Head of Institutional Business

Job title: Head of Institutional Business

Company: Eastspring Investments


Job description: Eastspring is a global asset manager with Asia at its core. We create a culture in which diversity is celebrated and inclusion assured, for our colleagues, customers, and partners. We provide a platform for our people to do their best work and make an impact to the business, and in exchange, we support our people’s career ambitions. We pledge to make Eastspring a place where you can Connect, Grow and Succeed...Key ResponsibilitiesDrive Institutional Strategy and GrowthLead the development, execution, and refinement of the institutional sales strategy to deliver sustainable AUM growth and align with the firm’s broader strategic objectives.Identify and capture new business opportunities across key institutional client segments, including pension funds, insurance companies, GLICs, sovereign wealth funds, and corporates.Client Acquisition and Relationship ManagementBuild, deepen, and manage strategic relationships with institutional clients, positioning the firm as a trusted, long-term partner.Maintain a high level of client engagement and satisfaction by delivering proactive, solutions-driven service and consistently high standards of client experience.Client Servicing and ReportingOversee end-to-end client servicing, ensuring timely and accurate delivery of client reports, portfolio reviews, performance updates, and regulatory disclosures.Act as a key liaison between clients and internal teams (investment, operations, compliance, and legal) to resolve queries, support ad hoc requests, and ensure smooth mandate onboarding and execution.Ensure institutional clients are kept well-informed on market insights, portfolio developments, and firm-level updates through regular communication and engagement.Strategic Collaboration and Solution DevelopmentCollaborate with investment, product, and marketing teams to design and deliver tailored investment solutions that align with clients’ objectives and constraints.Partner with regional institutional teams to leverage cross-border capabilities and position the firm’s regional and global solutions effectively.Business Development and Market PositioningDevelop and present high-quality proposals, marketing materials, and RFP responses that showcase the firm’s investment expertise and differentiated value proposition.Represent the firm at industry conferences, client roundtables, and external forums to elevate brand visibility, deepen networks, and stay attuned to evolving institutional needs.Market Intelligence and Risk AwarenessMonitor macroeconomic trends, regulatory developments, and competitor dynamics to anticipate client needs and adjust go-to-market strategies accordingly.Identify potential risks or service gaps early, and implement mitigation strategies to protect client trust and business continuity.Leadership and Team DevelopmentLead, coach, and mentor the institutional sales and servicing team, building a performance-driven culture focused on excellence, collaboration, and accountability.Set clear objectives, develop team capabilities, and support succession planning and internal talent development initiatives.Reporting and GovernanceProvide regular business updates to senior management, covering pipeline development, client feedback, service levels, and strategic progress.Ensure compliance with internal policies and external regulatory requirements, including the submission of reports such as PRISM, BCP, DRR, and other required governance documentation.Job Specifications:QualificationsBachelor’s degree in Finance, Business Administration, or a related discipline.Professional certifications such as CFA, CAIA, or equivalent are highly advantageous.Holding FiMM and CMSRL licenses is preferred.ExperienceMinimum of 10 years in institutional sales or business development within the financial services sector.Demonstrated success in managing and expanding institutional client relationships.Proven experience in leading and nurturing high-performing sales teams.Knowledge, Skills & AbilitiesIn-depth understanding of the institutional investment landscape, including market dynamics, financial products, and regulatory frameworks.Strong analytical capabilities and strategic thinking.Excellent communication, negotiation, and presentation skills.Ability to cultivate and sustain relationships with senior-level stakeholders.High standards of integrity, professionalism, and commercial acumen.Proactive and results-driven, with the ability to thrive in a fast-paced environment.Proficient in Microsoft Office tools (Word, PowerPoint, Excel).Eastspring is an equal opportunity employer. We provide equality of opportunity of benefits for all who apply and who perform work for our organisation irrespective of sex, race, age, ethnic origin, educational, social and cultural background, marital status, pregnancy and maternity, religion or belief, disability or part-time / fixed-term work, or any other status protected by applicable law. We encourage the same standards from our recruitment and third-party suppliers taking into account the context of grade, job and location. We also allow for reasonable adjustments to support people with individual physical or mental health requirements.

Expected salary:

Location: Kuala Lumpur

Job date: Fri, 22 Aug 2025 05:47:08 GMT

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