Head of Sales

Job Title - Head of Sales - Brokerage

Role Summary

The role leads the sales function responsible for equities and fixed income products across local, regional, and global institutional clients. The incumbent is accountable for growing revenues by proactively identifying client needs, building strategic relationships, and expanding distribution channels. The position also oversees customer service delivery across institutional and other client segments, including call center and service desk operations.

The role involves developing and promoting liquidity provision and market-making services, clearly articulating the value proposition to prospective and existing clients. Close collaboration with trading and research teams is required to align products with targeted investors, support roadshows, and develop marketing materials.

The incumbent is responsible for driving client satisfaction, building and maintaining a strong sales pipeline, and ensuring the delivery of high-quality presentations and documentation that support winning outcomes. The role also oversees the implementation and maintenance of internal policies, procedures, and service standards.

Responsibilities

Develop and execute a sales strategy aligned with market trends, client segments, regulatory requirements, and organizational objectives.

Design and implement a customer service strategy in coordination with relevant department heads, ensuring effective delivery channels and service quality.

Manage and grow the sales pipeline in line with targets, forecasts, and performance goals to increase market share and client retention.

Monitor sales performance, KPIs, and customer service metrics across all business lines, including call center performance.

Operate within approved departmental budgets while promoting cost efficiency and productivity.

Build and strengthen distribution channels, ensuring appropriate oversight of all customer service delivery platforms.

Develop senior-level relationships across the industry and maintain a strong understanding of competitor offerings to support targeted client engagement.

Collaborate with trading and research teams to develop marketing themes, investor materials, and roadshow initiatives.

Host client events and investor roadshows to promote products and services.

Oversee resolution of client complaints in a timely and professional manner.

Manage sales targets, reconcile bottom-up and top-down objectives, and report performance to senior management on a regular basis.

Support audit requirements and ensure timely closure of findings.

Establish performance-based incentives and oversee recruitment, development, and performance management of the sales team.

Ensure compliance with all applicable legal, regulatory, and internal policies, including conduct risk, operational risk, information security, and data protection requirements.

Actively support risk management frameworks including incident reporting, key risk indicators, and control self-assessments.

Maintain professional competence through mandatory training and continuous development.

Travel as required to support business development and relationship management.

Qualifications

Bachelor's degree in Marketing, Banking, Finance, Accounting, Economics, Business Administration, or a related field; a Master's degree is preferred.

Minimum of 15 years of relevant experience, preferably within an international financial institution.

At least 8 years of experience leading a sales team within financial services, including a minimum of 5 years in a brokerage or capital markets environment.

Key Skills and Competencies

Excellent written and verbal communication skills in English; Arabic is an advantage.

Strong interpersonal, presentation, and relationship-building skills.

Sound understanding of financial markets, products, and applicable regulations.

Proven ability in strategic planning, decision-making, and execution.

Results-driven with strong analytical and problem-solving capabilities.

Demonstrated experience in new business development, negotiation, and deal execution.

High personal integrity, strong self-management, and leadership capability.