Role and Responsibilities:

Reporting to the Head of Business Development and Client Management, the Client Executive role is critical to supporting and growing the Market & Securities Services business, with primary responsibility and accountability for:

• sustainable growth from new or incremental business and cross-sales in line with Securities Services commercial and risk parameters.
• understanding and alignment of clients’ medium to long term strategic priorities; and
• the Securities Services-client relationship including service, product strategy/delivery, commercials and contractuals

The key purpose of the role is to execute Securities Services growth plans and in doing so, support the management, develop strategic partnerships with our clients and help maintain the highest levels of client satisfaction.

Managing relationships with senior stakeholders throughout the financial industry will also be key to the success of the role and will require interaction with our marketing teams to ensure market messaging is understood, and industry events are planned and attended in close conjunction with the sales and product functions.

In summary, the role holder will primarily be responsible for the growth of their client base and will be both internally and externally focused. Stakeholder management across account management, operational, product and sales teams will also be a key requirement. The role holder will also adopt a leadership role within the department, positively contributing the strategy, growth targets and development of the team. The role holder will also have to position the Securities Services within the Group.

Principal accountabilities:

• Create, maintain and execute detailed client plans alongside Securities Services ExCo and Group sponsorship programmes
• Maintain accountability for the identification, tracking and execution of growth opportunities across Securities Services products, in line with assigned targets
• Sponsor all new business approval submissions with accountability for all deal management, pipeline reporting and business approval processes and procedures
• Maintain assigned client base/sector development dashboard against AOP plans and within Securities Services profitability guidelines
• Build relationships with key client decision-makers and other industry influencers
• Be the primary Securities Services advocate within the client’s organisation, and the client’s throughout all Securities Services departments, with oversight of service satisfaction and reference-ability

Professional Skills and Experience:

·        Proven experience in a client-facing leadership role, demonstrating excellent communication and presentation skills, and an ability to influence business priorities/strategy

·        Detailed understanding of commercial and contractual relationships, risks and mitigants and an ability to successfully incorporate into complex legal and commercial negotiations

·        Track record in owning, maintaining and growing client relationships across securities services products as a trusted advisor with an ability to help define and execute client strategy

·        Demonstrable quality track record as a leader, team-player and mentor with the capacity to positively contribute to the current and future state client management function

·        Proven ability to adapt to the changing demands of the industry, clients and internal stakeholders

·        Fully proficient in understanding the regulations that drive the securities services arena

·        Excellent understanding of controls, risk management (product and market) and mitigation techniques

·        Excellent technical knowledge of all Market and Securities Services products and a strong network throughout the Group to ensure alignment of growth strategy at all levels and to maximise cross-sale opportunities

·        Ability to plan and organise workload in order to meet deadlines, taking into account relative priorities;

·        Excellent PC skills;

·        Fluent English essential, knowledge of French or other European languages would be a definite advantage.