My client is seeking a senior equities sales professional to support the growth of its Japanese equities franchise. This individual will be responsible for originating and developing institutional client relationships, driving secondary trading revenues, and contributing to the broader leadership and development of the platform.

The role requires a strong producer with the ability to operate at a senior level across clients, internal stakeholders, and management. In addition to front-line sales responsibilities, the successful candidate will be expected to help strengthen the organization, drive accountability through KPI management, allocate resources effectively, and contribute to building the secondary equities business to a sustainable revenue base.

Key Responsibilities Sales and Client Franchise Development

1. Develop and expand relationships with institutional investor clients, primarily across Europe, with a focus on Japanese equities
2. Drive secondary trading revenues through proactive client engagement, idea generation, and execution opportunities
3. Broaden the firm’s client footprint by identifying and developing new business opportunities while deepening existing relationships
4. Deliver relevant market colour, investment ideas, and access opportunities to clients in a timely and value-added manner
5. Work closely with Research, Trading, Sales Trading, and other internal teams to provide a coordinated and differentiated client offering
6. Play a leading role in building the secondary equities franchise to a sustainable revenue base

Team Leadership and Business Management

1. Help drive effective team management across the sales platform to improve productivity and commercial performance
2. Establish, monitor, and manage KPIs to ensure discipline, accountability, and delivery against business objectives
3. Allocate team resources effectively to optimize client coverage, revenue opportunities, and overall performance
4. Contribute to the development of a high-performance culture through leadership, guidance, and oversight

Capital Markets Collaboration

1. Partner closely with the Capital Markets team on transactions including block trades, ABBs, CBs, and other equity-linked opportunities
2. Lead the sales effort on relevant transactions to maximise investor demand and support successful execution
3. Contribute to the marketing, distribution, and investor feedback process across capital markets transactions
4. Ensure strong coordination between Sales, Capital Markets, Trading, and other internal stakeholders throughout the transaction lifecycle

Management Communication and Reporting

1. Maintain close and regular communication with senior management, including the CEO, on business performance, client developments, pipeline, and strategic opportunities
2. Provide timely and accurate reporting on sales activity, KPIs, market developments, and team performance
3. Escalate material issues, risks, and opportunities appropriately, while ensuring alignment with broader business priorities

Required Qualifications

1. Significant experience in equities sales, with a strong track record of covering institutional clients and generating revenue
2. Demonstrated ability to build, manage, and deepen senior-level client relationships
3. Strong leadership and organizational management capability, with the ability to drive team performance and accountability
4. Proven experience in KPI management and in deploying resources effectively to meet business objectives
5. Ability to work across functions and lead the sales effort on capital markets transactions, including block trades, ABBs, and CBs
6. Strong communication skills, with the ability to maintain close dialogue and effective reporting lines with senior management, including the CEO
7. Demonstrated ability to build or scale a secondary equities business to a sustainable revenue base
8. Sound commercial judgment, high professional standards, and strong execution capability

Preferred Qualifications

1. 10+ years’ experience in Japanese equities preferred
2. Deep knowledge of the Japanese equity market and investor landscape
3. Established network across institutional investors relevant to Japanese equities
4. Experience in equity capital markets and equity-linked transactions
5. Prior team management experience
6. Japanese language skills would be advantageous
7. Candidates without direct Japanese equities experience may still be considered if they bring substantial experience in Asian equities or cross-border equity sales and can credibly develop into the role