Institutional Relationship Manager

Role Overview

This position offers a vital role, both independently and within a newly formed team, focused on advancing CMC Markets’ objectives by managing and expanding a portfolio of institutional clients throughout the APAC region. The selected candidate will be the primary liaison building trusted connections, understanding client demands, coordinating internal assistance, and uncovering avenues to enhance engagement and increase revenue while upholding exemplary service, governance, and compliance standards.

Key Responsibilities

• Manage and nurture a portfolio encompassing institutional clients such as brokers, banks, hedge funds, and other financial entities within designated APAC territories.
• Serve as the main relationship point for assigned clients by developing trusted bonds and maintaining consistent, proactive communication with essential stakeholders.
• Evaluate and comprehend both CMC Markets’ unique offerings and competitors’ propositions to effectively position solutions.
• Recognize client needs and propose appropriate trading solutions including API integration, White Label services, and Introducing Broker programs.
• Spot opportunities for deeper client engagement and revenue growth across margin forex, CFD products, and other derivatives.
• Track client activities, revenue metrics, and engagement levels to identify growth potentials, service risks, and possible client loss.
• Identify and evaluate sales and marketing efforts to meet individual and team business goals and KPIs.
• Conduct regular account reviews with clients, establishing follow-up actions to improve satisfaction, retention, and financial outcomes.
• Coordinate new client onboarding and ongoing service delivery, ensuring internal alignment and fulfillment of client commitments.
• Collaborate with Sales Trading and other teams to address client queries, operational challenges, and escalations swiftly and efficiently.
• Maintain current awareness of financial markets, participants, and applicable technologies.
• Adhere strictly to CMC Markets’ compliance policies and local regulatory standards relevant to assigned regions.
• Gather and assess client corporate documentation for legal and compliance approvals.
• Work in close cooperation with Sales Trading to solicit and analyze client feedback ensuring relationship expectations are met.
• Propose enhancements to departmental procedures and workflows.
• Provide weekly and monthly management reports including call logs, contact summaries, and business opportunity analyses to the APAC Head of Institutional.
• Engage in ongoing professional development and requisite training to stay aligned with changing role demands.
• Demonstrate a positive attitude toward challenges, providing candid and constructive feedback.
• Consistently present a professional image of the department and company in all internal and external communications while building positive relationships.
• Maintain confidentiality rigorously.
• Undertake additional duties, training, or work hours as reasonably required within the role’s scope.

Required Skills and Experience

• Mandarin language proficiency for regular engagement with Chinese-speaking institutional clients.
• Documented experience in business development or relationship management roles.
• Knowledge of financial markets including forex and CFDs; familiarity with equities and trading is advantageous.
• Proven ability to work confidently toward and achieve performance targets.
• Strong verbal and written communication skills in English and regional languages, capable of engaging stakeholders at all levels.
• Highly self-driven and proactive with the ability to act independently.
• Collaborative team player mindset who supports colleagues’ growth and success.
• Professional demeanor and appearance at all times.

Competencies

• Relationship building
• Task-oriented focus
• Sales-driven motivation
• Excellent communication abilities
• Team collaboration
• Customer-centric attitude
• Resilience and adaptability
• Effective problem-solving

Commitment to Diversity

CMC Markets values a diverse and inclusive workplace. The company encourages all individuals to express their authentic selves, be valued, and perform to their best potential, recognizing that diverse perspectives foster better outcomes for everyone.