Description of the Business Line or Department
Our commercial strategy focuses on three main areas:
Ensure growth through our key client segments: KCS (Key Client Segment), Core Segment, International and Piccadilly teams;
Tighten our global sales management, notably by combining our indicators by entity and by private banker (AuM, NNMA, NBI, Credit, GOI, ROA);
Anchor our risk culture, conduct, Customer Excellence and the Group values described in the Leadership Model in our sales force on a daily basis
Summary of the key purposes of the role
Responsible for developing, managing and retaining client relationships and development of the Bank’s activities in a defined market segment.
Strong focus on Business Development and Client/Asset gathering through existing private clients, maintenance and defence of existing client book and actively assisting further expansion of other Private Banker books. Creation of new portfolio mandates with primary focus on DPM and Managed Advisory.
Lead by example in managing their own individual commercial and performance targets, whilst supporting the team through mentoring and coaching, to enhance the skills and quality of the work of their team whilst embedding compliance and risk awareness.
Deputise in the team Head’s absence, providing supervision 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.
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.
Embrace and utilise the Customer Excellence tools to achieve dedicated client time, service quality and enhanced team motivation.
Summary of responsibilities
Manage the growth and development of their own client book to continuously seek out and pursue new opportunities (private client prospect co-ordination, client on boarding, action planning and client retention).
May take ownership of driving a market/business strategy/initiative in line with KH strategy
Undertake timely and accurate sales reporting to provide weekly visibility of pipeline
Support the private bankers on the team to achieve their individual targets including their team commercial objectives in business development activity
In conjunction with the Team Head, agree regular reviews with private banking team to establish areas for improvement and recommend strategies to meet both client and Bank objectives.
Ensure 100% completion rate of KYC for own clients and team as a whole. Support the Team Head in sample reviews to assess quality.
Work closely with the business development team to maximise client opportunities through analysis of management information.
Able to articulate difficult messages and decisions through effective communication and verbal reasoning.
Target number of client relationships 200-300 per CRM on the team. Minimum client AUM/LUM £250K for legacy clients, with minimum revenue of £2.5K. Minimum client AUM/LUM for new clients £500,000, with minimum revenue £5K or a clearly defined path to greater share of wallet.
Leadership & performance management in conjunction as agreed by the Team Head;
Motivate and lead for success, establishing priorities for the team’s activities.
Support the embedment customer excellence in the team ensuring adherence to the golden standards, achieving KPIs and conducting daily huddles.
Support and monitor a skills development action plan for designated team members (monitoring, sharing experiences, coaching, mentoring).
As defined in the KH Training and Competence Scheme, act as observer at Client meetings to ensure technical and regulatory competence achieved
Provide regular feedback to the Team Head on Team performance observations to assist with the evaluation process for all team members
Build trust, inspire and engage key stakeholders through effective communication.
Operate in a constructive manner with others (within the team, with the management, with other commercial teams, within SG)
Develop and maintain collaborative relationships with commercial functions, particularly Investment Management, Advisory, Wealth Planning, Credit and Market Solutions ensuring that the product offer and support provided allows self and team to meet client’s objectives.
Provide support functions with ideas and feedback to improve efficiencies and client service standards.
Supports and coordinates action with all support functions, notably risk & compliance
Maintain an appropriate balance between global standards and local rules and practices.
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.
Champion the Bank’s risk culture applying the rules to daily tasks whilst ensuring the team adopts the same approach.
Undertake live observations as agreed with the Team Head as part of the T&C requirements and ensure SPS/CPD rules are adhered to for self and team.
Continuous Improvement & Change Management:
Resolve problems independently, escalating only when necessary.
Identify and promote the generation of ideas to improve processes and client satisfaction.
Actively drive change, defining the concrete steps to implementation.
Communicates positively about the reasons for change and ensure others understand what the changes mean for their everyday work
‘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.
Respect of local SG procedure and regulation.
Application of SG Code of Conduct.
Application of IMMUNE and FORCE rules.
Application of Customer Excellence tools.
Maintain awareness of operational risks exposure in their daily activities and seek advice from their Management and local Operational Risk Manager to prevent issues.
Operational Risk & Regulatory Responsibilities
Responsibility for managing, controlling, preparing and escalating risk within their scope.
Monitoring of operational risks and review of effectiveness of prevention measures.
Ensure compliance with policies, procedures within the business line.
Ensure timely intervention when breaches occur and analysis of root causes to avoid repeated issues.
Ensure that you take reasonable steps to be fully aware of, understand and comply with all regulatory requirements from all regulatory bodies that are applicable to your business.
Ensure actions deriving from conduct risk management information are taken forward
Perform all duties in accordance with the principles outlined in the SGPBH 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
Ensuring all teams are appropriately managed and adequately supervised and controlled.
In the Team Heads absence, managing business line staff (training, career management, absence, workflow management)
Ensuring appropriate resources are adequately utilised
Cooperation with other departments
Details of relations with support & control functions, through which forums for what purpose.
Day to day management of Private Client relationship management and financial advice within the defined business proposition
Level of Autonomy and Authority
Job holder can authorise and make private client financial decisions within the business proposition in agreement with the Team Head
Team performance management strategies and day to day management in line with HR advice and guidance as delegated by the Team Head