We are seeking an experienced and strategic Head of International Business on behalf of our client. The role is responsible for identifying growth opportunities within the international institutional segment, including opportunities for expanding distribution channels, selling products and financial services of the client, and facilitating co-investment opportunities. The role will be responsible for establishing and managing strategic relationships with institutional clients and international commercial counterparties.
Key Accountabilities:Strategic Contribution:
- Lead and manage the delivery of the key business objectives for the international institutional segment (“International Sales”) for the client and the broader group.
- Manage the relationship between institutional clients and international commercial counterparties to maximize revenues and AUM growth from International Sales, while ensuring compliance with relevant regulatory requirements and internal policies, procedures, and protocols.
- Ensure effective cascading of the strategy of International Sales into the client’s business plans to ensure vertical alignment and horizontal integration with other interfacing strategies within the client and the broader group.
People Management:
- Manage the delivery of assigned objectives through leadership of the International Sales segment by setting individual objectives, managing performance, developing, and motivating stakeholders to maximize sectional performance.
- Lead the talent development initiatives for International Sales as applicable.
Budgeting and Financial Performance:
- Oversee the consolidation and recommend the departmental budget and monitor financial performance versus the budget so that the business is aware of anticipated costs/revenues, areas of unsatisfactory performance are identified, and potential areas of cost reduction or performance improvement opportunities are capitalized upon.
Core Accountabilities:
- Establish and implement sales and marketing strategies for International Sales to provide access to new clients and increase the composition of international institutions across products and financial services of the client.
- Liaise with the Wealth Management team on fundraising for client products and provide education and relationship management to enhance the WM understanding of product strategies and performance.
- Lead the relationship management with international institutional clients and international counterparties.
- Keep abreast of economic trends and the effects of socio-economic factors on trends and best practices and share recommendations with client leadership and Wealth Management to adjust the wealth management model and practices, exploit market opportunities and prevent potential losses.
- Monitor competitors’ service models, activities, and product offerings to gather market insights and provide recommendations on matters such as pricing, fees, and product development.
Define International Sales segment-specific targets and develop a growth strategy in line with the client’s objectives and targets.
- Share with the Senior Executive Officer the yearly plan and targets for International Sales including financial and non-financial targets to be achieved, present business updates and progress on a periodical basis.
- Manage the achievement of financial and non-financial targets through effective leadership and by setting individual objectives, managing performance, developing, and motivating key stakeholders to maximize the International Sales.
- Provide strategic direction for the development and implementation of targeted sales and retention strategies for existing and prospective international institutions.
- Optimize International Sales and distribution to maximize market penetration, and effectively manage international institutional clients to ensure high standards of delivery and satisfaction.
- Build and maintain internal and external networks to generate new opportunities and deals for International Sales, including liaising with the client, other stakeholders.
- Define and lead the collaboration model with the client and the broader group to unlock synergies and maximize the organization’s ability to capitalize opportunities for International Sales from existing clients, collaborating on sales strategies and campaigns.
Policies, Systems, Processes, Procedures, Standards, and Reports:
- Develop and lead the implementation of divisional and departmental policies, systems, processes, procedures, risk, compliance, and legal controls covering all areas of the division and assigned department so that all relevant requirements are fulfilled while delivering a quality, cost-effective service in a consistent manner.
- Ensure that all department reports are prepared timely and accurately and meet the client’s requirements, policies, and quality standards.
Continuous Improvement:
- Lead the identification of opportunities for continuous improvement and sustainability of systems, processes, and practices considering global standards, productivity improvement, and cost reduction.
Compliance:
- Ensure compliance with relevant regulators including but not limited to Dubai Financial Services Authority (DFSA) and the Saudi Capital Markets Authority by ensuring that required regulatory requirements, policies, and procedures are implemented and adhered to.
- Ensure compliance with relevant safety, quality, and environmental management policies, procedures, and controls to guarantee employee safety, legislative compliance, and a responsible environmental attitude.
Related Assignments:
- Perform any other duties which the organization may require to be carried out.
Minimum Qualifications and Experience:
- 15+ years of experience working for a leading financial institution, covering institutional or HNW/UHNW clients.
- Extensive knowledge of the Private Banking, Wealth, and Asset Management industry.
- Previous business development experience within the financial sector (e.g., new product launch, go-to-market strategy).
- Experienced in delivering financial/wealth plans to institutional clients and knowledge of trusts & estates, individual tax rules, life insurance, retirement planning, estate planning, succession planning, business planning, trust mortgage, real estate, luxury tangible assets, etc.
- Existing network of contacts within the GCC and the ability to acquire potential clients in an efficient and sustainable manner.
Education:- Bachelor’s degree in Business Administration, Finance, Economics, or a relevant discipline.
Professional Certifications (Preferred):
- Certificate in Private Client Investment Advice & Management
- Chartered Wealth Manager Qualification
- CISI - Certified Financial Planner
- CFA - Investment Management Certificate
Skills:
- Executive maturity and leadership skills
- Excellent relationship-building and networking skills
- Excellent communication, influencing, and interpersonal skills
- Excellent negotiation skills
- Excellent knowledge of investment products and services
- Knowledge of the local and international financial market
Performance Measurement Criteria (KPIs):
- Achievement of sales and revenue targets for Segments as determined by the Senior Executive Officer
- Client satisfaction (e.g., Net Promoter Score, Customer Attrition Rate)
- AUM growth and retention
- Clients’ interactions and servicing
- Client base growth
- Quality of deliveries and engagement with other internal teams
- Timely reporting, follow-ups, documentation of tasks, and action plans
- Development and uplift of human capital
- Meeting business deadlines
- Other duty-related project/additional targets set by the Head of Wealth Management
