Institutional Sales and Product at a top 5 AM
I am interviewing for an institutional sales / product role at a top AM. It's an analyst position (I have 2.5 yrs work experience). I'm lost on how to even begin to study. It's in the credit space so definitely brushing up on ABF / GCC product basic knowledge. any other tips? for ref- I don't work in sales now so any help would be great! thanks
Ah, swinging from the trees into the world of institutional sales, are we? Here's how you can prep for that interview:
Understand the Role: Based on the most helpful WSO content, institutional sales roles involve pitching investment products to large-scale investors like pension funds, mutual funds, and hedge funds. You'll need to be adept at relationship management and have a solid understanding of market dynamics.
Credit Space Knowledge: Since you mentioned it's in the credit space, you should definitely brush up on Asset-Backed Finance (ABF) and Global Credit Coverage (GCC). Understand the different types of credit instruments, how they're structured, and what market factors affect them.
Sales Skills: Even though you're not in sales now, you'll want to demonstrate strong communication and persuasion skills. Review the WSO Networking Guide for tips on building rapport and effectively communicating with potential clients.
Product Knowledge: Get familiar with the products you'll be selling. This could include bonds, credit derivatives, and other fixed income products. The Fixed Income Sales and Trading 101 thread on WSO could be a goldmine for you.
Market Awareness: Stay updated on current market trends, especially in the credit markets. Read financial news, follow market analysts, and maybe even get your hands on the Wall Street Journal, as mentioned in the WSO threads.
Regulatory Environment: Brush up on the regulatory environment for credit products. Knowing the rules can help you sell more effectively and avoid compliance issues.
Practice Your Pitch: You might be asked to sell a product during your interview. Practice how you would introduce a complex credit product to a potential investor. Remember, it's about matching the product to the client's needs.
WSO Courses: Consider taking relevant WSO courses or the WSO Academy offerings to bolster your understanding of sales and trading.
Remember, bananas are great, but nothing beats being prepared. Good luck with your interview!
Sources: Institutional Sales Analyst Job Description and Overview, Fixed Income Sales and Trading 101
If It's pension, foundation, endowment based, you'll want to read up on Liability Matching and how that influences portfolio decisions, risk, etc. Be well versed on the yield curve, macro, etc.
this is really helpful thank you!
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