Senior Institutional Sales

TF International Securities; Hong Kong; On-site; HKD 600,000 - 1,200,000; Full time

Job summary

TF International Securities seeks an experienced Senior Institutional Sales in Hong Kong to deepen relationships with key institutional clients and expand cross‑market coverage. You will leverage research content, coordinate analyst access, roadshows and corporate events to meet revenue objectives.

You will identify client needs across investment, execution, financing and liquidity, linking them with approved product teams while collaborating with Cash Equities Sales Trading to deliver execution

Qualifications

• Bachelor's degree or above in finance, economics, business or a related discipline.
• Strong relationships with international institutional investors and a track record of client development.
• Fluency in English and Mandarin; Cantonese would be an advantage.

Responsibilities

• Own and deepen relationships with institutional clients with clear coverage plans and revenue objectives.
• Expand the client franchise across geographies and professional-investor segments.
• Provide differentiated content using firm research and coordinate analyst calls, roadshows & events.
• Identify clients’ needs and connect them with suitable product teams (execution, financing, liquidity).
• Collaborate with Cash Equities Sales Trading to deliver execution services while maintaining coverage integrity.
• Develop cross-product opportunities with Fixed Income, ETFs, Delta One, Structuring and Asset Management.

Skills

CRM experience

Stakeholder management

English & Mandarin

China markets knowledge

Education

Bachelor's degree in finance or economics

Tools

CRM systems

Job description

The firm has established a research-led Institutional Brokerage franchise, supported by Research and Cash Equities Sales Trading, with a strong base of high-quality institutional clients. The Senior Institutional Sales will deepen these relationships while expanding coverage across new clients, markets and product needs.

Research, investment ideas and corporate access will remain central to the client proposition. The role will also connect eligible clients with the firm’s broader approved capabilities, including cash-equity execution, fixed income, ETFs, Delta One & Equity Finance, Structuring, asset-management products and selected capital-markets opportunities, subject to applicable controls and approvals.

Key Responsibilities

• Own and deepen relationships with existing institutional clients, with clear coverage plans, revenue objectives and regular senior-level engagement.
• Expand the client franchise across relevant geographies and professional-investor segments, supported by a disciplined origination and conversion pipeline.
• Use the firm’s research, investment ideas and analyst access to provide differentiated content, and coordinate analyst calls, roadshows, corporate access and thematic events.
• Identify clients’ investment, execution, financing, hedging and liquidity requirements and connect them with the relevant approved product teams.
• Work with Cash Equities Sales Trading to deliver execution services, while maintaining a clear separation between client coverage and order execution responsibilities.
• Develop cross-product opportunities with Fixed Income, ETFs, Delta One & Equity Finance, Structuring, Asset Management and other relevant desks.
• Support eligible Investment Banking and Capital Markets opportunities within applicable information barriers, wall-crossing, confidentiality and conflict-management requirements.
• Maintain accurate client, activity, pipeline and revenue information in the firm’s CRM and management-reporting systems.
• Provide client feedback to Research, Trading and product teams, and coordinate onboarding and account development with the relevant control functions.
• Contribute to team development, strategic initiatives and the continued build-out of the Institutional Brokerage platform.

Qualifications and Experience

• Bachelor's degree or above in finance, economics, business or a related discipline.
• At least five years of relevant institutional sales or client-coverage experience within a broker, investment bank, asset manager or other financial institution.
• Established relationships with international institutional investors and a demonstrable record of client acquisition, revenue generation and relationship development.
• Strong understanding of Greater China and Asian markets, sell-side research, institutional cash equities and the needs of professional investors.
• Ability to develop multi-product opportunities while maintaining sound judgement on suitability, conflicts, information barriers and regulatory requirements.
• Strong commercial drive, market awareness, communication and stakeholder-management skills; experience with CRM and pipeline reporting tools.
• Holder of, or eligible to obtain, the relevant SFC licences required for the role.
• Fluency in English and Mandarin; proficiency in Cantonese or another relevant regional language would be an advantage.