Institutional Relationship Manager

Institutional Relationship Manager

Department: Premium Client Management

Reporting to: Head of Distribution, Singapore

About CMC Markets:

CMC Markets is a global leader in CFD trading and share investing. Our vision is to provide the ultimate online trading experience so everyone can achieve their financial potential. Since our launch in London in 1989, we’ve expanded globally with offices across Europe and Asia Pacific. Over 1.2 million clients make 67 million trades with us every year, and we’re still growing.

Why you’ll love working at CMC Markets:

Growth: LinkedIn learning, internal opportunities, intensive training and support from the L&D team.

Team: You’ll work alongside a collaborative and diverse team with supportive Team Leader that all value an amazing workplace culture.

Social: We have our own in-house Culture Club that organises a bunch of activities such as: parties, dinners, networking events, sports etc.

ROLE AND RESPONSIBILITIES

An opportunity to play an integral part, both on an individual basis and within a recently established team.  You will help achieve CMC Markets’ business goals by managing and developing a portfolio of institutional clients across APAC.  Acting as a key point of contact, you will build trusted relationships, understand client needs, coordinate internal support and identify opportunities to deepen engagement and grow revenue, while maintaining high standards of service, governance and regulatory compliance.

Key responsibilities:

• Manage and develop a portfolio of institutional clients, including brokers, banks, hedge funds and other financial institutions across designated APAC markets.
• Act as the primary relationship contact for assigned clients, building trusted relationships and maintaining regular, proactive engagement with key stakeholders.
• Analyse and understand CMC Markets’ unique selling propositions and those of competitors to position relevant solutions effectively.
• Identify clients’ requirements and offer relevant trading solutions, including API, White Label and Introducing Broker arrangements.
• Identify opportunities to deepen relationships and grow account value across margin foreign exchange, CFD instruments, and other derivative asset classes.
• Monitor client activity, revenue performance and engagement levels, identifying growth opportunities, service risks and potential client attrition.
• Identify and assess sales/marketing initiatives to assist in achieving personal and overall business targets, meet personal KPIs/targets and add value to team success
• Conduct regular client and account reviews, agree follow-up actions and drive improvements in client satisfaction, retention and commercial outcomes.
• Coordinate client onboarding and ongoing service delivery, ensuring internal stakeholders are aligned and agreed client commitments are met.
• Work closely with Sales Trading and other internal teams to resolve client queries, operational issues and escalations promptly and effectively.
• Maintain an up to date understanding of the relevant financial markets, its participants and technologies
• Understand and adhere to CMC Markets’ compliance guidelines; research, understand and adhere to specific local regulatory requirements for your region(s)
• Collate and review target client’s corporate documentation for Legal/Compliance assessment and sign-off
• Work closely with the Sales Trading team to request/analyse client feedback and ensure the relationships are running as anticipated.
• Suggest improvements to departmental process and procedure
• Provide weekly and monthly Management Information to include call reports, contact reports, and business opportunities reports to APAC Head of Institutional.
• Maintain personal/professional development to meet the changing demands of the role and participate in all appropriate training.
• Ensure a positive approach to challenge and provide open and honest feedback
• In all internal and external contact, present a professional and positive image of the department and CMC Markets as well as maintaining constructive relationships
• Take all reasonable steps to ensure appropriate confidentiality
• Undertake such other duties, training and/or hours of work as may be reasonably required and which are consistent with the general level of responsibility of this role.

KEY SKILLS AND EXPERIENCE  

• As the role involves regular engagement with Chinese-speaking institutional clients, proficiency in spoken Mandarin is required.
• Proven Business Development/Relationship Management experience.
• Financial markets experience; knowledge and understanding of foreign exchange, CFDs, with additional knowledge of shares and shares dealing being an advantage
• Able to work confidently to performance targets 
• Confident verbal and written communicator in both English and relevant regional language, with ability to liaise effectively at all levels
• Self-motivated and driven; able to act on own initiative
• Strong team player; able to assist, support and develop colleagues
• Professional approach and presentable appearance at all times

KEY OBJECTIVES/KPIS

KPIs to be confirmed

COMPETENCIES

• Relationship Builder
• Task Oriented
• Sales Driven
• Excellent Communication Skills
• Team Player
• Customer Centric
• Resilient & Adaptable
• Problem Solver

CMC Markets is powered by our people. We are an equal opportunities employer and are committed to creating a diverse and inclusive workplace, where our people feel confident to be themselves, feel valued and can do their best work. We don’t just value differences and unique perspectives, we seek them out and we invite them in, because we know it will lead to better outcomes for everyone.

The Company reserves the right to review, alter and amend job descriptions from time to time in line with business requirements.