Job Summary

This is a newly created role in QNB UK. The incumbent will report directly to the Country CEO and will take a leading role in overseeing Private Banking relationships with the High Net Worth (HNW) customers in their country. As part of this leadership activity, the incumbent will be responsible for:

• Developing and managing relationships with High Net Worth (HNW) customers, primarily from Qatar and the GCC but also other QNB Group major locations such as Egypt and Turkey and act as a ‘one-stop solution’ for all Private Banking services as well as the gateway to potential corporate banking opportunities of related family offices;

• Leading Business Development across Private Banking as part of the global Private Banking Strategy, liaising with Group and other major QNB Offices and developing the value proposition based on analysis to generate and sustain value;

• Supervising the marketing strategies and Product Development for Private Banking.

• Liaising with Corporate Banking team for potential cross-selling. Depending on the type of opportunity the incumbent should be competent to lead and execute a corporate style family office transaction.

• The role holder will also form part of the senior management team in the UK and sit on the EXCO as well as a number of other management committees. The role will be a regulated role.

Main Responsibilities

Shareholder & Financial:

-            Identify new business opportunities for Private Banking by segmenting client classes and products in complete alignment with the business strategy, as well as potential cross-sell opportunities with Corporate Banking and passing on Private Banking leads to QNB First / Retail.

-            Manage the Product Development as per designed marketing strategies. This will involve leading and working with the UK Compliance Function and UK CEO for any licence changes required with the Regulator.

-            Design, propose and present strategic and business development plans to achieve all volume, revenue, and profit targets.

-            Ensure on-going increase in business, and sustainable growth rate on the Private Banking portfolio

-            Create Key Performance Indicators (KPIs) for performance monitoring and quality measurement purposes for the Private Banking Department and monitor their achievement on periodic basis.

-            Manage the implementation of best practices across the function to promote efficiency and effectiveness focused on generating profits and increased customer satisfaction.

-            Lead and guide the Private Banking Department’s annual budgeting process in conjunction with UK CEO.

-            Implements KPI’s and best practices for role

-            Promote cost consciousness and efficiency and enhance productivity, to minimize cost, avoid waste, and optimize benefits for the bank.

-            Act within the limits of the powers delegated to the incumbent and delegate authority to the respective staff and monitor exercise of the same.

-            Demonstrate clear understanding of the important factors behind the bank's financial & non-financial performance.

Customer (Internal & External):

-            Evaluate Private Client’s financial data and/or investment / banking objectives and recommend strategies based on the client’s risk profile and personal financial statements

-            Maintain and expand the HNW customer base through introduction of innovative investment and banking products backed by provision of superior service.

-            Inspire private banking team and lead by example to achieve business targets by providing a very high level of service to clients.  Take responsibility for the most demanding clients (individuals and Family Offices).

-            Actively propose ideas for new investment and banking products and services, based on discussions with clients.

-            Mentor, lead, monitor and motivate staff to perform as per client satisfaction and business targets.

-            Act as the single point of contact for all International Private Banking services pertaining to HNW customers, as well as the gateway to potential corporate banking opportunities of related family offices.

-            Ensure customer complaints are handled / resolved in accordance with internal procedures and UK Regulations.

-            Responsible for ensuring the department is aware of the needs of the customers and leads the customer focus initiative in the entire department

-            Build and maintain strong and effective relationships with the all-other related departments and units to ensure priority processing and resolution of the needs / queries of such customers and thereby facilitate achievement of the Group’s goals/ objectives

-            Provide timely and accurate information to the external and internal auditors and the Compliance, Risk or Financial Control functions as and when required on the Private Banking customer base

-            To assist customers in all their queries on Bank’s products and seek solutions to their requests.

-            Maintain activities in accordance with Service Level Agreements (SLAs) with internal departments/units to achieve improvements in time.

Internal (Processes, Products, Regulatory):

-            Act as a principle point of contact for QNB Private Banking customers. Sell, deliver and provide on-going services of a broad range of fee generating banking products and services suitable for QNB customers

-            Build and maintain strong and effective relationships with internal departments across the QNB Group to ensure priority processing and resolutions of the needs/ queries of such customers including any related operational issues and thereby facilitate achievement of the Group’s goals/ objectives.

-            Deliver a level of personalized service that customers should consider exceptional for a private bank

-            Demonstrate an ability to build and maintain a private customer base by analyzing customer needs and actively implementing and monitoring solutions to meet those needs

-            Be continually aware of the full range of private banking services offered by the bank and act as an effective and trusted advisor in the delivery of private banking services and products to customers

-            Continually assess the viability of the set of products to ensure that QNB continues to attract and retain valuable customers and thereby increases market share and profitability

-            Be capable of financial structuring, asset management, banking and advisory services.

-            Act as a recipient able to resolve daily business queries (settlement, trading, transfers and corporate actions, etc.)

-            Work within an existing audit, compliance, and regulatory framework to ensure a high quality, compliant portfolio of customer relationships. Responsible for ensuring an up-to-date compliance and customer profile for each customer as well as maintaining a high level of confidentiality

-            Safeguard the reputation of the bank by employing related best practices and acting professionally

-            Assess risk tolerance and the investment suitability of each customer

-            Be fully aware of market trends, customer preferences and new products offered by competitors

-            Supervise the development and implementation of marketing strategies for the products and services offered by the department

-            Ensure budgeted financial objectives are met, if not exceeded

-            Develop and manage a range of customer retention campaigns and initiatives

-            Build and maintain strong customer relationships

-            Entertain key customers within an agreed travel and entertainment budget limit

-            Maintain close contact with financial intermediaries and other business introducers

-            Support the Country CEO in developing and implementing a private banking strategy, locally.

-            Ensure that agreed procedures for opening and maintaining accounts are adhered to and meet Country regulatory requirements.

-            Lead, be responsible for and contribute to the management of all administrative and operational matters relating to sales personnel (e.g. leave schedule, training, appraisal, remuneration etc. in accordance with established HR policies and procedures).

Continuous Improvement:

-            Set examples by leading improvement initiatives through cross-functional teams ensuring successes.

-            Identify and encourage people to adopt practices better than the competition.

-            Continuously encourage and recognize the importance of thinking out-of-the-box within the team.

-            Encourage, solicit and reward innovative ideas even in day-to-day issues.

 Learning & Knowledge:

-            Possess a superior knowledge of Private Banking, Investment & Wealth Management business, its products and related risks together with a good knowledge of operations and control.

-            Demonstrate Leadership and Business Development expertise.

-            Identify areas for professional development of self and all direct reports, and act to enhance professional development of self and others

-            Seek out opportunities to remain current with all developments. Achieve minimum levels of CPD each year

-            Hold meetings with staff and assess their performance and your team’s overall performance on a regular basis.

-            Take decisive action to ensure speedy resolution of unresolved grievances or conflicts within the team members.

-            Identify development opportunities and activities for staff and facilitate/coach them to improve their effectives and prepare them to assume greater responsibilities.

Legal, Regulatory, and Risk Framework Responsibilities:

-            QNB UK is regulated by the PRA and FCA as well as the Qatar Central Bank. This will be a Senior Manager Role and will have regulatory oversight for a team of Private Banker’s marketing and delivering investment products and regulated mortgages to the client base.

-            Comply with all applicable legal, regulatory and internal compliance requirements including, but not limited to, Group Compliance Policies and Procedures (AML & CTF, Sanctions Policy, Data Protection Policy, Fraud Control Policy, Whistle Blowing Policy, Conflict of Interest and Insider Dealing Policy).

-            Understand and effectively perform your role under the Three Lines of Defense principle to identify measure, monitor, manage and report risks.

-            Ensure systematic good outcomes for clients in accordance with Conduct Risk policy.

-            Support the framework of RCSA, KRI, Incident reporting and remediation, as appropriate, in accordance with the Operational Risk Management requirements.

-            Maintain appropriate knowledge to ensure full qualification to undertake the role.

-            Complete all mandatory training provided by the Bank, attain, and maintain the required levels of competence.

-            Attend mandatory (internal and external) seminars as instructed by the Bank.

Other:

-            Ensure high standards of data protection and confidentiality to safeguard commercially sensitive information.

-            Maintaining utmost confidentiality concerning customer and internal bank information obtained during business and providing such information on a need-to-know basis only to Senior Management of QNB, Audit and Compliance functions, and relevant Regulators.

-            Maintain high professional standards to uphold QNB's reputation and to strengthen its market leadership position.

-            All other ad hoc duties/activities related to QNB that management might request from time to time.

Education and Experience Requirements

• -            University graduate with a finance related degree and Masters preferred.

• -            At least 15 years of experience in a Private Banking role that incorporates investment sales and wealth management including dealing with UHNW customers / Family Offices. 

• -            Certifications: CeMAP and RDR Level 6 or higher are mandatory requirements

• -            Previous experience in investment product design and private banking-wealth management strategies including dealing with Regulators to obtain the relevant licenses.

• -            Previous experience of leading a Private Banking sales unit operating in various markets and jurisdictions.

• -            Leadership experience includes building and developing teams of motivated staff with a view to the effective origination and development of target client relationships.

• -            Well-informed of the competitive market structure, industry practices and any regulations for the Private Banking segment with at least 5 years’ experience in local (UK) environment

• -            Excellent understanding of the type of products and services required by HNW Middle East customers

• -            In-depth knowledge of products, services and delivery channels available to Private Banking customers

• -            Excellent oral and written communication skills (including report writing) in English and Arabic.

• -            Strong analytical skills and the ability to communicate both verbally and in writing with all levels of management.

• -            Strong business acumen, commercial awareness and revenue-generating skills;

• -            Strong leadership and problem-solving skills;

• -            Self-driven with well-developed leadership, motivational and team-building skills

• -            Quick Thinking, Energetic and imaginative in responding to customer needs

• -            Ability to identify need for change, adaptable and flexible in anticipating and realizing market opportunities

• -            Ability to manage teams with diverse cultural backgrounds;

• -            Strong presence and ability to make an impact;