Our client is an award-winning global provider of foreign exchange and payment solutions, empowering businesses to manage international financial operations with ease and efficiency.
They are currently looking to hire a Commercial Director – Institutional, you will play a pivotal role in driving strategic growth, strengthening client relationships and building a high-performing sales function within the institutional division. You will be responsible for building a robust, high-performing sales structure focused on the Alternative Investment Funds (AIF) ecosystem, including private equity, hedge funds, venture capital, real estate funds and family offices.
This is a senior leadership position requiring a commercially driven individual with deep market expertise, a proven ability to develop and execute sales strategies, and strong collaboration skills across multiple departments in a fast-paced environment.
You will be responsible for building and leading both sales and relationship management teams, overseeing day-to-day operations, driving new business and expanding key client relationships, while ensuring the delivery of revenue and profitability targets.
Key Responsibilities
Strategic Leadership
- Define and execute the long-term vision for the Institutional desk
- Identify market trends, risks and opportunities to maintain a competitive edge
- Set and deliver against ambitious growth targets aligned to broader business objectives
Sales Strategy & Business Development
- Build a robust, high-performing sales structure focused on the Alternative Investment Funds (AIF) ecosystem, including private equity, hedge funds, venture capital, real estate funds and family offices
- Develop and execute strategies to acquire new institutional clients and grow existing relationships
- Drive a structured and scalable approach to pipeline generation and revenue growth
- Build, lead and mentor a high-performing sales team within a results-driven culture
- Establish clear KPIs, processes and performance standards
- Support talent development through coaching, training and career progression
- Create a collaborative, high-performance environment where individuals are empowered to succeed
Cross-Functional Collaboration
- Work closely with dealing, operations, risk and compliance teams to deliver seamless client solutions
- Partner with product and marketing teams to ensure alignment with commercial strategy
- Collaborate with risk, credit, finance and compliance functions to ensure regulatory adherence and manage exposure
Performance & Market Impact
- Drive consistent revenue growth and profitability across the institutional division
- Monitor and report on sales performance, pipeline activity and client engagement metrics
- Establish the business as a trusted advisor within the institutional market
Skills, Knowledge & Experience
- Proven track record of selling into and operating within the Alternative Investment Funds (AIF) ecosystem
- Experience managing and scaling high-performing sales teams in fast-paced environments
- Strong capability in sales planning, pipeline management and revenue forecasting
- Demonstrated leadership ability with a track record of motivating and developing high-performing teams
- Ability to create a results-driven culture where performance is recognised and rewarded
- Strong communication skills, with the ability to influence senior stakeholders
- Commercially focused, adaptable and resilient, with the ability to perform under pressure
- A collaborative team player with a strong work ethic and commitment to continuous improvement
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