Head of Sales and Relationship Management

Main Job Purpose

Within Securities Services the Sales and Relationship Management team is key to ensuring the continued growth of the Channel Islands across both traditional (Global Custody, FDS, TDS and Fund Administration) and alternative (Private Capital) business lines.   There are two main elements to the role: 

• delivering against a local sales pipeline and ASC target as well as contributing to global, often transformational, deals.
• protecting and building strategic relationships with local and global clients, with accountability for local client P&L

The Head of Sales and Relationship Management is responsible for ensuring the Relationship Managers (RMs) and Sales Leads in Jersey and Guernsey are equipped to develop long-term client relationships in line with best practice and meet their sales targets, creating a dynamic team structure that encourages self-drive and ambition, whilst also ensuring up to date product knowledge and an understanding of local and global sales campaigns.  

The Head of Sales and Relationship Management must also ensure that the team comply with local governance and global reporting, including Business Acceptance committees. 

Key Responsibilities 

• Define local sales targets both upsell and new prospects and steer progress to those targets
• Work with regional and global sales leads and communities to ascertain contribution to deals where the Channel Islands is a booking location
• Monitor existing local relationships to ensure strong connectivity and sustained credibility 
• Support the team in fostering an inclusive client dialogue, promoting the one-bank approach and fostering the collaboration with FIC and MFS, to maximise cross-selling opportunities

• Ensure client strategies are properly documented, aligned with business strategy (relevant product mix to maximise client profitability) and client selectivity guidelines, leveraging PowerSales methodology, account plans and best practice: Conduct annual client reviews, covering strategy, risk, profitability.
• Identify where relevant the need for local sales campaigns and drive their execution
• Drive selective sales efforts with a view to maximise profitability and fully taking risks into account
• Ensure an effective, high performing and consistent deal management process, locally and across locations including global colleagues 
• Support client & business retention, with a view at minimising revenue losses and maximising profitability
• Steer local activity & performance (collective & individual) through standard KPIs & dashboards, ensuring high quality data in Client Vision
• Support the ongoing development of sales skills and competencies across the Channel Islands leadership team.
• Ensure full adhesion to:
  1. Compliance, Financial Security & Risks policies, such as KYC, AML, ABC
  2. Regulatory obligations
  3. Standard BP2S processes & procedures such as ESG assessments, pricing models (3P) and Business Acceptance Process (BAP)

Additional Job Requirements – Essential Requirements 

• Sales Planning
• Competitive analysis
• Marketing concepts
• People Management
• Client Management
• Risk Management
• Problem Solving
• Presentation Skills

Additional Job Requirements – Desired Requirements  

• Financial planning and strategy
• Language skills an advantage

Qualifications & Industry Experience – Essential Requirements

• Minimum five years’ experience in Securities Services Industry
• Minimum five years’ experience in a client development role
• Industry knowledge, particularly Investment operations

Qualifications & Industry Experience – Desired Requirements

• Experience in selling the following products:  Private Capital, TDS, Global Custodian and Fund Administration
• Experience with multi-jurisdictional deal teams

Personal Style - Essential Requirements 

• Lead from the front
• Results driven
• Excellent interpersonal and written/oral communication skills
• Ability to build long term relationships both internally and externally
• Persuasive negotiator
• Client and quality driven
• Able to lead and motivate
• Ability to work under own initiative
• Effective team player
• Adaptability to changing environments

Manager Conduct Responsibilities 

In a controlled risk environment and in alignment with the global strategy, managers must ensure full compliance with Conduct policies:

• Ensure Conduct governance is fully operational, as per standard guidelines: Conduct is a standard item at the agenda of management or team meetings, Conduct dilemma are well managed and documented, the escalation process is in place, Conduct responsibilities are delegated throughout the perimeter in charge.
• Be aware of the Conduct risks arising in the perimeter in charge and make sure that appropriate mitigating processes and controls are in place.
• Ensure Conduct principles are fully embedded in processes including people management processes (appraisal, promotion, mobility, recruitment, …).
• Develop understanding of Conduct principles by ensuring staff participation to awareness & training sessions.

Regulatory requirements

25 hours CPD required per annum. 

• Is the employee a “Principal Person - No
• Is the employee a “Key Person” - No
• Is the employee a “Senior Manager” - Yes

*according to the meanings given under Article 1(1) of the Financial Services Commission (Jersey) Law 19981 as supplemented by the Commission’s Notice designating “senior management functions” dated 12 January 2023 and effective 13 March 2023.