Director, APAC Derivatives Sales
This individual will be primarily responsible for driving the APAC Derivatives Sales team’s effort to expand and grow the business with the institutional client segment through maintaining existing and establishing new client relationships within the APAC region. The focus countries include Singapore, Hong Kong, Korea, Japan, Taiwan, Malaysia, and Australia. The focus of this role will adjust based on the business priorities as well as key strengths of the individual who is hired. This individual will be responsible for sale and revenue generation of Cboe’s derivatives products and services within the region, focusing on the options and futures which are listed on Cboe’s 5 US derivatives exchanges. Key products include (but are not limited to) SPX options, VIX options, RUT options, MXEF/MXEA options, VIX futures, and iBoxx corporate bond futures.
The Director-level sales role is a senior producer (individual contributor) who will focus on specific client channels and/or countries, with priorities and KPIs set by the regional sales head. These client channels could include hedge funds, asset managers, insurance companies, pensions, endowments, investment trusts, sovereign wealth funds, and banks (private banks, commercial banks, and investment banks).
The Sales Director will actively manage a portfolio of existing customer accounts for US derivative products, as well as generate new business from new client origination within existing and prospective accounts. The individual will support the regional sales head via creating analysis and reports that identify developing trends within the products and our clients, and therefore must have a business-development mentality in addition to a sales & client service expertise.
This role is within the Global Client Services (GCS) organization and will be reporting into the Head of APAC Derivatives Sales. As part of GCS, the Sales Director will be responsible for SalesForce reporting, pipeline management, account management, campaign management, cross referral and cross selling, country plan management and other sales initiatives.
The role may involve managing clients based in countries across Asia Pacific involving regional and international travel up to a maximum of 30% of the Sales Director’s time.
The Position Will Be Responsible For:
- Build relationships with new and existing customers to support adoption of Cboe’s proprietary products. Be capable of organizing day which may include formal office visits, phone calls, electronic and other forms of interactions by delivering relevant and timely value-added market driven derivative solutions to inspire actionable product transactions. Be capable of generating new lead opportunities that will result in new clients coupled with the ability to cross-sell all derivatives products and services.
- Responsibilities include identify product use cases for target investors; work collaboratively with internal business units, e.g., Marketing, Sales, Options Institute, Product Development, etc. to achieve desired results. Design with guidance from the sales head go to market strategies for institutional customers and report progress to Senior management.
- Create and deliver solutions to target accounts to increase volumes and expand our customer base in Cboe’s proprietary options and futures product suite, which includes iBoxx, SPX, VIX, RUT, MSCI and other new product initiatives.
Bachelor's Degree in Business, Finance, Economics or a related field
10+ years of experience in business development at either an SRO or sell-side sales and trading desk derived from an FCM or broker dealer or buy-side asset management firm managing money and or asset gathering
Strong understanding of Exchange Traded Futures and Options, including one or more areas of equity, listed and OTC Credit, e.g. CDX HY and IG products (futures, options, ETPs, and other structures), strategies, market structure, connectivity, etc.
Senior-level relationships with professionals at institutions such as banks, asset managers, hedge funds, asset owners (e.g. pensions and insurance companies), exchanges, and market utilities such as index and data providers
Capability to lead and participate in high level discussions with portfolio managers who manage assets for Multi Strategy or Credit/Volatility Funds, Long / Short Hedge Funds, Pensions, Endowments, Insurance, and Proprietary trading firms, etc.
Strong teamwork skills, including the ability to work collaboratively alongside colleagues on different teams or in different regions
Be results driven, organized with outstanding project management skills; prioritize tasks and work assignments, balancing multiple tasks simultaneously with accuracy and quality; adjust to changes in priorities and situations; complete work under pressure; meet deadlines
Organize and express ideas clearly and understandably when speaking to individuals or groups; listen to others &respond appropriately; and prepare/deliver presentations
Build rapport and establish collaborative relationships; develop network of business and professional contacts; leverage business relationships to support goals
Interact in a professional manner with internal and external contacts; use tact and diplomacy; maintain confidentiality; appropriately handle and communicate controversial or sensitive information
Evaluate, analyze, and summarize data and facts with insight and brevity; establish logical connections; form sound decisions based on analysis
Strong proficiency with MS-Office including presentation software (i.e. PowerPoint), CRM, e.g. SalesForce and internal applications
In addition to English, a second language such as Chinese or Korean will be highly advantageous.
Any communication from Cboe regarding this position will only come from a Cboe recruiter who has a @cboe.com email or via LinkedIn Recruiter. Cboe does not use any other third party communication tools for recruiting purposes.