Associate, Client Strategy, Institutional Equities

Position Description

This role will serve as a key contributor to the firm’s commercial objectives by supporting regional revenue growth through data-driven analysis, strategic initiative execution, and cross-functional coordination. This role is accountable for driving client revenue and profitability across CITIC CLSA’s Hong Kong-based institutional client base. The ideal candidate will align client needs with CITIC CLSA’s research, execution, and investment capabilities, leveraging insights to optimize resource allocation, identify growth opportunities, and foster high-value relationships.

Key Areas of Responsibilities

• Prepare and execute Client Service Plans, conduct thorough internal and external account reviews, and build strong relationships with clients and stakeholders.
• Allocate resources by leveraging dynamic client tiering and collaborating with sales and trading leaders to achieve targets.
• Support the coverage team in increasing revenues and maximizing profitability across the firm’s core client base.
• Analyze business performance metrics (revenue, market share, rankings, profitability) to guide strategic reviews and address underperforming accounts.
• Identify growth opportunities, address underpaying/overconsuming clients, and protect revenues at risk.
• Drive cross-selling initiatives and ensure accountability for strategic follow-through.
• Develop and execute regional client strategies aligned with CLSA’s global objectives, emphasizing cross-border collaboration.
• Synthesize client feedback and market trends to shape CLSA’s service offerings.

Requirements

• Bachelor’s degree or above in Finance, Business, Economics, or a related field; advanced degree (MBA, CFA, or equivalent) is a plus.
• 3-5 years of experience in client strategy, sales, relationship management, or a related role within financial services (preferably equities, investment banking, or institutional brokerage), with expertise in the HK/China institutional client landscape.
• Proficiency in CRM systems, data analysis tools (Excel, Power BI), and financial modeling to enable data-driven decision-making.
• Fluency in English and Mandarin/Cantonese, with strong cross-cultural communication skills to engage stakeholders across diverse regions.
• Ability to interpret financial metrics, translate data into actionable strategies, and execute strategic plans aligned with client objectives.
• Deep understanding of HK/China regulatory frameworks and equity market dynamics, ensuring compliance in equities business operations.
• Exceptional communication, negotiation, and influencing skills to manage stakeholders and drive collaborative outcomes.
• Proven ability to collaborate in cross-functional teams, navigating cross-cultural environments and complex organizational structures.

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