Head Poland Desk Ipb Luxembourg

Deutsche Bank Wealth Management (WM) offers wealthy individuals and institutions globally a wide range of traditional and alternative investment solutions across different asset classes.

Within Deutsche Bank Luxembourg S.A. WM Luxembourg as a business unit manages EUR 10bn assets. As the strongest booking center within the European Union WM Luxembourg focuses on traditional advisory business, account management for clients of other locations worldwide as well as lending activities.

In response to the growing complexity and increasing demand of UHNWI clients, especially from Poland, the Central Europe Wealth Management Team is looking for a

**Head Poland Desk IPB Luxembourg**

The Desk Head is responsible for (i) own client prospecting/ own book PnL and business generation, (ii) managing a team of Relationship Managers and (iii) driving execution and delivery against growth targets. Desk Heads heads are integral to the success of business initiatives, as they are responsible for leading by example via own business contribution and setting clear expectations with all members of their team. Desk Heads should inspire motivation and steer performance in their teams, and foster adherence to the requirements of the Relationship Manager role such as the prospecting focus and partnership with Investment Managers, Product Specialists, Compliance and other parts of the bank. Desk Heads are responsible for monitoring and analyzing individual and team performance, as well as developing improvement plans to help their team members deliver their targets. Desk Heads should have their own client books (to be balanced against their managerial responsibilities) and remain responsible for delivering against their own set targets.

**CANDIDATE PROFILE AND RESPONSIBILITIES**:
**Strategy and Franchise Development**
- Develop the growth strategy for the location/team, ensuring prospecting co-ordination, cultivating centers of influence, etc. to enable and focus Relationship Manager activity
- Work in close co-operation with Investment Management and Product team heads to define ways to deliver against business targets
- Drive own & team’s collaboration and effective coordination with Investment Managers to deliver high quality services to clients
- Lead and manage people decisions and drive change initiatives to ensure people performance is aligned with the organization imperatives and needs
- Develop and deliver succession plans, talent management approaches and hiring plans
- Drive hiring and development of talent in accordance with business needs and allocations

**Performance Management**
- Communicate KPIs clearly to staff and conduct periodic performance review to assess progress and agree on actions if necessary
- Drive “day-to-day” execution of sales operating rhythm and processes using a range of tools that support effective client planning, pipeline management, prospect / client interaction monitoring, sales initiatives follow-up etc.
- Encourage Relationship Managers to dedicate sufficient effort on winning new clients. Support by joining relationship manager call / meeting with clients if necessary
- Coach and support Relationship Managers in prospecting and management of their client books, and handling challenging client scenarios
- Create and foster a high performing team environment by sharing success stories and lessons learnt across teams encouraging performance tracking
- Lead by example and where necessary, address individual performance issues to drive improvement
- Grow business and profitability through careful pricing / discount management
- Adhere to strict cost management practices

**Supervisory / Control**
- Perform supervisory oversight in accordance to DB policies and guidelines and local regulatory requirement and ensure that expected Key Risk Indicators are met
- Foster a culture that is conducive to open communication and speak-up
- Ensure the servicing approach and product offering are aligned to WM’s business model and approved value proposition

**Book Management**
- Deliver against individual responsibilities for their own client book, this includes, but not limited to:

- Acquire new clients / assets and develop / manage overall client relationship
- Act as the Accountable Client Owner with responsibility for all AML aspects of the client relationship; this includes KYC in good quality and in a timely manner (no overdues) as well as account behavior, i.e. transactions with focus on 3rd party transactions constituting transfers in and out to be in line with purpose and anticipated behavior of the account(s).
- Act within professional, legal and ethical boundaries and guidelines, observing all internal and external compliance regulations and code of ethics and conduct; flagging and managing reputational risks and conflicts issues
- Country Head KPIs will include a blend of individual book and targets as well as team’s overall performance in revenue and NNA

**Qualification/ Skills**