Institutional Sales Lead

As a Institutional Sales Lead at IMC, you will play a key role in shaping our direct counterparty ecosystem, helping define how IMC sources, interacts with, and optimizes external off screen liquidity flow.

This role goes beyond traditional counterparty management. You'll partner closely with traders, with direct influence on execution outcomes, liquidity access, and trading performance. Operating at the intersection of trading, quantitative research, and low-latency technology, you'll help ensure our counterparty interactions are fast, scalable, and commercially optimized.

As a senior member of the team, you'll drive key initiatives, contribute to the evolution of our DCP capabilities, and share your expertise with colleagues across trading and technology.

Your Core Responsibilities

• Counterparty Ownership & Strategy
• Own and manage relationships with IMC’s existing direct counterparties and clearers.
• Onboard, build and manage relationships with new direct counterparties.
• Act as a senior escalation point for trading, operational, and commercial issues
• Execution & Trading Workflow Optimization
• Oversee off-screen trading flows from direct counterparties from request phase, to pricing and crossing the trade.
• Analyze counterparty behavior, pricing quality, hit ratios, and response times to inform routing and strategy decisions
• Develop a deep understanding of market microstructure and how counterparty interaction impacts trading performance
• Identify and implement improvements that enhance speed, reliability, and fill quality
• Operational Excellence & Process Improvement
• Lead initiatives to improve scalability, automation, and data integrity across DCP workflows
• Reduce manual touchpoints by partnering with technology on system enhancements
• Ensure accurate and timely trade capture, reconciliation, and issue resolution
• Drive best practices across trading support and counterparty engagement
• Data & Insights
• Leverage data to identify inefficiencies, anomalies, and improvement opportunities
• Build and maintain reporting on counterparty activity, performance, and operational KPIs
• Use tools such as Python, SQL, and Excel to analyze and enhance trading workflows                      

Your Skills and Experience

• 10+ years of experience in institutional sales environment with pre-exisiting relationships in equity derivatives, priced or non-priced delta one markets in APAC. 
• Deep understanding of market structure, execution mechanics, and counterparty interaction in derivatives or equities markets
• Proven track record of owning counterparty relationships and influencing trading performance
• Experience in options, ETF and Chinese mainland markets is preferred.
• Strong technical fluency, with experience working alongside engineering teams on trading systems and infrastructure
• Advanced analytical skills, with proficiency in Python, SQL, or similar tools