PERM - Global Markets - Fixed Income - CLO & Solutions Sales - VP

Section 1 - Details

Job Title / Corporate Title

CLO & Solutions Sales  / VP

Department / Group

S&T / SPG

Responsible to / Line Manager

This should be a role title, not a named individual.

ABS & CLO Sales / Director

Direct Reports

This is about scope of the role. Please include job titles and the reporting relationship.

Location

London

Date Prepared

December 2024

MiFID Knowledge and Competence

In scope

Certification regime

In scope

Section 2 – Purpose of Job

• Manage and expand the SMBC BI footprint in the UK, with responsibility for distributing CLOs and securitised products into the UK market.
• Support secondary trading and DCM to achieve their budgets, in addition to your personal sales credit budget, through leveraging your UK client relationships.

Section 3 – Background

• Fixed Income has been identified as a key growth area for SMBC globally and the EMEA region has the strategic position of bridging the Japan and US geographies. The Bank has strong growth ambitions for the Global Markets and Advisory businesses, which work hand in hand to deliver quality product to our clients.
• Fixed Income consists of ABS/CLO, Credit, EM, Rates and repo trading businesses, salespeople to support these desks, MTN and support functions such as COO and Middle Office.  The desk trades debt denominated in EUR, GBP, USD and AUD and its salespeople actively cover EMEA based investors for global fixed income product. 
• The business spans two locations, London, and Frankfurt, and has very close links with Tokyo, Hong Kong, and New York.
• You will join a growing team with a strong reputation in the ABS/CLO market, working closely with two highly experienced professionals in trading and sales. The team is set to increase its use of balance sheet resources to win primary mandates and enhance client offerings.

Section 4 – Facts / Scale

• Help drive the annual trading budget for the ABS/CLO business with the main focus on CLO sales to the UK investor base.
• This role has a combined primary and secondary sales credit target of $1.0-2.0m

• Helping the Financing Strategy, supporting initiatives to grow our Repo, TRS and other Balance Sheet initiatives such as SRT would be a plus.

Section 5 – Accountabilities & Responsibilities

• Understand the secondary CLO wallet and the opportunity set, with a strategic approach to maintain, grow and track in coordination with all the internal stakeholders.
• Develop new and existing UK Institutional relationships, which include some of the largest and most influential investors in the market. Work closely with secondary trading to ensure we deliver a quality service to your clients in a commercial and compliant way

• Give strong support to our DCM and Banking franchise, integrating Debt Syndicate and senior management into your client base. Effectively distribute primary product and help originate reverse enquiry orders.
• Providing regular updates on sales activities, progress, and results with a weekly commentary of client activities.
• Work closely with other SMBC BI teams such as US office structurers and traders for both primary and secondary CLOs.
• Act as a representative for SMBC BI at industry conferences and client events to enhance the bank’s profile in the CLO and securitised product space.
• Work closely with Risk and Compliance teams, particularly regarding new account opening and KYC, ensuring a thorough knowledge of your client base and adherence to internal policies and external regulations.
• Support junior team members by sharing expertise, mentoring, and contributing to their professional development.
• Challenge internal processes that can be improved to make SMBC BI more productive, leading to a seamless delivery of products and services.
• Be a role model of good conduct, acting honestly, ethically and with integrity.

Section 6 – Knowledge, Skills, Experience & Qualifications

• Excellent knowledge of CLO transaction structures, demonstrating an ability to communicate to clients.

• Comprehensive understanding of CLO structures, leveraged loans, and structured credit products with knowledge of market dynamics, pricing trends and regulatory frameworks.
• Proven strong relationships with UK institutional investors, including full understanding of client investment strategies and risk appetites. Ability to attract new issue mandates from CLO managers is a plus.
• Strong ability to establish trusting, sustainable and profitable relationships with clients quickly and effectively.
• Maturity, experience, and strategic awareness to help drive the design and execution of our strategy in Europe for securitisation, structured credit, and financing areas.
• Excellent communication and leadership skills, adept at establishing professional credibility at all levels within the business and target clients.
• Confidence and skills to influence and negotiate at all levels, strong business understanding and commercial acumen to deliver the full firm to your clients.
• Excellent planning, organisation, and coordination skills with the ability to work under pressure, to tight deadlines and on varying agendas simultaneously flexing priorities when necessary.
• Resilience, flexibility, and adaptability to manage challenging situations effectively as they arise. Consistently collaborative using a broad range of combined and co-operative resources to deliver excellence to your clients.
• Understand how SMBC’s risk appetite, business controls and risk culture should be considered in daily activities and decisions.
• Minimum of 5 years of experience in structured credit or CLO sales, with a proven track record of achieving sales targets with the UK investor base,  preferably within a global financial institution.

Section 7 – Challenges (This section is optional)

• Client gaps where key relationships are not yet on boarded.
• CLO product offering still growing but primary deal mandates might be limited initially.