The creation of new markets in the East Africa region, this will require; the creation of a team, mainly RM's, defining how clients will be sourced and booked , building processes andprocedures that conform to the Citi standards, working with in country management (in certain cases a matrix reporting line to the in country CCO will/may be required). This will enable the delivery of the financial plan and achievement of the business objectives by ensuring generation of revenue streams from managed team(s) through cross selling of wealth management and investment products to the portfolio of clients acquired.
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 requires the creation of a sales team in the relevant countries to allow this team to service the needs of high end Mass Affluent and HNWI clients, reporting to the Regional Director who is a member of the Leadership Team for the Citi IPB Business.
Close co-ordination is required with other internal departments to ensure delivery of plan including: Legal, Compliance & Control, O&T, Relationship Service (CD&A and Support & Service), Investment Sales Quality & Control, Finance, Product, Marketing, Risk Management, and BISO. In addition, close working relationships must be developed with local Citi operations in markets responsible for.
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:
The creation of new markets in the East Africa region
Oversight and Management of activities within the established legal & compliance rules of engagement
Defining how clients will be acquired and booked - and to achieve the plan for this region.
Building processes and procedures that conform to the Citi standards and local regulations in conjunction with the relevant IPB/Citi internal department,
Working with in country management (in certain cases a matrix reporting line to the in country CCO will/may be required).
Lead/creating a team of Senior Relationship Managers and Relationship Managers, and setting the vision, providing motivation and empowering them to reach organisational goals via:
* providing coaching and development under a robust supervisory structure that ensures all business is carried out in a compliant manner and that staff are trained in the core capabilities of - sales process, compliance and product & market knowledge
* management of the staff resources to maximise investment product sales, deepen client relationships and AUM growth, prevent attrition, encourage Member get Member referrals, maintain optimum client contact frequency
* Responsible to ensure all staff are providing IPB services in a compliant manner
Take responsibility to build relationships with key clients and influencers inside and outside the Citi IPB business that can enhance the future opportunities of the business and generate incremental revenue streams for the Senior Relationship Managers and Relationship Managers who work for them
Increase the client base through; networks, hiring RM's with existing books, client referrals (MGM), events, overseeing calling programmes, etc...
Ensure achievement of the elements of the financial plan within their direct control for the country / region covered as well as influencing and agreeing to the goals set in terms of client AUM growth, cross sales of investment products (volume and value), retention of funds and clients.
Maintenance of a robust control environment within which staff carry out their duties, ensuring effective 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 Regional Director 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 develop their leadership skills 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.
There is the opportunity to create and manage the equivalent of a small business, where the successful candidate:
identifies their clients, builds bridges with their suppliers (the local Citibank and Marketing for campaigns); influences product design and pricing; resources the maintenance of their key relationships to generate incremental revenue opportunities and protects their existing assets; retains their most valuable resources (staff) by leading them through their own career development and ultimately generates a profit in which they share.
Future roles hereafter could be Regional Director, or other market head roles
Qualifications
Knowledge/Experience:
* Must have experience of setting up teams and new markets
* Must have demonstrated success in a wealth management sales background within a financial services company
* Knowledge and previous experience of booking clients in offshore centres from Africa (preferably in Jersey/London/Switzerland)
* An ability to research and aggressively source new business through their own initiative
* Broad based knowledge of financial products and services, financial markets and economic environments
* Broad based knowledge of different country regulations
* Experience of running a sales team with a mix of skills, preferably within an international context, having demonstrated an ability to exceed expectations via development of multi-level staff
Skills:
* Strong negotiating and influencing skills
* First class presentations skills having influenced senior executives with their persuasiveness of argument
* Adaptable and innovative communication skills (both oral and written) in at least English and one other language to suit the markets covered.
* Excellent people management skills particularly within the management of a sales team that offers intangible products via client management
* P&L Management
Qualifications:
* University degree in a related area, preferably post-graduate qualifications in Finance or Economics or MBA graduate
* Relevant Investment qualifications as required by the country that the Sales Head will be based in.
* Exceptional candidates who do not meet these criteria may be considered for the role provided they have the necessary skills and experience.
Competencies:
Focus on People:
* Communicating & influencing
* Performance management
* Managing Development
* Building Relationships and Networking
Focus on Business & Results
* Personal Effectiveness
* Understanding the Business
* Client Effectiveness
* Sales Effectiveness
* Planning for Delivery
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