Director, Greater China Institutional

Wellington Management; Hong Kong; On-site; HKD 1,200,000 - 1,800,000; Full time

Job summary

Wellington Management is seeking an experienced Business Development Manager for the Greater China Institutional team, based in Hong Kong. You will define and execute the Greater China institutional client strategy across Mainland China, Hong Kong, Taiwan, and Macau, targeting new segments and clients while building lasting relationships.

The role requires leading a high-performing team, deep understanding of Greater China clients, and strong commercial judgment.

Qualifications

• Proven track record of building and developing strong, long-term strategic client relationships.
• Leading a high functioning team with deep understanding of Greater China clients and their local market needs.
• Strong investment acumen with the ability to communicate market insights to clients and represent cross-asset portfolios.
• Originating, leading, and closing complex institutional opportunities involving multiple stakeholders and cross-border decision makers.
• Strong commercial judgement balancing client needs, business priorities, risk considerations, and long-term relationship value.
• Experience navigating organizational change, market disruptions, and complex client situations while maintaining momentum.
• Initiative, creativity, persistence, and consultative selling skills are important for this role.
• Excellent English communication, plus Business Mandarin and Cantonese.

Responsibilities

• Develop and execute a holistic Greater China Institutional strategy to grow our footprint across Mainland China, Hong Kong, and Taiwan.
• Build and deepen relationships with strategic partners and prospective clients, expanding existing relationships through new mandate discussions.
• Lead complex client opportunities and strategic account planning involving multiple stakeholders and governance bodies.
• Lead and mentor the broader Greater China Institutional team, fostering collaboration and accountability.
• Partner with global and regional colleagues to deliver integrated client outcomes and relay client feedback to the firm.
• Act as a strategic advocate for clients and the firm, balancing client needs with firm capabilities.
• Participate in APAC Institutional Leadership team meetings and contribute to strategy and planning.

Skills

Client relationships

Team leadership

Investment insight

Complex opportunities

Commercial judgment

Adaptability

Consultative selling

Attention to detail

Teamwork under pressure

Integrity

Presentation skills

English

Mandarin

Cantonese

Job description

About Us

Wellington Management offers comprehensive investment management capabilities that span nearly all segments of the global capital markets. Our investment solutions, tailored to the unique return and risk objectives of institutional clients in more than 60 countries, draw on a robust body of proprietary research and a collaborative culture that encourages independent thought and healthy debate. As a private partnership, we believe our ownership structure fosters a long-term view that aligns our perspectives with those of our clients.

About The Role

Wellington Management is seeking an experienced Business Development Manager to lead our Greater China Institutional team , based in Hong Kong. This role will be responsible for defining and executing the Greater China institutional client strategy across Mainland China, Hong Kong, Taiwan, and Macau, and representing Wellington Management with some of the region’s most sophisticated asset owners. They will be focused on driving growth by targeting new segments, acquiring new clients and building strong, long -term client relationships.

This role requires a leader who can combine deep external credibility, strong commerciality and judgement, with the ability to lead and motivate a high performing team. The role will report to the Head of APAC Institutional, and will work closely with Director, China Institutional and Director, HK/Taiwan Institutional on business development, and Director, Asia Institutional on talent management.

Responsibilities

Develop and execute on a holistic Greater China Institutional strategy to grow our footprint , deepen client relationships, and increase market share across Mainland China, Hong Kong, and Taiwan to represent Wellington in the market, building the firm’s brand and reputation, and thought leadership through client engagements, industry forums, conferences, consultant relationships, and broader market participation.

• Build and deepen relationships with strategic partners and prospective clients, while working closely with the Director of China, Institutional and Director of Hong Kong and Taiwan, Institutional to expand existing client relationships through new mandate discussions.
• Lead complex client opportunities and strategic account planning efforts involving multiple stakeholders, governance bodies, and decision makers across client organizations.
• Lead complex client opportunities and strategic account planning efforts involving multiple stakeholders, governance bodies, and decision makers across client organizations.
• Lead and mentor the broader Greater China Institutional team, fostering a culture of collaboration and accountability.
• Partner and collaborate with global and regional colleagues across the Client, Investment and Infrastructure Platform to deliver integrated client outcomes, while acting as a conduit to relay client feedback to the firm.
• Act as a strategic advocate for clients and the firm, balancing client needs with the firm’s capabilities and priorities.
• Actively participate in the APAC Institutional Leadership team meetings, contributing to the broader APAC Institutional strategy and business planning.
• Navigate and exercise strong interpersonal judgment when navigating complex client, organisational, or market-driven transition.

Qualifications / Skills

We are looking for a candidate who has:

• Proven track record of building and developing strong, long -term, strategic client relationships.
• Leading a high functioning team, with deep understanding of Greater China clients and their respective local market needs.
• Strong investment acumen and interest, with the ability to communicate market insights to clients, and represent cross -asset portfolios to institutional clients.
• Demonstrated ability to originate, lead, and close complex institutional opportunities involving multiple stakeholders, governance bodies, consultants, and cross-border decision makers.
• Strong commercial judgment with experience balancing client needs, business priorities, risk considerations, and long -term relationship value.
• Experience navigating organizational change, market disruptions, and complex client situations while maintaining business momentum and client confidence.
• Initiative, creativity, persistence, and consultative selling skills are particularly important in this role.
• Strong work ethics and attention to detail.
• Ability to work under pressure in a fast -paced environment that requires exceptional teamwork.
• Self-motivated, with a high level of integrity and trust, and a commercial and client centric focus.
• Has gravitas and ability to present in external client and industry forums.
• Excellent English communication skills, plus Business Mandarin and Cantonese.
• This role will require frequent travelling.

Not sure you meet 100% of our qualifications? That's ok. If you believe that you could excel in this role, we encourage you to apply and welcome a chance to review your background. We are dedicated to building and maintaining a diversified workforce and considering a broad array of candidates with a variety of skill, workplace experiences, and backgrounds.

As an equal opportunity employer, Wellington Management ensures that all qualified applicants will receive equal consideration for employment without regard to race, color, sex, sexual orientation, gender identity, gender expression, religion, creed, national origin, age, ancestry, disability (physical or mental), medical condition, citizenship, marital status, pregnancy, veteran or military status, genetic information or any other characteristic protected by applicable law.

If you are a candidate with a disability, or are assisting a candidate with a disability, and require an accommodation to apply for one of our jobs, please email us at [e-mail].

We believe that in person interactions inspire and energize our community and are essential to our culture. In support of this commitment, our employees work from our offices 4 days a week with flexibility to work remotely 1 day a week. We believe that this approach ultimately supports our mission to deliver investment excellence to our clients and their beneficiaries over the long term.