• Profile
Job Description
This is an exceptional opportunity to drive, as a member of the Arbuthnot Latham Bank Management Committee, business development activities across the bank and subsidiary companies.
 
Although the role-holder will work across Private Banking, Commercial Banking and Investment Management we are looking for a candidate who can bring, in particular, a wealth of commercial banking/lending experience.
  • Member of the Arbuthnot Latham Bank Management Committee driving business development activities across the parent bank and subsidiary companies.
  • To develop manage and track marketing campaigns and event programmes for Business Development throughout the year.
  • To build and relationship manage a network of partner firms for introducer business including any contractual relationships including relationship person for key partners to be confirmed.
  • To manage the 3 person AL Business Development Team located at Wilson Street London to enhance their performance & professionalism, and increase their ability to generate new leads and opportunities.
  • To lead team and/or self to develop profitable relationships with prospective criteria clients across Private & Commercial Banking.
  • To provide leadership and coaching support to the Business Development Team, as well as Private and Commercial Bankers to enhance their performance and increase their ability to onboard new criteria Private and Commercial clients.
  • Focus on acquisition of new clients with opportunities to service their needs with Discretionary Asset Management, Wealth Planning, Deposits and Lending.
  • To create a team ethos of maintaining high standards of client service.
  • To successfully represent the Bank and your team externally and internally.
  • To meet and exceed stretching new business goals.
  • Working with the marketing team to shape/drive awareness, competitive advantage and differentiation with the wider market of Intermediaries and Professionals.
  • Ensure high standards on new business leads received either directly or via online are handled in the most effective way to maximise success.
  • To meet and exceed new business goals tracked and reported though clear and consistent management information on CRM.

Key Responsibilities

Client Management

  • Be the lead external face to professional intermediaries and to win new client opportunities through leads from this source. Including the development of regular communication and engagement strategies with key intermediaries and/or associations e.g. finance brokers and NACFB.
  • Maintain a high level of AL product and industry knowledge and share this across the Private & Commercial Banking Teams.
  • Maximise and evidence a tangible contribution to new client acquisition across all footings, reported and tracked in CRM.
  • Generate new revenue from formal partnerships in places, whilst also reviewing the commercial effectiveness of the partnerships and promoting other potential solutions.
  • Manage the Artesian & Wealth-monitor lead generation tools year on year.

Commercial Objectives

  • Build and implement a marketing and business development strategy in conjunction with the MD Banking and Director of Marketing.  In 2022 there will be a particular focus on our Commercial Real Estate Broker business.
  • Support Director, Intermediary Sales on the ALIM for Intermediaries strategy and ensure alignment across strategies to maximise synergies.
  • Expand the size and quality of AL’s client base and lead new client acquisition for the Bank.
  • Develop new and existing relationships with Business Introducers and Partners, to increase penetration to all markets we serve.
  • Be responsible for the business development event strategy and for leading team events.
  • Work with Banking Manco, ALIM and Marketing to develop a ‘client winning’ sales strategy.
Leadership
 
  • Define the team strategy and recruit accordingly.
  • Manage and motivate your team to exceed objectives.
  • Mentor, coach and line manage your direct reports and Bankers.
  • Manage performance and development issues.
  • Represent the business at Senior Management Level.
  • Take overall responsibility for your team’s risk and regulatory performance and promote a team risk culture, across your team and across the bank.

Key Interfaces

  • Prospects, Clients (& client representatives)
  • Private Banking, Commercial Banking, Wealth Planning and Investment Management
  • MD Banking
  • Marketing
  • Executive Management Team/Board
  • Back office departments (including working closely with Credit, Compliance and the Operations departments)
Person Specification

Knowledge / Experience

  • You will have a proven track record across either Private Banking, Commercial Banking or Wealth Management with broad experience across the financial services industry.
  • Significant Private Banking or Commercial Banking experience in dealing with HNW individuals
  • Proven Sales Management experience and new client acquisition track record
  • Previous leadership experience at a senior level.
  • Ability to deliver against key financial metrics.
  • Leveraging strategies within developing markets to maximise growth.
  • Dealt previously with Partnerships and monitored and controlled the performance
 
Skills
 
  • Excellent Interpersonal skills (Networking, Negotiation, Presentation, Influencing)
  • Excellent Business Development skills
  • Excellent Business Case writing skills
  • Competent in using Microsoft Office
  • Coaching and Training ability
 

Qualifications

Relevant Professional Banking, Financial Planning and/ or Investment Management Qualifications
 

Competencies

  • Client Focus
  • Performance Focus
  • Business & Commercial Focus
  • Leading Others
  • Team Working
  • Judgment and Problem Solving
  • Communication & Confidence