Title: Director, LATAM Institutional Sales - Mexico and Central America
Location: Remote, USA
Position SummaryReporting to the Managing Director, Head of Latin America, the Director, LATAM Institutional Sales - Mexico and Central America will lead VanEcks Institutional Sales efforts across Mexico, Costa Rica, and Panama. The rol will trasnlate regional strategy into a territory plan focused on AUM growth, net flows, client relationships, pipeline development and engagement, while expanding access to VanEcks U.S. Listed ETFs and UCITS strategies.
Essential Duties and ResponsibilitiesIncludes the following, other duties may be assigned as needed
- Drive territory-level execution of the Latin America strategy, with accountability for AUM growth, net flows, new relationships, and client engagement.
- Cultivate and deepen relationships with senior decision-makers across AFOREs, pension institutions, asset managers, private banks, family offices, broker-dealers, wealth managers, and investment platforms.
- Expand adoption of VanEck's U.S.-listed ETFs and UCITS strategies through new allocations, approved-list placements, platform access, discretionary portfolios, and other locally relevant distribution structures.
- Lead direct coverage of Mexico and pursue opportunities throughout Central America, with particular focus on Costa Rica's pension market and Panama's private banking and wealth management ecosystem.
- Build direct VanEck client relationships, leveraging the existing distributor-supported model for introductions and market access while maintaining disciplined account plans, client records, pipeline activity, and forecasts in Salesforce.
- Develop productive relationships with local distribution partners, investment platforms, and exchanges to support sustainable growth and efficient market access.
- Understand competitive dynamics, identify cross-selling opportunities, and provide market-based recommendations to support commercial growth and overall profitability.
- Collaborate with Portfolio Management, Product Management, Capital Markets, Marketing, Operations, Legal, and Compliance to support client education, due diligence, onboarding, and sales enablement.
- Represent VanEck at client meetings, industry conferences, and events throughout the territory; travel to assigned markets at least monthly.
- Prepare and deliver regular updates to leadership on territory performance, pipeline activity, key relationships, opportunities, and risks.
- Maintain a high level of professionalism and accountability while fostering a collaborative, team-oriented approach.
Experience/QualificationsThe ideal candidate is a commercially driven investment professional with established relationships across Mexico's institutional and wealth management markets and the ability to build VanEck's direct presence throughout Mexico and Central America. The candidate should combine strong investment knowledge with a deep understanding of the local investment ecosystem and disciplined business development capabilities.
- Education: Four-year college degree or equivalent. CFA or equivalent investment designation preferred but not required.
- Minimum 10 years of experience in asset management, investment distribution, or institutional sales, with significant ETF or mutual fund experience.
- Native or near-native Spanish and professional fluency in English, with strong presentation and communication skills.
- Established relationships with institutional and wealth decision-makers in Mexico, including AFOREs, asset managers, private banks, and family offices. Central America relationships, particularly in Costa Rica and Panama, are strongly preferred.
- Deep understanding of the Mexican investment ecosystem, including AFORE investment processes and ETF distribution structures.
- Strong knowledge of U.S.-listed ETFs, UCITS strategies, capital markets, and portfolio construction.
- Demonstrated success engaging investment committees, portfolio managers, and executive decision-makers and converting opportunities into results.
- Strong prospecting, consultative selling, and relationship-management skills with disciplined CRM and pipeline management.
- Intellectual curiosity, strategic thinking, sound judgment, and a strong ownership mentality.
- Relevant FINRA licensing, or the ability to obtain the required licenses within the timeframe established by VanEck.
- Ability and willingness to travel extensively throughout the territory and periodically to VanEck offices.
- Excellent professional judgment and the ability to collaborate effectively across functions and geographies.
- Ability to represent VanEck credibly with senior clients, partners, and industry stakeholders.
