Role Overview for SVP, Head of Institutional Sales with a Global Bank – New York, NY
JRG Partners is proud to partner exclusively with a premier, Tier-1 global investment bank in their search for a dynamic and visionary Senior Vice President (SVP), Head of Institutional Sales. This executive leadership position, based in the vibrant financial hub of New York City, represents a career-defining opportunity to shape the future of the bank’s institutional client franchise across North America. The successful candidate will assume ultimate responsibility for driving the strategy, execution, and revenue growth of the entire institutional sales division, which serves a diverse and sophisticated client base including pension funds, endowments, foundations, insurance companies, asset managers, and sovereign wealth funds.
This is not merely a sales management role; it is a strategic leadership position that sits at the nexus of the bank’s capital markets, research, and asset management divisions. The SVP will be a key member of the senior leadership team, contributing to the overall strategic direction of the bank’s Global Markets business. You will be tasked with building upon a strong existing foundation, enhancing client relationships, expanding market share, and navigating the complexities of an ever-evolving global financial landscape. The ideal candidate will be a proven leader with an entrepreneurial spirit, a deep understanding of institutional client needs, and a track record of building and motivating high-performance sales teams. You will be responsible for setting an ambitious vision for the division, fostering a culture of excellence, collaboration, and integrity, and ensuring the team is equipped to deliver best-in-class solutions and service to the bank’s most important institutional partners.
Success in this role will be measured by several key metrics, including revenue growth, new client acquisition, expansion of existing client mandates, market share gains, and the overall development and retention of top sales talent. You will be the face of the institutional sales business to the market, representing the bank at industry conferences, in client meetings, and with key stakeholders. This position demands a unique blend of strategic foresight, exceptional relationship management skills, deep product knowledge across multiple asset classes, and inspirational leadership capabilities. If you are a transformative leader ready to make a significant impact at a world-class financial institution, we encourage you to apply.
Key Responsibilities of SVP, Head of Institutional Sales with a Global Bank – New York, NY
The SVP, Head of Institutional Sales will have a broad and impactful remit, overseeing all aspects of the institutional sales lifecycle. Key responsibilities are multifaceted and require a hands-on, strategic approach:
Strategic Leadership & Business Planning
- Develop, articulate, and execute a comprehensive multi-year strategic plan for the Institutional Sales division, aligned with the bank’s overall Global Markets objectives.
- Conduct in-depth market analysis to identify key growth opportunities, competitive threats, and emerging industry trends.
- Define and segment target client markets, establishing clear go-to-market strategies for each segment.
- Set ambitious yet achievable annual revenue targets, sales quotas, and Key Performance Indicators (KPIs) for the entire division and individual team members.
- Collaborate closely with heads of Trading, Research, and Investment Banking to ensure a cohesive and integrated client coverage model that leverages the full capabilities of the firm.
- Prepare and present regular business reviews, performance reports, and strategic updates to the executive management committee.
Team Leadership & Talent Development
- Lead, mentor, and inspire a large team of institutional sales professionals, fostering a high-performance, collaborative, and client-centric culture.
- Oversee the recruitment, hiring, and onboarding of top-tier sales talent to continually upgrade the team’s capabilities.
- Implement robust training and professional development programs to enhance product knowledge, sales skills, and industry expertise.
- Conduct regular performance reviews, providing constructive feedback and creating clear career progression paths for team members.
- Champion diversity and inclusion initiatives within the division and across the broader organization.
Client Relationship Management & Business Development
- Personally manage and cultivate relationships with the bank’s most significant and strategic institutional clients (C-level executives, Chief Investment Officers, and key decision-makers).
- Act as a senior sponsor for key client accounts, ensuring the highest levels of service and satisfaction.
- Drive new business development efforts by identifying and pursuing new client opportunities and expanding the bank’s footprint in target markets.
- Lead the team in developing and executing sophisticated, solutions-oriented sales campaigns for a wide range of financial products, including equities, fixed income, currencies, commodities (FICC), and complex derivatives.
- Represent the firm at major industry events, conferences, and client forums to enhance brand visibility and network with key industry players.
Operational Excellence & Risk Management
- Ensure all sales activities are conducted with the highest level of integrity and in strict adherence to internal policies and external regulations.
- Maintain a deep understanding of regulatory compliance frameworks, including those set forth by the SEC, FINRA, and other relevant governing bodies.
- Oversee the sales pipeline, forecasting, and reporting processes, utilizing CRM systems to drive data-driven decision-making and improve efficiency.
- Work closely with legal, compliance, and risk management teams to mitigate potential risks associated with sales practices and client interactions.
- Drive the adoption of new technologies and sales tools to enhance productivity and client engagement.
Requirements for the SVP, Head of Institutional Sales with a Global Bank – New York, NY
The ideal candidate will be a seasoned and respected leader within the financial services industry, possessing a deep and comprehensive skill set. Specific qualifications and attributes include:
Professional Experience
- A minimum of 15-20 years of progressive experience in institutional sales within a global investment bank or a leading financial services firm.
- A minimum of 7-10 years of proven experience in a senior leadership role, with direct responsibility for managing and developing a large, high-performing sales team.
- Demonstrable track record of successfully growing revenue, market share, and profitability within an institutional sales business.
- Extensive experience covering a diverse institutional client base, with a deep, portable network of senior-level relationships across asset managers, pension funds, insurance companies, and other key institutions.
- Broad and deep product knowledge across multiple asset classes, including cash equities, equity derivatives, fixed income securities (rates and credit), foreign exchange, and structured products.
Education & Certifications
- Bachelor’s degree in Finance, Economics, Business Administration, or a related field is required.
- Master of Business Administration (MBA) or other advanced degree is highly preferred.
- Chartered Financial Analyst (CFA) designation is strongly desired.
- FINRA Series 7, 63, and 24 licenses are required.
Skills & Competencies
Exceptional Leadership
An inspirational leader with the ability to motivate, coach, and develop talent at all levels.
Strategic Mindset
The ability to think critically, develop a long-term vision, and translate that vision into actionable strategies and tangible results.
Superior Communication Skills
Outstanding verbal, written, and presentation skills, with the ability to articulate complex concepts clearly and persuasively to clients, team members, and senior executives.
Advanced Negotiation & Influence
Proven ability to negotiate complex deals and influence outcomes at the highest levels.
Financial Acumen
Strong analytical and quantitative skills, with a deep understanding of financial markets, economic principles, and risk management.
Client-Centric Approach
A relentless focus on understanding and meeting the needs of sophisticated institutional clients.
Benefits & Perks Offered
Our client is committed to attracting and retaining the best talent in the industry and offers a highly competitive compensation and benefits package, including:
Competitive Compensation
A highly attractive base salary and a significant performance-based annual bonus structure commensurate with the seniority of the role.
Comprehensive Health & Wellness
Premier medical, dental, and vision insurance plans for you and your eligible dependents. Access to wellness programs, mental health resources, and fitness subsidies.
Retirement Planning
A robust 401(k) retirement plan with a generous company match and profit-sharing components.
Generous Paid Time Off
A substantial vacation, personal day, and sick leave policy to promote work-life balance.
Parental Leave
An industry-leading, fully paid parental leave policy for all new parents.
Professional Development
A dedicated budget for continuous learning, including industry conferences, certifications, and advanced education programs.
Work-Life Integration
Flexible work arrangements and a supportive corporate culture that values employee well-being.
Additional Perks
Commuter benefits, employee assistance program (EAP), corporate discounts, and numerous networking and social events.
How to Apply
JRG Partners is the exclusive recruitment partner for this confidential search. To be considered for this exceptional leadership opportunity, please submit your resume and a cover letter detailing your relevant experience and leadership philosophy. All applications will be treated with the strictest confidence. We are committed to a diverse and inclusive recruiting process and encourage all qualified candidates to apply. To learn more about our expertise in this sector, please visit our Financial Services Practice Area page. We look forward to reviewing your application.
