FIM Relationship Manager

Brown Shipley, London, GBR, EC2R 7HE
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Purpose of the Job

The successful candidate will work as part of the Private Banking Front Office team in a Specialist FIM function within Brown Shipley.

This is a 1st line of defence role

Key Accountabilities

• Drive and support NNM (via onboarding of new and SoW increase of existing FIMs) to achieve own and desk KPIs defined in the business plan
• Generate prospect leads (new leads, referrals etc.) and manage and develop existing relationships
• Efficiently and effectively convert prospect leads into new onboardings and ultimately NNM, ensuring all required prospect/ FIM information is available
• Negotiate pricing for new onboarded and existing FIMs to meet business plan RoA ambition and to ensure a overall minimum profitability of the relationship
• Be a strategic partner to the FIM and leverage Quintet’s full shelf of products and solutions and collaborate with other areas of the bank to meet client needs
• Develop market intelligence for lead and other target markets
• Maintain and develop network with internal and external stakeholders; collaborate closely with team’s RMs and CMs
• Adhere to all relevant regulations, policies and standards, and contribute to a efficient risk culture

General/ Growth
• Manage NNM prospect pipeline closely/ drive SoW: Identify prospects and manage NNM pipeline incl. regular update to LM
• Develop long-term client relationship with FIMs, understand FIM’s business model and strategy (annual update) and act as a strategic partner and advisor
• Execute on defined strategy (incl. AS&FIM Go-to-Market approach) and action plans for growth sales and pricing in line with overall business plan; ensure proper matching of coverage model at the right pricing-level; track progress and review regularly
• Act as driver for profitability through pricing negotiations and annual reviews of relationships; have follow-up discussions, action plans and potentially re-negotiation of pricing for FIMs with low profitability
• Jointly with team members ensure a timely and high quality process of new openings (e.g. initial Due Diligence, x-border issues) and support new onboardings of complex cases
• Leverage services and solutions of the entire group and pro-actively leverage Asset Service and multi-shoring services
• Maintain and expand internal and external network to further develop business

Market
• Drive market intelligence: Analyse competitor landscape in lead market and know their offering, pricing, market coverage, etc.
• Evaluate market systematically and act as catalyst in acquisition process
• Fulfil role as AS Market Manager for the markets assigned to

Risk
• Know all regulations, policies and guidelines for lead and covered markets
• Ensure onboarding and relationship management meets Quintet quality and risk standards, and contribute to effective risk culture; meet all deadlines
• Pro-actively flag potential risks that have been identified
• Maximize client retention where clients at risk

People
• Actively collaborate with team members and share information and best practice on a regular base
• Foster relationship with other areas within the group with focus on stakeholders also servicing FIMs (e.g. AS, GPS, Risk)
• Live the Quintet Values

 

Knowledge and Experience

Proven and relevant experience within a wealth management or similar role within financial services industry.
Exceptional at building relationships with a successful portfolio of professional intermediaries, and very comfortable networking in new markets to generate revenue.
Familiar with defining the right advisory and investment solutions using a broad range of financial instruments,partnering with products and services teams.
Understands Risk within context of the role and meets the regulatory obligations, as applicable.

 

 

Attributes and Qualities

Thinks and behaves like an owner, role models our values.
Is “client obsessed” to provide a best in class service.
Creates a partnership culture within teams and collaborates across all other Quintet network to deliver the overall client proposition.
Works effectively with Group Products & Solutions (GPS) and CIO teams (and other functions) to find the best solutions.
Supports and encourages others to generate a positive working culture, sharing information cross-functions.
Takes a solution oriented approach and challenges the way we do things: “see it, say it, fix it”.
Effective communicator (both written and verbal), and great at influencing audiences in person and presenting to clients.
Resilient, problem solver, effective planner with a partnership approach.

Technical Skills

Act as true first line of defence for clients and Quintet through proactive risk management.
For the avoidance of doubt, this is not a Certified Role. A formal Training & Competency scheme does not apply.
 

 

Languages Skills

Fluent in English, other European languages advantageous

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