Relationship Manager – Kenya recruitment
Identify opportunities to acquire new to bank clients by way of referrals from Citibank entities or Direct Acquisition from the markets (subject to market environment), generate inflows of USD 30-50MM annually and manage a portfolio of between 100 150 clients (mainly HNWI) who hold total AUMs in the range of $75 - 150MM generating total revenue per annum of $1.2 MM All activities must be conducted in compliance with applicable rules and regulations.
Citicertification within 3 months of joining and full TC as per current guidelines or per local regulatory requirements within 12 months of joining.
Failure to achieve any or all of the above will result in disciplinary action including termination of services. Job Background/context:
Citi International Personal Bank is the preferred centre in EMEA for the provision of International Expatriate Banking and International Wealth Management for clients who wish to hold a proportion of their wealth outside the country they reside in.
This role involves servicing the needs of mainly HNWI clients, reporting to Sales and Distribution Head. The Senior Relationship Management position is one of being the Sales Champion within a team and potentially the branch, carrying the bulk of the AUM growth and investments sales targets and revenues on a per capita basis and are expected to act as a role model for more junior Relationship Management staff.
Close co-ordination is required with referral markets and the Market Management function within Citi IPB. Other key relationships include Marketing and Products, Legal and Compliance. Regular interfaces with Service and Control, Operations and Credit.
The business of Offshore Investments Banking is heavily regulated, for good reason, and all activities to attain objectives must be carried out in accordance with both internal and external regulations and controls Key Responsibilities:
Ability to generate business through own channels and networks, build own book.
Establishing strong relationship with the onshore business and close working relationship with referral markets
Generate AUM growth and revenue streams that will ensure delivery of the financial plan and achievement of the business objectives through effective client acquisition, cross sell of wealth management and investment products to HNW and UHNW local Citibank clients and their own existing portfolio. In so doing, over-achieve against set targets via:
Maintaining the highest possible standards of investment advice for their HNW clients in line with Citi IPB sales processes through pre-agreed calling and contact schedule.
Taking responsibility to build relationships with key clients and influencers inside the referral businesses, instilling a sense of teamwork and pro-activity, and work closely with covered regions / countries to increase the client database through sourcing new client referrals.
Source new target market clients that support the attainment of business objectives targets and acquire / update and apply product knowledge to satisfy prospect and client financial and investment needs
Assist in the development of Relationship Managers and Service Officer staff through formal and informal coaching and training as well as fulfilling a supervisory function as required.
Adherence to a robust control environment within which staff carry out their duties, ensuring effective self-monitoring of activities that will satisfy internal control standards and ensure compliance with all external regulatory requirements in all aspects of work.
As required, deputise for the Sales and Distribution Head in meetings / liaison with local markets to drive client acquisition of the correct type needed by the organisation (i.e. with sufficient wealth and attitude to take advantage of our products and services) and in a compliant manner. Development Value:
In this role an experienced financial services sales person will deepen their client relationship and sales skills for maximum financial impact and, depending on their experience related to Offshore and International Wealth Management, increase their knowledge of both the products and the sales processes involved in cross-border financial services sales.
Future roles hereafter could be Sales and Distribution Head, Service Control Head, Portfolio Counsellor or Product Management
Skills
Knowledge/Experience:
- Must have demonstrated success in a wealth management sales background within a financial services company
- An ability to manage a large book, maximise revenues in a regulated environment and source new business through their own initiative
- Strong knowledge of financial products and services, financial markets and economic environments
- Good knowledge of respective operational and regulatory environment as well as cultural understanding of referral market
Qualifications:
- University degree in a related area, preferably post-graduate qualifications in Finance or Economics or MBA graduate
- Full FSA qualifications with a minimum standard of IMC Unit 2 and CeFA papers 1-4
- Threshold Competency can be demonstrated and evidence
Exceptional candidates who do not meet these criteria may be considered for the role provided they have the necessary skills and experience.
Skills:
- Strong negotiating and influencing skills
- Excellent presentations and networking skills
- Communication skills (both oral and written) in at least English and one other language to suit the markets covered
- Highly developed client service and sales skills as well as being a first class organiser of both own and others time
- People management skills
Competencies:
Focus on People:
- Communicating influencing
- Managing Development
- Building Relationships and Networking
Focus on Business Results
- Personal Effectiveness
- Understanding the Business
- Client Effectiveness
- Sales Effectiveness
Planning for DeliveryPlease note that relocation support is not offered for this opportunity