HNWI & Institutional Business Group Head

ROLE PURPOSE:

The HNWI & Institutional Business Group Head is responsible for driving asset growth and revenue from High Net Worth Individuals (HNWI) and institutional clients. This role leads sales execution, manages internal and external sales channels, builds strategic client relationships, and ensures alignment with the company's commercial, regulatory, and product strategies.

KEY QUALIFICATIONS AND EXPERIENCE:

1. Minimum 4 years of relevant experience in asset management, institutional sales, or priority/HNWI client management.
2. Strong understanding of financial markets and asset classes, especially equities and fixed income.
3. Established network among institutional clients and/or HNWI communities.
4. Excellent communication, presentation, negotiation, and deal-closing skills.
5. Strong relationship management and business development capability.

EDUCATION:

Bachelor's degree in Economics, Finance, Management, Marketing, or related fields is preferred.

KEY RESPONSIBILITIES:

1. Strategy and Business Development

• Support the Commercial Director in formulating and executing HNWI & Institutional business strategies.
• Drive growth of Mutual Fund AUM and Government Bond distribution to achieve revenue and asset targets.
• Identify new institutional opportunities including pension funds, insurance companies, corporates, foundations, cooperatives, SMEs, and family offices.

2. Sales Leadership and Execution

• Lead, coach, and monitor internal sales teams to acquire new HNWI and institutional clients.
• Manage and optimize external sales forces and strategic distribution partners.
• Ensure consistent sales discipline, pipeline management, and conversion effectiveness.

3. Client Relationship Management

• Build and maintain long-term relationships with key HNWI and institutional clients.
• Act as senior relationship owner for strategic accounts.
• Participate actively in client meetings, presentations, and investment discussions.

4. Cross-functional Collaboration

• Work closely with investment, product, compliance, legal, operations, IT, and marketing teams to deliver client solutions.
• Coordinate with external partners such as asset management companies and government bond authorities.

5. Marketing and Thought Leadership

• Support and initiate marketing initiatives, client education programs, seminars, and conferences.
• Ensure availability and quality of sales and marketing collateral (market updates, insights, educational content).

6. Market and Product Knowledge

• Stay informed on financial market developments, asset management industry trends, and competitor activities.
• Maintain strong understanding of investment products and their suitability for client segments.

LICENSING REQUIREMENTS:

• Wakil Manajer Investasi (WMI), or
• Wakil Perantara Pedagang Efek (WPPE)