Team Head Relationship Management Intermediaries
il y a 1 mois
At Julius Baer, we celebrate and value the individual qualities you bring, enabling you to be impactful, to be entrepreneurial, to be empowered, and to create value beyond wealth. Let’s shape the future of wealth management together.
The Team Head Relationship Management Intermediaries is responsible for leading a team of Relationship Managers (RMs). They act internally as role model and externally as ambassador for the Bank. This entails being an inspiring and motivating leader. The Team Head drives the business by sharing their own significant experience, by helping the team to manage its current client base, and to further grow the business through share of wallet or by acquiring new clients. It is an important part of the role to fully assume the supervisory responsibilities and to manage risks as first line of defense. The Team Head develops jointly with RMs client action plans and supports them in strategic developments of their books. Sales Management, Client Management, People Management and Risk Management are the key features of this position and need to be managed in a balanced approach. The Team Head supports the Group Head or Market Head with business management tasks where needed. In some cases, a Team Head can have an own book. The Team Head generally should not spend more than 20% of their time on managing their own clients.
**YOUR CHALLENGE**:
**Sales Management**
The Team Head provides suitable structure and coaching to allow and enable RMs in meeting Key Performance Indicators (KPIs) related to acquiring new and developing and retaining existing client relationships.
- Is responsible for the team KPIs such as: Profitability (PCIII Baseline), Transactional vs. Recurring Revenue Mix, and Net New Money (in
- and outflows)
- Is an active sales coach for the team, ensures the understanding of the Bank’s strategy and communication of high conviction ideas, and ensures pricing discipline
- Ensures a consistent operating rhythm with regular team meetings and regular 1:1 meetings with the RMs and communicates transparently
- Enables and supports his/her team to identify, acquire and onboard new intermediaries, and to grow the share of wallet and revenues of existing clients, and develops comprehensive 6-12-month development plans with the RMs
- Is aiming at a holistic sales approach by making sure that all team members develop their skills and know-how to use the whole product and service offering of Julius Baer (e.g., BOI, wealth planning, credit, real estate, M&A, business navigator, etc.)
- Encourages diligent usage of sales tools (i.e., pipeline management with prospects, referrals, NNM)
- Proactively establishes a good network and an appreciative cooperation with relevant internal stakeholders, and introduces product and sales specialists as pertinent
**Client Management**
The Team Head is fully involved in interactions with the intermediaries, drives initiatives, and ensures a high level of satisfaction.
- Knows the top intermediaries of the team personally and participates in meetings with them, ensuring that top intermediaries meet senior management
- Actively manages relationships at risk by following up with intermediaries, and involving specialists and further line management for retention purposes
- Drives the Business Development of the team and the implementation of client initiatives (e.g., client segmentation initiatives such as Premium Service, Professional Advice and Expert Advice initiatives, digitalization projects, market focused initiatives), and promotes the active use of dedicated events for customer acquisition and retention
- Ensures that the intermediaries focus markets are developed and expanded and maintains a clear focus on the relevant target geographies according to the strategy of the bank / Market
- Manages the intermediaries base of the team including strategic (re-)allocation of clients within the team along intermediaries segmentation (Boutique, Enterprise, MFO), coverage models (Premium Service, Professional Advice, Expert Advice), market purity, existing book size of team members, individual workloads, succession planning, and development opportunities
- Ensures that the team is adequately enabled to manage and develop client relationships and supports the team in achieving a high level of client satisfaction
**People Management**
The Team Head ensures that the team is enabled with adequate resources, information, and guidance to deliver on their objectives and is responsible for the overall development of the team.
- Manages the development of all team members, supports them in their daily tasks and ensures a good and performance-driven team spirit
- Evaluates and manages the performance of the RMs and of the supporting roles in the team and is responsible for their performance management process
- Drives the hiring of new RMs in close collaboration with the Group Head/Market Head
- Establishes a multi-generational strategy allowing for the develo
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