Arbuthnot Latham
Business Development Manager
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Business Development Manager
Arbuthnot Latham has been associated with banking since 1833. We combine private and commercial banking, wealth planning and investment management. We believe in traditional relationship and service-led banking powered by modern technology.
Job purpose
To develop profitable wealth management relationships with prospective high net worth (HNW) clients as first point of interface for AL targeting the acquisition of new clients with opportunities to service their needs with Discretionary Asset Management, Wealth Planning, Deposits and Lending.
To meet and exceed stretching new business goals tracked and reported though clear and consistent management information.
To place the interests of customers at the centre of all activities, act in a way that is consistent with achieving good outcomes for consumers and to comply with the FCA and PRA's Conduct Rules.
Where applicable, to place the interests of customers at the centre of all activities, act in a way that is consistent with achieving good outcomes for consumers; and to comply with the FCA and PRA's Conduct Rules.
Job Description
Client Service and Team
- To build and relationship manage a network of partner firms for introducer business including any contractual relationships.
- To work as part of a small Business Development Team and Private Bankers across the business to enhance their performance & professionalism and increase their ability to on board new clients.
- To create a team ethos of maintaining high standards of client service & participate in client survey activity.
- To successfully represent the Bank and your team externally and internally – through networking and event activity (at times up to 3 evenings per week).
Commercial Objectives
- Grow new client acquisition numbers and in particular our AUM growth for AL against agreed targets, aligned to expectations set for Management level.
- Develop new and existing relationships with Business Introducers, to increase penetration of the wealth management market
- Be responsible for delivery of the business development marketing and event strategies as agreed with senior team members including managing internal business development campaigns
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Client Acquisition & Management
- To be a proactive Business developer of prospective clients via varied channels (Phone Mail Digital and off the street) and to win new client opportunities through proactive lead generation
- Become a Trusted BD representative for AL, providing insight to the AL proposition across the full range of wealth management services and acting as a consistent, credible and accessible point of contact for prospects/clients
- Maintain a high level of AL product and industry knowledge and share this across the Private Banking Teams
- Assist with new client acquisition meetings
Networking, Prospecting & Pitching
- Define a contact strategy for external business introducers
- Develop and deliver a compelling AL pitch using a consistent AL pitch book
- Develop plans with the AL relationship teams to build business development objectives around Top Clients & referrals and prospect lists by client segment & markets
- Build and develop the broader AL team capability through coaching and developing others at all levels
- Maintain and implement a personal development plan to ensure continuous improvement
Risk
- Responsible for managing risks inherent to the role by diligently observing internal policies and procedures.
Key Interfaces
- Head of BD & BD team
- Prospects, Clients (& client representatives)
- Private Banking, Wealth Planning and Investment Management teams
- Middle & Back-office departments (including working closely with Marketing, Credit, Compliance and the Operations departments)
Person Specification
Knowledge/Experience
- Experience of the Wealth Management sector and detailed knowledge of the Private Banking market
- Substantial Experience of serving advising or managing relationships with HNW individuals
- Proven Business development or Sales/Relationship experience and a track record of winning new clients
- You are an experienced networker who enjoys representing your business across a range of external partners & intermediaries where you have built relationships for success
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Skills
- Positive can‐do approach comfortable with driving results and self‐managing
- The ability to differentiate our value through excellent Interpersonal skills (especially Presentation& Influencing)
- Excellent Business Development skills a self‐starter with an appetite for getting out into the market
- You can confidently work a room at events and have experience of developing & delivering successful marketing plans
- You collaborate well with other teams and work for the benefit of the wider firm
- Competent in using Microsoft Office and compiling and tracking management information
- Social media savvy and interested in using technology to improve the client experience
Qualifications
- Relevant Banking, Financial Planning and/ or Investment Management Qualifications
Competencies
- Client Focus
- Performance Focus
- Business & Commercial Focus
- Team Working
- Judgment and Problem Solving
- Communication & Confidence
About Us
Life, Work and Benefits
At Arbuthnot Latham, we seek proactive individuals who embrace high standards and bring the energy needed to drive success. In return, you can thrive in a dynamic environment that values your innovative ideas and provides the stability and support for your personal and professional growth. Our human-scale ethos means that everyone is recognised as an individual, not just a number, creating a workplace where you truly belong and thrive.
As a service led, relationship driven bank, in-person collaboration and wellbeing are important to us and drives our inclusive culture. With this in mind we offer one day a week working from home.
Benefits
- Competitive holiday allowance with the ability to buy / sell / rollover up to five days per year
- Pension via market leading provider
- Private Healthcare cover
- 4x Life Assurance
- Discretionary Bonus
- Access to a suite of flexible benefits including Cycle to Work Scheme, Gym Scheme, Health Assessment, Season Ticket / Travel loans and Dental insurance as well as other discounts / vouchers
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