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Private Client Relationship Manager / Wealth Management / Discretionary Fund Management / CISI / IAD / Level 6
The Private Client Manager (PCM) is responsible for understanding and reviewing clients' financial objectives, attitude to risk, existing personal circumstances and then proposing a suitable strategy, using Wealth management services
The PCM will be capable of building relationships with both new and existing private clients
Lead flow for prospective clients will arise from a variety of sources including general marketing, events attendance, referrals, partnerships and professional relationships, alongside the PCM's contacts.
Understanding and reviewing clients' financial needs, attitude to risk, personal circumstances and current investments to propose suitable solutions and strategies to help meet their objectives This involves reviewing existing investment portfolios, often producing a detailed written review and proposal as to how we might alter the investments, taking into account a client's investment aims, attitude to risk and personal circumstances including the tax situation. This will require meeting prospective clients to present our proposed solutions 'Managing out' existing investments and reinvesting the capital into managed portfolios Regular reporting of changes within portfolios and performance to clients Attending review meetings with clients as required to maintain a suitable investment strategy appropriate for the client and his/her aims Highlighting wealth management opportunities for referral to internal Financial planners or execution themselves if authorised with our wider wealth management service
Developing Business with New Clients
To engage with and understand prospective clients needs To present and discuss the appropriate proposition to prospective clients and follow through individually tailored proposals, to reflect the proposition agreed with them To convert such prospective clients into clients and gain additional assets and revenue
Maintaining relationships with existing clients
To continually engage with existing clients, deepening and developing relationships To provide ongoing support and administration to existing clients To regularly review existing clients circumstances to ensure suitable for their current circumstances To maintain adequate records of all ongoing and pertinent communications with clients
To make presentations on the proposition to relevant parties To maintain the sales and CRM databases of prospective and existing and clients, and to provide the required forecasting and business plan information To work closely with relevant Assistants To work in a close and flexible team with all PCM's, Assistants and Business Development colleagues to subscribe to Mission and Tenets and TCF initiative Other responsibilities and duties as reasonably required by the business and the relevant line manager
Relationship building skills in order to rapidly establish a high level of trust with the clients, both in terms of professional and personal competence and trustworthiness Questioning and listening skills which are focused and empathetic in order to understand fully and sense-check the prospective and existing clients' true understanding, views and feelings Verbal and presentational skills in order to clearly and passionately communicate the appropriate proposition and information to prospective and existing clients, in one to one, small and large group situations Written skills in order to clearly, concisely and convincingly present propositions and relevant information to clients in order to support discussions and agreements made with them Assertiveness and tenacity in order to pin down and drive through the specific actions which prospective clients must take in order to become fully signed up, including having the client assets fully transferred to the business, and then to develop and maximise the growth in business from existing clients
Planning and time management skills in order to most effectively allocate the time and resources to gain commitment from prospective clients, as well as to manage and develop the business from existing clients Resilience in order to manage conflicting priorities and demands, ambiguity, high work load, rejection and other sources of pressure Accuracy, thoroughness and attention to detail in order to maintain the highest levels of service to clients Team working combined with individual initiative, creativity and self-sufficiency in order to remain effective in the face of rapid change and a lean and efficient management and resource structure Personal development focus, taking responsibility for driving both personal and professional development in order to maximise effectiveness in this demanding role, and to grow with the role, and beyond
Commercial awareness in order to identify appropriate target segments and lists, and to profile prospects appropriately, understanding the context of their situation and businesses as well as the implications for the overall business Have a very strong awareness of, and passion for, financial markets RMs should have a high degree of private client wealth and investment management knowledge including portfolio construction, asset allocation, UK and overseas investment markets, performance measurement and regulatory responsibilities. They should also be aware of the changing trends within our industry and have an appreciation of the opportunity and challenges of working with internal financial planners
The successful candidate should be CF30, and ideally hold the CISI PCIAM paper or equivalent and hold, or be eligible to apply for, a Statement of Professional Standing Level 6 qualified Financial planning/wider wealth management knowledge desirable, but not essential
OTHER RELEVANT INFORMATION:
Be very clear, driven and realistic in their short, medium and long term professional goals and ambitions Be articulate and project assertiveness, clarity, integrity and gravitas in their personal communication Be commercially astute, disciplined, ambitious and confident in their approach to the development of their own 'book', displaying a high degree of personal ownership Willing and able to travel The UK as when required to meet with prospective and existing clients This role is London based, with occasional travel to other offices
Internal Number: 4754168
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