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Sales & RM Director - Sport, Media & Entertainment, Wealth Management
RBC Financial Group
London, , United Kingdom
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What Is The Opportunity?
The Director - Sport, Media & Entertainment, Sales & Relationship Management - provides an integrated wealth management service for "Strategic" Clients, identifying their needs and providing valued and trusted advice on an ongoing basis. You will need to be continually protecting & retaining NIAT/Revenue for Wealth Management International (WM-I) and will be responsible for developing profitable new business for RBC. The Director will carry an annualised revenue target of £350-£500K dependent on prioritised target names and client book.
How Will You Carry Out Business Planning?
New Business:
• Creation and maintenance of a detailed business plan
• Build out bottom up plans by target clients/prospects
• Ensure focus is directed to ‘on strategy’ and strong NIAT generating opportunities
Relationship Management:
• Build out bottom up plans by existing client
• Manage the client portfolio through a ‘Net’ perspective ensuring profitable growth opportunities minimise any portfolio loss or re-pricing
• Seek revenue growth and cost reduction opportunities to enhance client NIAT.
Both:
• Maintenance of a detailed Client Plan as the book of record to maintain history, corporate knowledge and to educate the business
• Works closely with Segment MDs leveraging their expertise, connectivity, segment view and win/loss assessment
• Wide ranging engagement with colleagues in RBC Capital Markets and RBC I&TS to maximise X-sell opportunities
• Targeted against new business, retention, NIAT improvements & re-pricing.
What Will Be Your Responsibilities?
• Undertake responsibilities in accordance with UK Principle of Treating Customers Fairly (TCF)
• Maintain up to date knowledge of 6 TCF Outcomes by completing annual mandatory training
• Adhere to RBC WM UK TCF Policies, Procedures and other controls comprising the UK TCF Framework with the objective of achieving a fair outcome for all RBC WM UK clients
• Ensure compliance with all jurisdictional regulations, specifically those related to client confidentiality, Know Your Client, suitability, account opening documentation and verification of client instructions
• Identify opportunities to engage, refer to and collaborate with colleagues across the specialist groups to provide sophisticated, bespoke client solutions
• Is dedicated to meeting and exceeding expectations of both internal and external clients. Is proactive and places the client’s needs top of mind. Is able to gain and retain the client’s trust and respect
• Ensure all RBC procedures are adhered to and implemented
• Has a broad understanding of the relationship between RBC’s tax, trust, banking, credit, investment management, capital markets and custody products and services
• Adhere to RBC Code of Conduct and associated policies
• Up to date maintenance of all critical information including CRM, contact management, call reports and sales pipeline
• As a Director you may also have responsibility for supporting the Geographic Head as a “Point Person” for a team of Directors and Associate Directors within a Segment. This responsibility will make up approx. 10% of the role and the areas of accountability for this part of the role will be outlined in goals and objectives.
What Will It Be Like To Work In This Division?
• You will need to be comfortable with the physical premises in a professional office environment
• The working environment reflects respectful and collaborative relationships amongst immediate and extended teams
• There will be a considerable degree of mental effort and related stress
• There needs to be an ability and willingness to travel when required
• There will be continued Professional Development: Minimum 35 hours per annum CPD. (21 hours of the 35 hours must be “Active” learning in compliance with Retail S&RM Review regulatory requirements.). Attendance at in-house lunch and learn sessions, external seminars and Fund Manager presentations. Ensure that the specific CPD criteria for Individual memberships of Industry Bodies are met and records are maintained for reporting purposes
• There will be Ongoing Development: Willingness to undertake specialist training and additional qualifications dependent on local / jurisdictional regulatory requirements and the role within the team. Attendance at internal products’ and services’ training, as appropriate.
What Skills and Experience Do You Need?
• You will need significant experience within a wealth management role (previous experience in a non-retail network environment will assist in ability to be effective)
• Proven Relationship Management skills: Has an ability to understand client needs, the knowledge and communication skills to identify and articulate issues and solutions, the integrity to earn the client’s trust and the business acumen to recognize mutually beneficial opportunities for the client and RBC.
• Superior business development skills
• Registration with the appropriate regulatory body: as permitted to give investment advice.
• Qualification Expectations: An appropriate professional qualification (minimum Level 4).
• CeMAP (Level 3) in order to discuss UK Regulated Mortgages with clients
• Experience working within a matrix organisation – managing internal relationships and influencing partners.
What Competencies Must You Have?
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. The incumbent, only through knowledge and expertise will be successful in fostering business contacts to the point where a sale may be closed and should always demonstrate a commercial understanding.