About the Role:
The Senior Relationship Manager (SRM) is responsible for driving client acquisition and managing relationships within the Priority and Private Banking segments. This role involves identifying and engaging with High Net-Worth Individuals (HNWIs) and Ultra High Net-Worth Individuals (UHNWIs) both locally and internationally, based on Priority & Private Banking qualifying criteria. The SRM will source and cross-sell wealth management and liability products, contributing to the growth of the company’s portfolio and overall front-end revenue, utilizing the company’s extensive global network and resources.
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Key Accountabilities of the Role:
Client Acquisition & Relationship Management:
- Proactively source new NTB (New-to-Bank) clients within the Priority and Private Banking segments, ensuring alignment with the company’s qualifying criteria for wealth management services.
- Build and maintain long-term relationships with existing clients, ensuring consistent engagement and satisfaction.
- Develop a personalized approach to client acquisition by understanding clients' financial goals, needs, and risk profiles.
- Engage with potential clients via targeted outreach, leveraging internal and external networks, local & international branches, events, and marketing initiatives.
Sourcing Wealth and Liability Products:
- Promote and sell a full range of wealth management products, including Sukuk, Structured products, Mutual Funds, BancaTakaful, and other banking solutions, tailored to meet the specific needs of HNWIs and UHNWIs.
- Source and cross-sell liability products and mortgages to clients, ensuring appropriate product placement based on individual client circumstances.
- Collaborate with product specialists, credit teams, and other internal resources to develop bespoke solutions for clients.
Market Expansion & Cross-Border Sourcing:
- Leverage the company’s international network to source clients and business opportunities from global markets where the company has a presence, including the identification of cross-border wealth and liability needs.
- Stay up to date with market trends and competitor offerings to ensure the company’s wealth and liability products remain competitive across all markets.
Client Onboarding & Documentation:
- Lead the client onboarding process, ensuring all necessary documentation, compliance, and KYC are completed in a timely and accurate manner.
- Ensure adherence to regulatory guidelines and internal policies related to client account management.
Revenue Generation & Targets:
- Achieve assigned targets related to client acquisition, wealth revenues, and portfolio growth, in line with company-wide goals.
- Monitor, track, and report on performance metrics, identifying areas for growth and improvement.
- Ensure the successful cross-selling of a range of products to maximize the lifetime value of each client.
Networking & Brand Representation:
- Represent the company at events, networking opportunities, and private client gatherings to enhance brand presence and generate leads.
- Develop a deep understanding of clients' evolving needs and deliver exceptional service to ensure client retention and referrals.
Key Deliverables:
- Acquisition of NTB clients for priority and private banking.
- Growth in wealth revenues, including assets under management (AUM) and liabilities.
- Increase in foreign exchange (FX) revenues.
- Growth in net worth through targeted wealth management solutions.
Specialist Skills / Technical Knowledge Required for this Role:
- Strong understanding of wealth management products, private banking services, and liability solutions.
- Ability to source new clients and build long-term, profitable relationships with high-net-worth and ultra-high-net-worth individuals.
- Strong interpersonal and communication skills, with the ability to engage clients in a professional, confident, and approachable manner.
- Excellent understanding of the regulatory environment and compliance requirements for wealth management services.
- Strong analytical skills and attention to detail.
- A high degree of self-motivation, with a focus on achieving set targets.
Previous Experience:
- Minimum of 3-5 years of experience in wealth management, priority banking, or private banking.
