Principal, Head of Equity Sales U.S., Emerging & Frontier Markets, International Investment Bank, New York

Mandate Status: 
Mandate Code: 
- Our client is seeking to add a Principal to their Equity Sales team in New York, with a focus on Africa
- The firm is looking to build and grow strategic relationships with U.S. institutional investors leveraging the firm’s Equities product, and develop sales relationships to drive trading revenues in African securities
- The ideal candidate should have 8+ years of experience in the US broker-dealer industry, with focus on emerging/frontier markets, preferably African Securities


  • High contributor with ambition to be a product coverage specialist and not necessarily to lead large teams or manage a larger business but to rather focus deeply on the top Institutional global clients
  • Able to work with a local sales team who intensely cover local and international institutional client’s intra-day based on the opportunity to closing transactions
  • Previous experience in developing research sales and sales trading business
  • Experience as a Series 24 designated supervisor
  • Requisite Regulatory certifications – Series 7, 63, & 24
  • Developed historical relationships with major institutional investors
  • Clean regulatory record with FINRA / SEC
  • Bachelor's degree
  • Must have the ability to work and live in the United States


  • Ability to cultivate new clients and maintain existing clients; strong existing personal and professional relationships with relevant clients a prerequisite
  • Stay abreast of all firm-wide products to ensure the African product across Research, Sales and Trading is leveraged into the U.S. institutional customer base
  • Develop and measure performance to tactical customer plans and scorecards and take corrective actions where required
  • Experience in Corporate Access is key. Individual must have extensive experience in the space and must have a strong Corporate Client franchise
  • Stay abreast of industry trends and developments at key customers and role players, and ensure that the Markets business remains updated on changes and well positioned to provide accurate and competitive services
  • Contribute and own relevant aspects of the development and tracking of tactical client plans and scoreboards and take corrective actions where required
  • Develop strong and effective working relationships with African based affiliates Traders and sales Assistants
  • Contribute to team forums with the aim of improving the Research product through constructive engagement on all key elements of a Top Rated product
  • Implement customer performance controls to proactively measure achievement against strategic targets and help management address changes or non-performance
  • Actively participate in internal and external customer reviews from a service perspective provided by areas under responsibility through a process of formalised service review (including questionnaires, production reporting, loss event reporting)
  • Continuously monitor own service levels and implement strategic measures to improve customer satisfaction and overall profitability
  • Support IB and Syndicate on the successful conclusion of Primary and Secondary ECM and other IB transactions


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