RELATIONSHIP DIRECTOR, UK, HIGHLY SUCCESSFUL INVESTOR SERVICES BANK recruitment

PURPOSE :
To lead and direct all activities related to the retention and growth of Enterprise and Country strategic clients and achieve and maintain a premier provider status in their eyes.

Directors, Relationship Management defend the franchise and are responsible for bringing in new business from their client base; whereas sales is 100% new business. We are looking for those who will maintain the strategic dialogue with the C-suite in asset managers; Client Services deal with the day-to-day and Operations issues. Consultancy experience is an advantage.

PRIMARY RESPONSIBILITIES

Client retention, grow wallet share
?    Own the retention strategy and execution
?    Drive a broad based strategic dialogue
?    Understand client’s business model
?    Keep an advisory focus on operating models and distribution channels
?    Drive strategic relationship review process
?    Set the strategy plan for the client
?    Lead the international‘virtual client team’
?    Educate business and delivery team on understanding the client nuances
?    Transfer knowledge within the RM community
?    Accountable for driving strategy for any fee reviews to enhance profitability.
 

ORIGINATION:
?    Creation and maintenance of a detailed territory plan as part of the local Country Sales Strategy;
?    Maintain 30/60/90 day activity plans;
?    Aggressively contacting clients with determined effort to sell the bank's services while preserving goodwill and a professional image;
?    Ensure full territory coverage from RFP less 365 days at a minimum;
?    Profiling the bank strategically with clients well before clients issue Requests for Proposals;
?    Maintain up-to-date knowledge, profile and network through attendance/participation at relevant conferences, industry events, forums and associations
?    Fully understand and use the competitive landscape.
 

CONNECT AND DISCOVER:
?    Identify client decision makers, buying influences, coaches and centres of influences both within and outside target organizations; 
?    Fully understand political landscape in prospect organization;
?    Leverage key bank personnel throughout the relationship cycle to provide greater breadth and depth of connectivity;
?    Rigorously gather critical information on the prospects business profile, strategic priorities, business challenges and specific project requirements to support the development of a winning value proposition to retain and grow the clients business;
?    Establish ongoing relationship management strategy to effectively position the bank;
?    Ensure active, consultative, multi-level partnerships are established with clients.  Adopt a “partnership of excellence” with all strategically targeted clients.

STRATEGY TACTICS:
?    Establish initial sales strategy to effectively position the bank;
?    Continuous validation and assessment of critical deal elements with key stakeholders at the client organization;
?    Rigorous deal reviews throughout the deal lifecycle to ensure  strategy is appropriate to win. Reviews incorporate initially establish go/no go criteria and then to determine additional information requirements, map political landscape, refine the value proposition, enhance competitive counter strategies and strengthen key message delivery;
?    RDs to have a full understanding of the bank's strategy, jurisdictional strengths and weaknesses and be confident speaking to these;
?    Be able to clearly articulate the future of the client and th bank’s role in this;
?    Rolling 30/60/90 day account strategy and tactics plan must be in place;
?    Have client’s view of competition and bank's competitive advantages and concerns;
?    Utilize senior bank business heads to gain credibility and generate interest.
 

VALUE PROPOSITION:
?    Establish and evolve our value proposition specific to each prospective opportunity and existing relationship and ensures it is unique and differentiating;
?    Support the preparation and development of proposals and all client presentations. Own the strategy, key message creation and overall management and quality of the proposal and presentation in conjunction with Sales Support;
?    Determine which employees and executives participate in presentations;  Accountable for briefing, coaching and scripting the presentation team;
?    Draw on the expertise of internal departments to fully leverage intellectual capital of the organization;

POSITION REQUIREMENTS / EXPERIENCE:
?    Proven experience in consultative selling;
?    Proven experience in managing complex, multi-level organizational relationships;
?    Strong background in financial products and distribution;
?    Leadership skills;
?    Consultative skills;
?    Orientation towards disciplined strategic business development processes;
?    Refined interpersonal skills;
?    Expert negotiation skills;
?    Highly skilled in preparing written and oral presentations;
?    University degree (or equivalent).

The incumbent must be a polished individual, comfortable dealing in boardroom environments or with administrative staff.  An extremely detailed and diverse knowledge of business sectors, current business developments, market trends, financial products and services are required to effectively communicate with and gain the confidence of clientele.  It is only through knowledge and expertise that the RD will be successful in fostering business contacts to the point where a sale may be closed.

REMUNERATION
Excellent base+ generous bonus and commission.
 

For further information, please contact: 
Isobel Carter,
Managing Director,
Incarter International Ltd.
Chelsea Office:                                  Mayfair Office:
9 Smith Street                                    Denman House, 2nd floor,
London SW3 4EE                              20 Piccadilly
                                                           London W1J 0LA
Tel: +44.20.7856.1321
Mobile: +44.7768.275.591
E-mail: isobel@in-carter.com
Websites: www.in-carter.com; www.e-searchinternational.com