Role Overview
We are seeking a driven and commercially astute Institutional Business Development Manager to play a key role within a newly established team. This position will be instrumental in expanding Markets’ institutional footprint across the APAC region by driving new client acquisition and revenue growth.
You will be responsible for identifying, developing, and securing institutional relationships while positioning firm Markets’ trading solutions competitively within the market.
Key Responsibilities
- Drive institutional sales growth across assigned APAC region(s) by identifying and acquiring new clients.
- Research, originate and develop relationships with brokers, banks, hedge funds, and other institutional counterparties.
- Manage designated territories independently, leveraging market knowledge, networks, and initiative to generate leads.
- Analyse Markets’ value proposition and competitive landscape to effectively position solutions.
- Understand client needs and deliver tailored trading solutions, including API connectivity, White Label partnerships, and Introducing Broker arrangements.
- Promote a full suite of products including margin FX, CFDs, and other derivative asset classes.
- Lead commercial negotiations and structure mutually beneficial agreements.
- Prepare and negotiate commercial terms and partner agreements in collaboration with Legal, Business Intelligence, and Dealing teams.
- Identify and execute sales and marketing initiatives to achieve individual KPIs and contribute to overall business targets.
- Maintain a strong understanding of financial markets, industry participants, and trading technologies.
- Ensure full compliance with internal policies and regional regulatory requirements.
- Coordinate with Legal and Compliance teams to review and assess client documentation for onboarding.
- Partner closely with the Sales Trading team to gather client feedback and ensure smooth relationship management.
- Provide regular management reporting (weekly/monthly), including call reports, pipeline updates, and business opportunity tracking to the APAC Head of Institutional.
- Contribute to continuous improvement of departmental processes and procedures.
- Maintain high professional standards, confidentiality, and a positive representation at all times.
- Undertake additional responsibilities consistent with the seniority and scope of the role as required.
- Proven track record in institutional business development and relationship management within financial markets.
- Strong knowledge of foreign exchange and CFDs; familiarity with equities and share dealing is advantageous.
- Demonstrated ability to work towards and exceed performance targets.
- Excellent verbal and written communication skills in English and relevant regional language(s), with the ability to engage stakeholders at all levels.
- Highly self-motivated, proactive, and results-driven.
- Strong team player with the ability to collaborate and support colleagues.
- Professional presence with strong interpersonal and negotiation skills.
