Team Head

At Julius Baer, we celebrate and value the individual qualities you bring, enabling you to be impactful, to be entrepreneurial, to be empowered, and to create value beyond wealth. Let’s shape the future of wealth management together.

The Front Team Head (FTH) Private Banking is responsible for leading a team of Relationship Managers (RMs), Associate RMs and Account Managers/Assistants. They act internally as role model and externally as ambassador for the Bank. This entails being an inspiring and motivating leader. The FTH 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 defence. The FTH 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 FTH is allowed to have an own client book of reasonable size, allowing full accomplishment of leadership and other tasks. FTHs with an own book should not spend more than 25% of their time on managing their own clients.

YOUR CHALLENGESALES MANAGEMENTThe FTH 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 clients by applying the systematic sales process, and to grow the share of wallet and revenues of existing clients, and develops comprehensive 6–12-month client action 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., wealth planning, credit, real estate, M&A, 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 at pertinent

CLIENT MANAGEMENTThe FTH is fully involved in client interactions, drives client initiatives, and ensures a high level of client satisfaction.

• Knows the top clients of the team personally and participates in meetings with (key) clients, ensuring that top clients meet senior management
• Actively manages clients at risk by following up with clients, 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 UHNWI / Small Client initiatives, digitalisation projects, market focused initiatives), and promotes the active use of centrally offered Julius Baer events for customer acquisition and retention
• Ensures that the clients’ next generation (children, heirs) is constantly being targeted and maintains a clear focus on the relevant target clients according to the strategy of the bank / Market
• Manages the client base of the team including strategic (re-)allocation of clients within the team along transparent criteria by considering client behaviour, 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 MANAGEMENTThe FTH 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 (to the ideal team size of 8-12 RMs)
• Establishes a multi-generational strategy allowing for the development of the next generation of RMs in line with the succession plan and the next generation of clients (with regards to both solutions and ways of interacting)
• Supports continuous development and promotes the JB Academy Offering with special focus on junior staff, in particular of Associate RMs and Account Managers/Assistants, 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

RISK MANAGEMENTThe FTH creates a strong culture of compliance, ethical behaviours, and sound risk management practices. The FTH actively manages risk by ensuring a fully functioning first line of defence.

• 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 Time Right» rates in controls and acceptable quality in CCN (Client Contact Note) 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

YOUR PROFILEPERSONAL 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

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 relationships
• 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)
• Relevant regulatory licences from HKMA/SFC
• Certified Private Wealth Professional (CPWP) certification preferred

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