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Career in Institutional Sales


The sales in the financial industry that are made by large brokerage houses or mutual funds, such as private placements and initial public offerings of stock for companies. Institutional sales are usually reserved for high net worth clients and are not open to the average investor.

Sales managers work in numerous industries in which they lead a sales team and supervise plans. A bachelor's degree may be sufficient for this job, but employers seem to prefer a master's degree—typically one that's germane to their business. They also favor results-oriented work experience.


Institutional sales workers work for investment banks and sell securities to individuals and companies. They must work in a team, locating potential sales leads through market research. These institutional sales workers are also responsible for communicating with clients who have contacted the investment banking company. They are also responsible for finding out what their customers financial goals are and then providing them with the products necessary to meet these goals. The institutional sales worker is responsible for organizing company meetings to talk about progress made with sales. Progress made by the institutional sales representatives must be logged into electronic databases.


There are various requirements for Institutional Sales that they need to fulfil to pursue a career in being an Agent. The requirements are classified under three heads –


Job options and career paths in this field include:

Advertising Sales Agent

Advertising sales agents are responsible for selling advertising spots for their employer. They typically work for an advertising firm, radio station, television channel, magazine and newspaper publishers, or for online advertising companies that have advertising space available.

Education requirements

High school diploma for some entry-level positions, bachelor’s degree and some sales experience preferred

Insurances Sales Agents

These sales professionals are responsible for selling insurance products and services to the consumer market. They build up their client base and help clients choose the right type of insurance plan for their individual needs. They may be responsible for generating new business during slower times of the year, conducting seminars for human resources professionals, and hosting training events for other sales professionals.

Education requirements

High school diploma or equivalent, bachelor’s degree attractive to most employers. State licensure required.

Loan Officer

Although it may not be a traditional sales job, loan and mortgage specialists are in the business of selling loan products to customers. They are typically employed by banks, credit unions, mortgage companies, and financial institutions to evaluate and authorize loan applications for different types of customers. Some specialize in a particular type of loan or customer market while others serve as a general mortgage and loans specialist at a commercial bank.

Education requirements

Bachelor’s degree and on-the-job training, mortgage loan officer license required.

Purchasing Manager or Buyer

Working as a purchasing manager or buyer for a company means the individual is in charge of negotiating purchasing contracts, managing inventory, and reviewing product quality for the company they serve. These individuals may also be responsible for buying products at cost for reselling purposes.

Education requirements

High school diploma or bachelor’s degree plus on-the-job training.

Real Estate Brokers and Sales Agents

Buying, selling, and renting properties are the responsibility of a licensed real estate broker or sales agent. Brokers are licensed to manage their own real estate business and are typically self-employed. Sales agents work with brokers and may work as independent contractors. These real estate professionals have a sound understanding of the market they serve, strong interpersonal skills, and must be driven to meet sales goals.

Education requirements

High school diploma or equivalent and state real estate license.

Sales Engineers

Those with an interest in scientific and technological products or services may fare well as sales engineers who are responsible for explaining how these complex products work, and how they benefit the client. Sales engineers work under stressful conditions to meet sales quotas, keep ups with product knowledge training requirements, and maintain client relationships. Still, this can be a rewarding career for those who want to work in a fast-growing field.

Education requirements

Bachelor’s degree in engineering or related field.

Securities, Commodities, and Financial Services Sales Agent

Working in the fast-paced industry of the financial markets can be attractive to those who thrive in high-pressure situations and want to work in a competitive field. These sales agents are responsible for selling securities and other financial products to customers, providing financial and purchasing recommendations, and conducting trading activities.

Education requirements

Bachelor’s degree for entry-level jobs, master’s degree in business administration (MBA) to advance in their career.

Wholesale and Manufacturing Sales Representatives

Individuals interested in selling wholesale or manufactured goods to businesses, government organizations, and other companies can make a living as a sales representative or sales manager in this field. Having good product knowledge, the ability to travel, and being able to work under pressure are critical for success in this field.

Education requirements

High school diploma for entry-level positions, bachelor’s degree and some sales experience required by some companies.


Individuals who prefer to be on the road most of the time instead of working in a cubicle all day may find a career in sales to be more attractive than other jobs in the fields of advertising, marketing, and business. Sales professionals spend most of their time visiting clients in person, communicating with clients and negotiating contracts over the phone and email. In some cases, they may be required to attend meetings with marketing and advertising teams to ensure their activities are aligned with company goals and objectives. They are responsible for meeting monthly, quarterly, and yearly sales quotas in the territory or sector they’re assigned.

In many ways, a sales professional works as an independent business owner or entrepreneur, strategizing how to close the next deal and learning how to work within their market. Success in this field requires drive, ability to handle challenges effectively, good time management skills, and strong networking skills.

Whether working for a large corporation or independently, sales professionals need to have very strong interpersonal skills. They must be able to communicate with customers and clients effectively, have good time management skills to coordinate meetings and presentations, and develop strong public speaking skills to deliver impactful presentations. They must have also have in-depth knowledge about the products and services they are selling so that they can relay this information to customers effectively and close the deal. Experience with computers and being comfortable using technology is critical for success in this field.

Key Responsibilities / Duties:

  • Identifies and cultivates prospects and/or clients

  • Initiates and follows up on new business opportunities.

  • Leads new business meetings and closes sales to institutional investors and consultants.

  • Leverages the organization’s relationship with existing institutional accounts by developing and executing proactive, creative, and ongoing contact initiatives.

  • Develops and maintains relationships withsub-advisors andconsultants.

  • Acts as a liaison to the investment management groups to ensure active, enthusiastic support of the sales and marketing process.

  • Collaborates with Marketing team onproduct and sales materialsto ensure they are currentand focused for the applicable presentation, conference, or opportunity.

  • Works closely with Appleton team members to further develop sales opportunities.


Since communicating with clients and coworkers on a daily basis is critical to success in this field, sales professionals must be comfortable using computers, mobile devices, and certain sales management and customer relationship management (CRM) software programs. Companies in certain fields, such as real estate, financial services, and telecommunications use specialized software designed for their industry. These programs are designed to effectively manage leads, handle all client communications, coordinate digital contracts, and ensure privacy and security standards are met every step of the way.

  • Minimum 7-10+years of professional working experience.

  • Relevant experience in Investment/Wealth Management or Financial Services is preferred.

  • Must have demonstrated ability to create sales/relationship opportunities with clients, prospects and consultants in assigned market segments.

  • Must have excellent sales skills and in-depth product and broad investment knowledge.


In 2008, the median earning for institutional sales representatives was Rs21,00,000. The middle 50 percent earned between Rs.12,00,000 and Rs.25,00,000. Institutional sales representatives tend to earn the most in security and commodity contracts intermediation and brokerage.


Management often places a great deal of pressure on these sales representatives to drive sales. Travel all over the world is common for institutional sales representatives, who can find themselves working with clients almost anywhere. According to the Bureau of Labor Statistics, these representatives tend to work more than 40 hours a week.

Between 2008 and 2018, the need for institutional sales representatives and other investment sales representatives is expected to grow by 9 percent. This is mostly driven by population growth and growing economies overseas. This industry is not growing more because many of the investment banks are consolidating, which reduces the number of positions.

Frequently Asked Questions;

What Do Related Occupations Make?

Sales professionals who want to move out of the sales field can explore a number of job opportunities in a related field that command attractive salaries. In most cases, these jobs are paid as a flat salary without commission but the employee may be able to earn bonuses throughout their career. Others may offer higher a base pay than traditional sales career with an opportunity to earn commissions.

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