Institutional Structured Products - Associate / VP

Santander

About The Position

Institutional Structured Products Associate – This position will be responsible for maintaining and developing relationships with clients at hedge funds, money managers, insurance companies, banks and other institutional accounts covering MBS, ABS, CLOs, CMBS, esoteric and private credit. The salesperson will coordinate between trading, banking and financing in order to best service the customer with the firm’s offerings. The salesperson should have a working knowledge of the product offering of the firm as well as the ability to work across business lines and personalities to develop and nurture firm relationships.

Requirements

Bachelor's Degree or equivalent work experience
2 or more years of experience in sell side or buy side in relevant sales, trading or banking role
Demonstrated successful execution of structured products new issue and/or secondary trading
Self-motivated and adept at setting, driving and leading transactions
Very strong interpersonal communication skills, complemented by both excellent verbal and written communication
Strong presentation and public speaking skills
Expert relationship management and negotiation skills
Strong organizational skills and detail orientation
Works well within a team and displays excellent leadership capabilities
Self starter and able to give self direction
Ability to influence and drive complex initiatives and manage logistics with internal stakeholders
Ability to travel within assigned territory as required
Fearless attitude with, not only the ability to cold call, but also to navigate into a warm introduction.
Strong analytical / problem solving skills and ability to translate data into a story
Proficiency in Microsoft office products - Word, Excel and Outlook
Demonstrates ability to motivate and influence others
Proficiency in financial calculations
Sales oriented, energetic, and self-motivated with strong initiative to achieve sales goals
FINRA Series 7 and 63

Nice To Haves

Intermediate to Advance knowledge of Microsoft, Excel, word and Bloomberg. Intex, Powerpoint and tableau are helpful, but not required
Self starter who is able to envision his role or team as a business which needs to adapt and adjust to different markets
Persistent attitude with the ability to follow a long term goal in spite of obstacles
Doesn’t take no for an answer and works long term in able to open doors and find/seize opportunity
Knowledge of sales processes, tools, and techniques; ability to prepare and present formal recommendations for how the organization or a trade can meet the customer's needs.
Knowledge of sales principles, processes, techniques and tools; ability to develop sales plans that are future-oriented, support business strategy and reflect understanding of emerging, as well as existing, opportunities and markets.
Knowledge of data gathering and analysis tools, techniques and processes; ability to gather and analyze data on the learning needs of a target population.

Responsibilities

Initiates, develops and enhances relationships with traders and PMs at existing clients and targeted prospects, with the objective of enhancing revenue generation
Act as is the primary and first point of contact in all client interactions.
Shapes the client perception of the firm and ensures that our clients are aware of and utilize all aspects of our relevant product offerings.
Connect originators with lenders, buyers with sellers, clients with bankers and, overall, problems to solutions. Sometimes that is as simple as filling a bond axe, but others it is knowing who at the firm is best fit to answer a customer’s question or a customer who has been able to structure creative private solutions for originators.
Acquire a strong grasp of the bank’s product offering and mold those offerings to the needs of the client. This includes a working knowledge of the trading desk products, ABS banking and other business lines within Santander US Capital Markets.
Capability to work collaboratively with senior partner as well as the rest of the sales force, trading desks and bankers.
Ability to gather information and distribute it to the appropriate risk takers and business partners.
Discerns relevant research, desk color and banking transactions that are relevant to the client and distributes them accordingly.
Participates in joint calling effort with bankers in an effort to uncover public and private opportunities with clients.
Over time can display a propensity to source opportunities for the bank and partners in sales and trading.