IAM boosts capital markets team

Jenna Labib
Income Asset Management Group Limited - head of Sales
Income Asset Management Group Limited
Date: 4 September 2023
Position: head of Sales
By Elizabeth Fry

ASX-listed Income Asset Management has bolstered its capital markets ranks by appointing Jenna Labib as its new head of sales.

Labib has been promoted from head of adviser services to the newly created role of head of sales.

IAM co-head of capital markets, James Shillington, said the promotion comes at a time of escalating awareness and demand for fixed income among Australian investors.

Before joining iAM, Labib worked in sales teams at UBS, FIIG Securities and Deutsche Bank.

At UBS, she worked on the equities desk in Sydney, which was ranked as the top Australian cash equities sales desk at the time, while at Deutsche Bank, she worked in foreign exchange sales on trading floors in London, New York, Singapore and Hong Kong.

"In her new capacity, Jenna will be tasked with building and maintaining strong relationships with existing clients, as well as seeking new relationships by identifying target opportunities to expand its portfolio," added Shillington.

"She will also be collaborating with IAM's other divisions to identify opportunities for cross-selling."

In addition to leading and growing a team of salespeople across its existing offices in Sydney, Melbourne and Brisbane, Shillington said Labib will spearhead IAM's expansion into West Australia and open an office in Perth.

"With a growing sales team, Jenna will also be responsible for leading, mentoring and managing the sales team to achieve individual and team targets," Shillington continued.

"Jenna will be tasked with developing and executing strategic sales plans to expand our client base, increase revenue and position ourselves as the market leading fixed income broker in Australia."

IAM is made up of cash markets, capital markets, debt capital markets, and a funds management business.

The appointment also comes four months after IAM boosted its in-house capabilities by acquiring the River Capital Liquid Credit Fund and Credit Mandate.

The fund has been renamed the IAM Global Credit Opportunities Fund and will continue to provide investors with exposure to a diversified portfolio of global and credit investments, hedged into Australian dollars.

Under the terms of the deal, IAM brought the River team across  - namely the head of credit and fixed income Daniel Saldanha and senior investment analyst Anthony Swan.