Director - Sales & Distribution - RBC Investor & Treasury Services - Hong Kong

Job description

The incumbent is responsible for Day to Day coverage to strategically develop profitable new business for RBC Investor & Treasury Services and the wider RBC Organisation; to protect and retain NITA/revenue for I&TS’ Coverage Relationships and drive broader cross sell opportunities for the wholesale bank.

JOB RESPONSIBILITIES INCLUDE:

New Business
Creation and maintenance of a detailed territory plan as part of the local Country Sales Strategy
Build out bottom up territory plans by target client
Ensure focus is directed to “on strategy” and strong NIAT (Net Income After Tax) generating opportunities



Relationship Management – Primary Coverage (typically “High Complex” Clients)
Build out bottom up portfolio plans by exiting client
Manage the client portfolio through a “Net” perspective ensuring profitable growth opportunities minimize any portfolio loss or re-pricing
Seeks revenue growth and cost reduction opportunities to enhance client NIAT

Both
Maintenance of a detailed Client Plan as the book of record to maintain history, corporate knowledge and to educate the business and maintains ongoing 90 days activity plan
Proactive calling ensuring RBC I&TS is the best connected and demonstrates best understanding of the clients business, strategic priorities, business challenges
Ensure broad deep connectivity at clients executive, management and operational levels
Work closely with Segment MDs leverage their expertise, connectivity, segment view and win/loss assessment
Wide ranging engagement with colleagues in RBC Capital Markets and RBC Wealth to maximize cross-sell opportunities
Targeted against new business, retention, NIAT improvements & re-pricing in support of the core fee pool

JOB REQUIREMENTS

Minimum University Degree or Post-Graduate Degree in Business or Finance
Strong experience in Coverage/Relationship Management role
Demonstrated ability of strategic planning and working with portfolio goals
Demonstrated ability to sell/navigate to complex, multi-level organizations
Demonstrated ability to engage senior business heads to support effective country strategies and product development
Excellent negotiation/commercial skills
Orientation towards disciplined strategic business development processes
Refined interpersonal skills
Polished, comfortable dealing in boardroom environments or with administrative staff
Extremely detailed and diverse knowledge of business sectors, current business developments, market trends, financial products and services

The successful candidate can expect a competitive remuneration package and benefits.

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