CIB Institutional Structured Products, Associate

Santander

6h•$175,000 - $225,000•Onsite

About The Position

The Institutional Structured Products Associate in Santander’s U.S. Corporate Investment Banking is responsible for maintaining and developing relationships with clients at hedge funds, money managers, insurance companies, banks, and other institutional accounts. This role covers MBS, ABS, CLOs, CMBS, esoteric, and private credit. The salesperson will coordinate between trading, banking, and financing to best service the customer with the firm’s offerings. The salesperson should have a working knowledge of the firm's product offering and 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 the ability to cold call and 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
Knowledge of the techniques and the ability to work with a variety of individuals and groups in a constructive and collaborative manner.
Knowledge of the concepts, tools and techniques for effective listening and communicating; ability to apply these theories to receive, transmit and accurately interpret information and ideas to influence others in various situations.
Understanding of the importance of remaining aware of shifting market priorities and ability to respond to internal and external customer needs in a manner that consistently adds value.
Understanding of the criticality of getting things done in spite of current circumstances and the ability to utilize assigned resources and leverage back-channel resources (individuals or teams) to achieve or exceed planned outcomes.
Knowledge of the structure, attributes, uses, terminology, risk and processing of structured products, and ability to value them appropriately.
Knowledge of global markets and an awareness of the interplay of rates, geopolitics and data releases in our daily markets.
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.

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 order to open doors and find/seize opportunity

Responsibilities

Initiates, develops, and enhances relationships with traders and PMs at existing clients and targeted prospects, with the objective of enhancing revenue generation.
Acts as the primary and first point of contact in all client interactions, shaping the client perception of the firm and ensuring clients are aware of and utilize all aspects of relevant product offerings.
Connects originators with lenders, buyers with sellers, clients with bankers, and problems to solutions.
Acquires a strong grasp of the bank’s product offering and molds those offerings to the needs of the client, including a working knowledge of trading desk products, ABS banking, and other business lines within Santander US Capital Markets.
Works collaboratively with senior partners, the sales force, trading desks, and bankers.
Gathers information and distributes 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 efforts with bankers to uncover public and private opportunities with clients.
Over time, displays a propensity to source opportunities for the bank and partners in sales and trading.