Director – Team Leader – Private Banking

Permanent contract|London|Other job functions

Director – Team Leader – Private Banking

Kleinwort Hambros
London, United Kingdom Permanent contract Other job functions

Responsibilities

Description of the Business Line or Department

Our commercial strategy focuses on three main areas:

  • Ensure growth through our key client segments: KCIS (Key Client and International), B2B (Financial Intermediaries), UK Domestic, Channel Islands and Gibraltar
  • Drive our global sales management, notably by combining our indicators by entity and by private banker (AuM, NNMA, NBI, GOI);
  • Anchor our risk culture, conduct, Customer Excellence and the Group values described in the Leadership Model in our sales force

Summary of the key purposes of the role

  • Successful management and development of the Bank’s activities in a defined market segment. The Team Head is responsible for both their individual and team’s commercial and performance targets. They are expected, through mentoring and coaching, to enhance the skills and quality of the work of their team whilst embedding compliance and risk awareness.
  • Monitor Key Performance Indicators (including: revenue targets, assets under management, pitch/proposals and service development from client feedback) using a combination of management information, specific client reviews, regular review meetings (including daily huddles) at a team and individual level. Action plans will need to be established and agreed for the team and with each individual member, such as improving product sales/penetration, maximising revenue by respecting the Group tariff, managing low profitability clients, control of tariff discounting, and developing clients with potential.
  • Act as a liaison to other functions, particularly Investment Management, Advisory, Wealth Planning, Credit, Market Solutions, Middle Office, Compliance and Risk ensuring that the product offer and support provided allows the Private Bankers to meet the client’s objectives and to treat them fairly.
  • Direct management and development of team members will be a requirement, therefore, requires technical proficiency and management skills. This is in order to effectively supervise and monitor the work of the team while motivating team members to meet objectives and to support their career progression through active coaching, mentoring and appropriate training. 

Summary of responsibilities 

Client Facing Responsibilities

  • Knowledge of markets, products and advice (investment management, wealth planning, banking, credit, and capital markets)
  • Strong focus on new asset gathering
  • May take ownership of driving a market/business strategy/initiative
  • Meet or exceed a number of individual and team-based financial targets, including income, AUM/NNMA and return on AUMs
  • Strong business development skills to develop new client relationships through relationship management with key
  • business introducers and existing client base to maximise further opportunities 
  • Actively involved in developing and maintaining client relationships, both individually collaboratively as part of a team
  • Main clients focus: both UHNWI and HNWI in one or more defined segments

Commercial leadership

  • Ensure the private banking team are proactively managing clients to achieve their individual targets including their commercial objectives.
  • Manage the client book of the team and own book to continuously seek out and pursue new opportunities (prospect co-ordination, client on boarding, action planning and client retention).  For non-core clients seeks to exit the relationship or transfer to another team
  • Conduct regular reviews with private banking team to establish areas for improvement and recommend strategies to meet both client and Bank objectives.
  • Monitor a schedule of regular client meetings to ensure top quartile clients (above £10m) are met at least once per year.
  • Articulate difficult messages and decisions through effective communication and verbal reasoning.
  • Motivate and lead for success, establishing priorities for the team’s activities.
  • Manage time effectively achieving balance between dedicated client focus (estimated at 70-90%) and leading/managing team (estimated at 10-30%)
  • Undertake timely and accurate sales reporting to provide regular visibility of pipeline ensuring self and team accurately record data relating to commercial activities.
  • Create and monitor a skills development action plan for the team and its members in conjunction with HR (monitoring, sharing experiences, coaching, mentoring).
  • Complete the evaluation process for all team members ensuring progression plans are well documented with SMART objectives. Monitor, on a periodic basis, through regular performance discussions and feedback.
  • Operate in a constructive manner with others (within the team, with the management, with other commercial teams, within SG)
  • Provide support functions with ideas and feedback to improve efficiencies and client service standards.

Risk/Compliance

  • To set an example and demonstrate leadership in respect of risk awareness, conduct, behavioural and compliance culture matters; ensure the embedding of a positive culture of compliance within the team, with internal stakeholders, as well as to clients and markets. To lead to the right outcomes in all material respects.
  •  Ensure team members apply all regulatory standards including Treating Customer Fairly, Know your Client and Suitability.
  • Maintain the highest standards of risk and compliance, ensuring all policies are observed across the team.
  • Undertake live observations as part of the T&C requirements and ensure SPS/CPD rules are adhered to for self and team, ensuring technical and regulatory competence is achieved
  • Ensure team members complete all internal mandatory training
  • Perform all duties in accordance with the principles outlined in the KH Code of Conduct, as well as the policies and procedures relevant to your responsibilities, to ensure that you adhere to a culture that treats clients fairly and focuses on the long term sustainability of client relationships.

Human Resource Management

  • Handling of sensitive issues
  • Create and apply employee engagement strategies in the team
  • Responsible for liaising with HR in relation to compensation, promotions and staff consultation during right-sizing of the organisation
  • Hire strong talent into the organisation, ensuring appropriate business cases are presented
  • Ensuring all teams are appropriately managed and adequately supervised and controlled.
  • Contribution to proposals on the distribution of the bonus and salary pool.
  • Managing business line staff (recruitment training, career management, compensation) in coordination with regional partners.
  • Development of staff (i.e. having a growth plan, filling in products gaps, upgrading as necessary)
  • Ensuring job descriptions exist, individual appraisals are carried out and objectives are in place
  • Ensuring appropriate resources are adequately utilised

Authorisation Responsibilities:

  • ‘A’ signatory – money transmission and securities transactions.
  • The role holder commits to fully respecting SG Policies and Procedures defined locally, at PRIV and at Group Level, in order to control operational risks.
  • Maintain awareness of operational risks exposure in their daily activities and seek advice from their Management and local Operational Risk Manager to prevent issues.

Cooperation with other departments

  • Details of relations with support & control functions, through which forums for what purpose.

Other expectations

  • Embody Code of Conduct and behavioural competency

Level of autonomy and authority

  • Job holder can authorise and make private client financial decisions within the business proposition
  • Team performance management strategies and day to day management in line with HR advice and guidance

Profile required

Competencies

  • Knowledge of legal regulatory and industry requirements
  • Knowledge of business processes, standards, policies and procedures.
  • Assessed as competent under KH T&C regime
  • Knowledge of Products and Services.
  • Demonstrate competence to cover FCA dealing requirements.
  • Build trust, inspire and engage key stakeholders through effective communication.
  • Analytical Thinking
  • Business Development
  • Client Focus
  • Planning, Organising, and Influencing
  • Strategic & Commercial Awareness
  • Team leadership and management
  • Results orientation
  • People Development
  • Change Leadership
  • Cooperation
  • Coaching and mentoring skills
  • Empathy and diplomacy
  • All management competencies as defined by the SG Group Leadership Model

EDUCATION

Education:

The individual must be qualified to the minimum of Level 4 but preferably Level 6. Any one or more of the following qualifications is required:

  • CISI Diploma including Private Client Investment Advice & Management (PCIAM)

Diploma in Regulated Financial Planning

LANGUAGES

  • Only applicable if the job holder is to work on an international team

Why join us

People join for the impact they can have on us. They stay for the impact we have on them. A flatter structure offers visibility and exposure beyond that of our competitors, so you know our names, and we know yours. It's personable, human, and inspires success through passion. By encouraging open mindedness and a willingness to share ideas, we have adapted to market changes and thrived through innovation. Bringing words like “hard work” and “dedication” together with “community” and “respect” has enabled us to work collaboratively and build our future together. We call this Team Spirit and it's what makes us different. It's what makes you different

Business insight

If you feel you have the required experience and qualifications, then please apply to the SG Resourcing Team, and we will manage your application. At Société Générale, we believe our people are our strength and are core to the success of our business. As such, we search for, recruit and appoint the best available person on the basis of aptitude and ability, regardless of sex, marital or civil partnership status, race, colour, nationality, ethnic or national origins, pregnancy, disability, age, sexual orientation, religion, belief or gender reassignment

We are an equal opportunities employer and we are proud to make diversity a strength for our company. Societe Generale is committed to recognizing and promoting all talents, regardless of their beliefs, age, disability, parental status, ethnic origin, nationality, sexual or gender identity, sexual orientation, membership of a political, religious, trade union or minority organisation, or any other characteristic that could be subject to discrimination.

Reference: 210008SG
Entity: Kleinwort Hambros
Starting date: 2021/05/23
Publication date: 2021/03/22
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