CIB Institutional Structured Products, Associate

Country: United States of America

It Starts Here:

Santander is a global leader and innovator in the financial services industry and is evolving from a high-impact brand into a technology-driven organization. Our people are at the heart of this journey and together, we are driving a customer-centric transformation that values bold thinking, innovation, and the courage to challenge what’s possible.  This is more than a strategic shift.  It’s a chance for driven professionals to grow, learn, and make a real difference.

If you are interested in exploring the possibilities We Want to Talk to You!

Job Family Description: Markets the firm’s products and capabilities to the institutional client base.  Engages with customers in order to determine the best use of Santander’s resources and mobilize them to fit the client’s needs.  Distributes and sources structured products related securities and opportunities.

Job Function Description: Identifies and pursues new sales prospects within existing or untapped markets. Gathers market intelligence, generates leads, and develops proposals/campaigns to garner new business, ensuring a consistent flow of new revenues to the company. Uses knowledge of markets, industries, and clients to determine demand, future trends and potential projects.

Purpose Statement: Institutional Structured Products Associate in Santander’s U.S. Corporate Investment Banking – This position will be responsible for maintaining and developing relationships with clients at hedge funds, money managers, insurance companies, banks and other institutional accounts covering MBS, ABS, CLOs, CMBS, esoteric and private credit.  The salesperson will coordinate between trading, banking and financing in order to best service the customer with the firm’s offerings.  The salesperson should have a working knowledge of the product offering of the firm as well as the ability to work across business lines and personalities to develop and nurture firm relationships.

Responsibility Statements:

• Initiates, develops and enhances relationships with traders and PMs at existing clients and targeted prospects, with the objective of enhancing revenue generation
• Act as is the primary and first point of contact in all client interactions.  Shapes the client perception of the firm and ensures that our clients are aware of and utilize all aspects of our relevant product offerings.  
• Connect originators with lenders, buyers with sellers, clients with bankers and, overall, problems to solutions.  Sometimes that is as simple as filling a bond axe, but others it is knowing who at the firm is best fit to answer a customer’s question or a customer who has been able to structure creative private solutions for originators.                                                                                                                    
• Acquire a strong grasp of the bank’s product offering and mold those offerings to the needs of the client.  This includes a working knowledge of the trading desk products, ABS banking and other business lines within Santander US Capital Markets.
• Capability to work collaboratively with senior partner as well as the rest of the sales force, trading desks and bankers.
• Ability to gather information and distribute 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 effort with bankers in an effort to uncover public and private opportunities with clients.  Over time can display a propensity to source opportunities for the bank and partners in sales and trading.

Qualifications:

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Education:

Bachelor's Degree or equivalent work experience

Experience:

2 or more years of experience in sell side or buy side in relevant sales, trading or banking role

Skills and Abilities:

• 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, not only the ability to cold call, but also to 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

Certificates:

FINRA Series 7 and 63

Competencies:

• 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.
• 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 able to open doors and find/seize opportunity
• 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.

Work Authorization & Sponsorship:
Applicants must be legally authorized to work in the United States on a full-time basis without requiring employer sponsorship to commence employment.

What Else You Need To Know:

The base pay range for this position is posted below and represents the annualized salary range. For hourly positions (non-exempt), the annual range is based on a 40-hour work week. The exact compensation may vary based on skills, experience, training, licensure and certifications and location.

Base Pay Range:

Minimum:

$175,000.00 USD$225,000.00 USD

 

We Value Your Impact:

Your contribution matters and it’s recognized.  You can expect a fair and competitive rewards package that reflects the impact you create and the value you deliver. We know rewards go beyond numbers.  Offering more than just a paycheck our benefits are designed to support you, your family and your well-being, now and into the future. Santander Benefits - 2026 Santander OnGoing/NH eGuide (foleon.com) 

Risk Culture:

We embrace a strong risk culture and all of our professionals at all levels are expected to take a proactive and responsible approach toward risk management.

 

EEO Statement:

At Santander, we value and respect differences in our workforce. We actively encourage everyone to apply. Santander is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, genetics, disability, age, veteran status or any other characteristic protected by law.

Working Conditions:

Frequent minimal physical effort such as sitting, standing and walking is required for this role. Depending on location, occasional moving and lifting light equipment and/or furniture may be required.

Employer Rights:

This job description does not list all of the job duties of the job. You may be asked by your supervisors or managers to perform other duties. You may be evaluated in part based upon your performance of the tasks listed in this job description. The employer has the right to revise this job description at any time. This job description is not a contract for employment and either you or the employer may terminate your employment at any time for any reason.

What To Do Next:

If this sounds like a role you are interested in, then please apply.

We are committed to providing an inclusive and accessible application process for all candidates. If you require any assistance or accommodation due to a disability or any other reason, please contact us at [email protected] to discuss your needs.