Job Opportunities in Luxembourg

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The Team Head Relationship Management Intermediaries is responsible for leading a team of Relationship Managers (RMs). They act internally as role model and externally as ambassador for the Bank. This entails being an inspiring and motivating leader. The Team Head drives the business by sharing their own significant experience, by helping the team to manage its current client base, and to further grow the business through share of wallet or by acquiring new clients. It is an important part of the role to fully assume the supervisory responsibilities and to manage risks as first line of defense. The Team Head develops jointly with RMs client action plans and supports them in strategic developments of their books. Sales Management, Client Management, People Management and Risk Management are the key features of this position and need to be managed in a balanced approach. The Team Head supports the Group Head or Market Head with business management tasks where needed. In some cases, a Team Head can have an own book. The Team Head generally should not spend more than 20% of their time on managing their own clients.

YOUR CHALLENGE

Sales Management

The Team Head provides suitable structure and coaching to allow and enable RMs in meeting Key Performance Indicators (KPIs) related to acquiring new and developing and retaining existing client relationships.

• Is responsible for the team KPIs such as: Profitability (PCIII Baseline), Transactional vs. Recurring Revenue Mix, and Net New Money (in- and outflows)
• Is an active sales coach for the team, ensures the understanding of the Bank’s strategy and communication of high conviction ideas, and ensures pricing discipline
• Ensures a consistent operating rhythm with regular team meetings and regular 1:1 meetings with the RMs and communicates transparently
• Enables and supports his/her team to identify, acquire and onboard new intermediaries, and to grow the share of wallet and revenues of existing clients, and develops comprehensive 6–12-month development plans with the RMs
• Is aiming at a holistic sales approach by making sure that all team members develop their skills and know-how to use the whole product and service offering of Julius Baer (e.g., BOI, wealth planning, credit, real estate, M&A, business navigator, etc.)
• Encourages diligent usage of sales tools (i.e., pipeline management with prospects, referrals, NNM)
• Proactively establishes a good network and an appreciative cooperation with relevant internal stakeholders, and introduces product and sales specialists as pertinent

Client Management

The Team Head is fully involved in interactions with the intermediaries, drives initiatives, and ensures a high level of satisfaction.

• Knows the top intermediaries of the team personally and participates in meetings with them, ensuring that top intermediaries meet senior management
• Actively manages relationships at risk by following up with intermediaries, and involving specialists and further line management for retention purposes
• Drives the Business Development of the team and the implementation of client initiatives (e.g., client segmentation initiatives such as Premium Service, Professional Advice and Expert Advice initiatives, digitalization projects, market focused initiatives), and promotes the active use of dedicated events for customer acquisition and retention
• Ensures that the intermediaries focus markets are developed and expanded and maintains a clear focus on the relevant target geographies according to the strategy of the bank / Market

• Manages the intermediaries base of the team including strategic (re-)allocation of clients within the team along intermediaries segmentation (Boutique, Enterprise, MFO), coverage models (Premium Service, Professional Advice, Expert Advice), market purity, existing book size of team members, individual workloads, succession planning, and development opportunities
• Ensures that the team is adequately enabled to manage and develop client relationships and supports the team in achieving a high level of client satisfaction

People Management

The Team Head ensures that the team is enabled with adequate resources, information, and guidance to deliver on their objectives and is responsible for the overall development of the team.

• Manages the development of all team members, supports them in their daily tasks and ensures a good and performance-driven team spirit
• Evaluates and manages the performance of the RMs and of the supporting roles in the team and is responsible for their performance management process
• Drives the hiring of new RMs in close collaboration with the Group Head/Market Head
• Establishes a multi-generational strategy allowing for the development of the next generation of RMs in line with the evolution and development of the target intermediaries markets (with regards to both solutions and ways of interacting)
• Supports continuous development and promotes the JB Academy Offering with special focus on junior staff, generates learning opportunities outside the regular curriculum (e.g., through regular and constructive involvement in client interactions) and ensures diversity of skills to achieve specific team strengths
• Fosters a strong collaboration within the team and with other departments and experts
• Shapes an atmosphere of mutual respect and inclusion, displays a positive mindset and can-do attitude
• Is responsible for the constant increase in efficiency by boosting the Straight-Through-Processing (STP) rates with our intermediaries, by implementing digital solutions such as BOI, FIX etc. and increasing its usage

Risk Management

The Team Head creates a strong culture of compliance, ethical behaviours, and sound risk management practices. The Team Head actively manages risk by ensuring a fully functioning first line of defense.

• Ensures high KYC quality and adherence to Bank’s risk appetite as approver in account opening as well as in periodic review processes
• Acts as quality gatekeeper supervising and monitoring timely clearance of pending items, alerts, notifications, trainings and/or conditions, leading to limited number of overdue items
• Assists RMs to reach adequate «first pass rates» in controls and acceptable quality in documentation
• Addresses and solves escalated deficiencies, defines necessary measures
• Promotes an appreciative, proactive and direct exchange with the relevant risk functions, especially when onboarding complex clients or when facing challenging risk-related situations in the client portfolio
• Closely manages risks related to credit positions and ensures the due diligence towards risk clients and transactions in general
• Educates team members on a regular basis on risk topics/appetite, applicable policies and necessary documentation standards, shares best practices and discusses detected deficiencies to increase overall team knowledge, awareness and adherence
• Identifies knowledge gaps and initiates appropriate actions incl. trainings
• Raises concerns, follows up on issues, and escalates issues in a timely manner to the right level
• Is instrumental in setting appropriate tone at the top and leads by example, through shaping an environment where people feel comfortable to escalate risk-related matters in a timely manner
• Is responsible for the monitoring of the KRI Scorecards at Team and RM level, and supervises monthly results and makes sure that all yellow and red items are followed up and settled in due course

YOUR PROFILE

Personal and Social Skills

• Communicates in a concise, competent, and professional manner
  
• Personal integrity and exemplary ethical behaviour
  
• Excellent management and leadership skills
  
• Passionate about client service
  
• Strong organisational, team building, and interpersonal skills with a positive mindset and can-do attitude
  
• Excellent situational adaptability (can relate to Relationship Managers, team members and clients from diverse backgrounds)
  
• High level of risk awareness
  
• Excellent team player
  
• Excellent judgement and ability to work in an agile manner and adapt to new situations
  
• excellent language skills in nglish; any other language is a benefit
  

Professional Skills

• Good people leadership skills
  
• Profound experience in people management
  
• Strong communicator
  
• Proven track record in client service and experience in acquiring new client relationships and Relationship Manager
  
• Sound commercial judgement, representative of the Bank’s shareholder interest, of the Bank’s reputation and of the Bank’s ethics
  
• Sound affinity with the geographic areas covered, i.e. familiar with the local legal and regulatory environment as well as cultural awareness
  
• Excellent understanding of products and services of Julius Baer
  
• In depth knowledge of global financial markets and current developments in the banking industry
  

Education and Experience

• Higher education with relevant degree (university or equivalent)
  

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