Private Banker Team Leader

The Private Banker’s role is to develop and deliver private and investment banking services to Ultra High Net Worth (UHNW) client’s within Switzerland Onshore market defined as UHNW domiciled in Switzerland, UK RND ,single and multi Family offices based in Switzerland.

UHNW is defined as clients with USD 25+ million Net Worth or USD 10+ million AUM or USD 100,000+ Client Net Revenue.

The Private Banker Team Leader manages a team of senior professionals. The job requires a broad and comprehensive understanding of the different systems, theories and practices relevant to a function as well as practical experience of multiple business cycles. In-depth knowledge of the industry and direct competitors’ products/services is also necessary in order to contribute to the commercial objectives of the business. Requires thorough understanding of strategic direction of the function within the business, combined with a solid conceptual/practical grounding in both the function and/ or area of expertise. Excellent communication skills required in order to influence a wide range of audiences. The job is likely to be involved in both internal and external negotiations which will have a major impact on the area managed, and possibly on other related areas and organization as a whole. Develops medium- to long-term plans and executes functional strategies for the market under management, requiring coordination and integration across units.

Responsibilities:

• The position entails growing the existing client business, along with an acquisition strategy for UHNW target names. Thus thorough knowledge of the relevant market is critical and a track record evidencing the ability to grow such business through a focused and high quality team.
• Accountable for driving revenue and be responsible for their entire team’s revenue goals.
• Works closely with the Global Market Manager (GMM) to lead the activities for the team.
• Coach and guide team members and help them develop and share sales ideas across their and the wider team.
• Co-ordinate client calling and prospecting amongst team members and sharing best practice.
• Work with the GMM to achieve overall team revenues and growth objectives.
• Take the lead in developing and implementing marketing and client events for the team.
• Help team members in executing their account plans by providing guidance and support on specific deals and clients.
• Provide ongoing feedback to team members on their performance as well as the formal mid-year & year-end reviews.
• Demonstrate an in-depth understanding of clients’ businesses and sources of wealth generation.
• Develop tailored solutions that address clients’ unique investment, risk management, and financing/ liquidity needs.
• Regularly monitor progress against goals and make adjustments to achieve objectives.
• Plan and prioritize daily, weekly and monthly activities to maximize revenue growth and client satisfaction.
• Establish a referral network and gain introductions to potential clients which generate new sales.
• Close the deal, making concessions that are appropriate and in line with the fundamental interests of the Private Bank.
• Help team members acquire the experience to establish credibility with clients and intermediaries.
• Demonstrate strong commitment to team success and place team goals above personal achievement.
• Work collaboratively with the GMM and other Team Leaders to lead the business.
• Encourage team members to work collaboratively and with the entire business to deepen client relationships and exceed sales goals.
• Align complementary experiences and skill sets of team members to maximize client effectiveness.
• Build and maintain relationships with Business Partners, Colleagues and Staff.
• Develop strong relationships and partners with support functions across the Citi Private Bank to maintain control, find solutions and resolve issues.
• Follow standard procedures and advocate appropriate exceptions to standard practices when the bigger picture needs to be considered, and seek or grant approvals as appropriate.
• Sets an example of behaviour to all employees.
• Partner with colleagues across the Citigroup network to leverage capabilities and share expertise.
• Ensure clients are presented with seamless execution of internal processes and Citi services.
• Prioritize issues that need to be escalated, getting the appropriate people involved to expedite resolution.
• Appropriately assess risk when business decisions are made, demonstrating particular consideration for the firm’s reputation and safeguarding Citigroup, its clients and assets, by driving compliance with applicable laws, rules and regulations, adhering to Policy, applying sound ethical judgment regarding personal behavior, conduct and business practices, and escalating, managing and reporting control issues with transparency, as well as effectively supervise the activity of others and create accountability with those who fail to maintain these standards.

Business Development:

• Creates and executes a sales plan designed to acquire new target clients
• Grows the number of new account relationships via collaboration with other Citi ICG businesses, customer referrals,
  marketing leads and self-generated leads and prospects
• Profiles and qualifies prospective clients, ensuring compliance with all legal and regulatory requirements

Build Client Relationships:

• Demonstrates an in-depth understanding of clients’ businesses and sources of wealth generation
• Anticipates events in a client’s life and business which have significant financial implications
• Serves as a trusted advisor to clients who frequently seek strategic advice regarding financial matters
• Builds relationships with client families that cross generations to establish long-term connections to the CPB
• Effectively manages client expectations regarding what can and cannot be executed on their behalf
• Identifies potential sales opportunities with existing clients
• Be proactive and have a consistent approach with clients

Develop Client Solutions:

• Maintains a comprehensive understanding of client goals and risk tolerance to ensure that financial strategies are appropriate
• Uncovers needs that are not articulated or clearly expressed by the client
• Brings together the appropriate product experts to develop long-term solutions that strengthen client relationships with the firm
• Helps clients achieve broad financial and investment goals related to the creation, management, and transfer of wealth
• Develops tailored solutions that address clients’ unique investment, risk management, and financing/liquidity needs

Execute and Drive Results:

• Sets challenging goals, regularly monitoring progress and making adjustments to achieve objectives
• Plans and prioritize daily, weekly, and monthly activities to maximize revenue growth and client satisfaction
• Transfers or eliminate non-productive accounts in order to focus on clients who fit within the business strategy
• Close the deal, making concessions that are appropriate and in line with the fundamental interests of the Private Bank

Teamwork:

• Helps team members to acquire the experience necessary to establish credibility with clients and intermediaries
• Good capacity for the development of relationship within the team
• Demonstrates strong commitment to team success and place team goals above personal achievement
• Encourages team members to work together to deepen client relationships and exceed sales goals
• Aligns complementary experiences and skill sets of team members to maximize client effectiveness
• Able to share, teach, learn, involve, motivate and lead

Build & Maintain Relationships with Business Partners, Colleagues and Staff:

• Develops strong relationships and partners with support functions across the CPB to maintain control, find solutions and resolve issues
• Follows standard procedures and advocates appropriate exceptions to standard practices when the bigger picture needs to be considered, and seeks or grants approvals as appropriate

• Ensures compliance on regulatory requirements and minimizes any potential liability for Citigroup
• Ensures strong controls and effective operational and administrative services

• Sets an example of behaviour to all staff
• Generates new ideas and new ways of making business helping the team to reach the objectives
• Contributes team solutions and ideas for the business

Navigate the Citigroup Organization:

• Partners with colleagues across the Citigroup network to leverage capabilities and share expertise
• Advocates for the client, negotiating on their behalf with members of the Private Bank and Citigroup
• Ensures clients are presented with seamless execution of internal processes and Citigroup services
• Prioritizes issues that need to be escalated, getting the appropriate people involved to expedite resolution

Promote Integrity and Trust:

• Understands and communicate the risk involved with various investment strategies
• Establishes credibility and trust with all CPB colleagues, maintaining the highest standards of personal and professional integrity and ethical behaviour
• Perseveres in delivering what is promised, even when obstacles arise
• Flags and reports illegal or improper transactions, complying with all regulatory policies and control procedures regarding client acceptability

Technical Learning and Self Development:

• Understands the broad array of products and services under the Citigroup umbrella
• Applies an in-depth level of knowledge in several key investment and financing products
• Develops expertise to identify business opportunities and address the unique needs of specific client segments
• Keeps abreast of financial industry developments and current global market conditions
• Presents and communicate complex financial concepts and investment strategies with the highest degree of professionalism
• Seeks continuous improvement, admitting mistakes and changing behaviour based on feedback from clients and colleagues

Knowledge/Experience

• 15+ years of experience
• Extensive and proven experience in Private Banking having covered the UHNW market / Extensive experience in working with and/or leading client teams and transactions / Demonstrated track record in relationship selling

• Extensive experience in working with and/or leading client teams and transactions
• Demonstrated track record in relationship acquisition
• Proven success in building a new business, prospecting for new clients and business, identifying new business opportunities and closing transactions
• Extensive experience in integrating and balancing diverse priorities
• Extensive experience in selling sophisticated products, services and wealth planning structures, based on client needs
• Experience in working on teams and influencing diverse resources and stakeholders
• Extensive and proven experience in Private Banking, specifically on the UHNW market and the institutional/corporate banking market

Skills:

• Fluent English
• Excellent relationship building skills
• Able to work as part of a team
• Strong communication skills
• Influencing Skills / Persuasiveness
• Thrives in a business development environment
• Used to work under pressure
• Strong IT skills including Excel and Word
• Creative and innovative
• Able to multi-task and prioritise
• Strong awareness of risk and compliance
• Be proactive

Qualifications:

• University degree education
• CFA or equivalent relevant to their market / Location
• Languages: English, optional Italian, French, German

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