Fixed income sales - how to earn money

Hi everyone, its my first post at this forum but I have been an avid reader for many years. I currently work as an associate in corporate banking and I am thinking about joining one of Scandinavias top investment banks as a high yield fixed income broker. I cold called their MD and pitched my motivation and prior experience (private banking/family office 2 years) and interest for the field. He gave me an interview. 

My question, this particular IB has a strong track record within ECM and M&A, they are not very big at DCM transactions. How would you go about to create a portfolio of credit funds, institutional investors hedge funds etc? The nordic market is over-banked, the MD said that if I was able to make relationships with international funds/credit investors, that would be a huge plus in this game.

What are your thoughts on this? people that work in the business, how do you do this from scratch, would you buy HY nordic/scandinavian bonds? if not why? if yes why? Could i pick up the phone and start cold calling credit funds in the US/UK and pitch them bond mandates?

Thanks for any information/guidance.

Best regards