Institutional Equity Sales
B. Riley Financial (NASDAQ: RILY) provides collaborative financial services solutions tailored to fit the capital raising, business, operational, and financial advisory needs of its clients and partners. B. Riley Financial operates through several subsidiaries that offer a diverse range of complementary end-to-end capabilities spanning investment banking and institutional brokerage, private wealth and investment management, financial consulting, corporate restructuring, operations management, risk and compliance, due diligence, forensic accounting, litigation support, appraisal and valuation, auction and liquidation services. B. Riley Financial is headquartered in Los Angeles with offices in major U.S. markets as well as an international footprint. For more information on B. Riley Financial, please visit brileyfin.com.
B. Riley Securities provides a full suite of investment banking, corporate finance, advisory, research, and sales and trading services. Investment banking services include initial, secondary, and follow-on offerings, institutional private placements, merger and acquisition (M&A) advisory, SPACs, corporate restructuring and recapitalization. B. Riley is nationally recognized and highly ranked for its proprietary small-cap equity research. B. Riley Securities formerly operated as B. Riley FBR following the merger of B. Riley & Co. and FBR & Co.
We are seeking a full-time Institutional Equity Sales. The Salesperson will be responsible for maintaining knowledge of B Riley research, offerings and services and have a clear understanding of the investment style and needs of clients. They maintain direct contact with Institutional Investors (clients) to, among other responsibilities, facilitate meetings, conference calls, deliver written research, and develop business relationships with assigned institutional accounts Also, the successful candidate must have the capability to generate revenue at levels exceeding goals determined by firm policies, practices, and regulatory requirements. Strong communication skills are necessary as you will be expected to communicate investment ideas to institutional clients and our sales force. The successful candidate must have the ability to multi-task while under pressure and handle stressful situations in a calm and professional manner. The right candidate is a self-starter, highly motivated, and can handle multiple tasks while under little supervision. The compensation for this position is commission-based.
Other Responsibilities:
- Arranges and participates in meetings with key account staff to present findings/recommendations of research department and increase sales of securities.
- Maintains relationship with Trading Desk and assists in working out any problems that may occur on clients’ transactions.
- Serves on interview teams for new sales staff. Is responsible for training and supervision of sales assistants. Provides technical assistance to junior staff members as requested.
- Provides feedback to department managers on departmental procedures.
Essential Skills and Knowledge
Technical Capabilities:
- Ability to cultivate new investors and maintain existing investors through rigorous calling activity resulting in strong personal and professional relationships
- Develops extensive knowledge about their investor base; Keeps abreast of emerging customer trends; Gathers information to understand customer strategies and their view of market opportunities
- Have acute awareness of client trends as well as trends of client’s competitors
- Set and achieve aggressive sales goals
- Accountable for individual production goals
- Develop strong and effective working relationships with Traders and sales Assistants; Draw on the full resources of the company to provide high quality solutions and service to customers
- Serve as the key leader for client quality and service; acts decisively to implement solutions and resolve problems, and follows up to assure resolution
- Communicate timely and relevant data to the client in order to improve their profitability
- Advise clients on investment opportunities and recommends buying and selling of securities
- Provide high quality solutions and service to customers; Identifies ways that our product, sales and service organizations work together to deliver value; Searches actively for efficiencies in the way our organization serves customers.
- Be aware of any issues or constraints felt by the client and provide a timely, credible solution
- Determine ways in which the firm can improve service to the client and develop a systematic approach to process improvement.
- Adhere to established compliance policies
- 6 or more years relevant experience
- Good understanding of Institutional Sales techniques and relevant financial processes
- Excellent verbal and written communications, negotiations skills
- Candidate must have a high degree of energy and initiative and be able to influence clients and other stake holders
- Strong analytical and problem-solving skills with the ability to exercise sound and balanced judgment
- Ability to quickly understand, interpret and communicate complex financial concepts
- Must be able to operate in a fast-paced environment with frequently shifting priorities
- Series 7 and 63 license required
- Ability to learn and utilize financial software systems
- Good interpersonal skills, excellent written and oral communication skills
- Ability to supervise junior staff
College degree and 6 or more years of financial services or sales experience, the majority of which must be in Institutional Sales.
