Head of Institutional Sales

Head, Institutional Sales – Finance (Abuja)

Location: Abuja, Nigeria

Job Summary

A leading financial services firm is seeking an experienced Head, Institutional Sales to drive business growth through the acquisition, management, and expansion of institutional client relationships. The successful candidate will be responsible for driving Assets Under Management (AUM), revenue generation, and the sale of investment and capital market solutions to institutional clients while delivering exceptional client service.

Key Responsibilities

• Develop and execute strategies to acquire new institutional clients and grow existing relationships.
• Drive business development initiatives to achieve agreed AUM, revenue, and client acquisition targets.
• Identify, prospect, and convert institutional business opportunities.
• Build and maintain strong relationships with pension funds, insurance companies, corporates, government agencies, family offices, and other institutional investors.
• Present investment solutions tailored to clients' financial objectives and risk profiles.
• Prepare and deliver high-quality proposals, presentations, and investment recommendations.
• Manage the end-to-end client onboarding process, ensuring all regulatory and KYC requirements are met.
• Maintain regular engagement with clients to deepen relationships, increase wallet share, and reactivate dormant accounts.
• Collaborate with internal stakeholders to ensure seamless execution of client transactions and service delivery.
• Monitor market trends, competitor activities, and industry developments to identify new business opportunities.
• Represent the firm at industry events, networking forums, and client engagements.
• Maintain accurate records of business development activities, sales pipeline, and client interactions.
• Ensure compliance with internal policies and all applicable regulatory requirements.

Requirements

Education

• Bachelor's degree in Finance, Economics, Accounting, Business Administration, Marketing, or a related discipline.
• A postgraduate degree or relevant professional certification (CFA, CIS, ACA, ACCA, or equivalent) will be an added advantage.

Experience

• Minimum of 5–6 years' experience in institutional sales, business development, relationship management, or investment sales within the financial services or capital markets industry.
• Demonstrated success in acquiring and managing institutional clients.
• Proven track record of meeting or exceeding AUM and revenue targets.
• Strong understanding of investment products, capital markets, and wealth management solutions.

Key Competencies

• Business development and client acquisition
• Institutional relationship management
• Investment and capital markets knowledge
• Strong negotiation and presentation skills
• Commercial acumen
• Excellent communication and interpersonal skills
• Analytical and problem-solving ability
• Results-oriented with strong execution capability
• High level of integrity and professionalism

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