerate the firm's growth.
• Position Phillip Capital DIFC as a relevant institutional counter party across cash equities, fixed income, FX, derivatives, structured products, prime services, and third-party fund distribution.

• Own the institutional P&L: revenue, client wallet share, market share, cost management, and profitability.
• Set, cascade, and deliver revenue and client penetration targets across product and coverage teams.
• Drive cross-product monetisation of client relationships and ensure a coordinated single-firm coverage model.

• Personally cover a defined portfolio of strategic institutional accounts at the most senior level (CIO, Head of Trading, Head of Markets, Treasurer).
• Build and deepen relationships with regional sovereign wealth funds, asset managers, banks, and corporates; lead origination of new institutional mandates.
• Coordinate global Phillip Capital relationship strategies with regional execution in DIFC.

• Partner with product heads (Equities, Fixed Income, FX, Structured Products, Funds, Research) to ensure a compelling, competitive offering for institutional clients.
• Oversee third-party fund distribution and structured product placement activity into the regional institutional base.
• Champion the institutional research and content agenda; ensure differentiated, actionable client communication.
• Build, lead, and develop a high-calibre institutional coverage and sales team.
• Establish clear coverage models, account plans, and performance metrics.
• Cultivate a high-performance, collaborative culture that attracts senior institutional talent.

• Operate within the DFSA regulatory framework, including Conduct of Business, Market Conduct, and Client Classification (Professional Client / Market Counter party) requirements.
• Partner with Compliance, MLRO, Risk, and Legal on client onboarding, suitability assessments, and ongoing supervision.
• Ensure robust controls around best execution, conflicts management, market abuse, and trade surveillance interfaces.

• Represent Phillip Capital DIFC with the exchanges, custodians, prime brokers, liquidity providers, and trade associations.
• Engage actively with Phillip Capital Group institutional leadership globally on strategy, coverage coordination, and best practice.

• Minimum 10 years in institutional sales, distribution, or institutional coverage at a global or regional investment bank, broker‑dealer, or asset manager, with 3–4 years of direct on‑ground experience in the MENA / GCC domain covering regional institutional accounts.
• Demonstrable track record of building and monetising an institutional client franchise, with established and portable relationships across key MENA institutional accounts (SWFs, asset managers, banks, family offices).
• Multi‑asset coverage experience — exposure across equities, fixed income, FX, derivatives, structured products, and/or fund distribution.
• Prior P&L or sub‑P&L responsibility within a regulated institutional business.

• Strong working knowledge of DFSA Conduct of…