JOB SUMMARYThe Head of Private Client Group (PCG) Bankers leads the PCG Bankers team of high-value licensed bankers and financial advisors, driving regional sales strategies for UHNW and mass-affluent clients. This role ensures top-tier relationship management, regulatory compliance, operational effectiveness, and growth in deposits and wealth management services.
Among the responsibilities of this position are to manage, diversify and increase the size of the relationships of over 2,200 customers of the PCG segment and managing more than $2 billion in AUM. The role involves coordination and transversal duties for the Private Client Group.
The functions of the teams under this position are as follows:
Personal Banking: Responsible for the administration of the commercial relationship of over 1,400 high net worth international clients, providing solutions such as loans, TDs, and credit facilities.
International Wealth Management: Responsible for the direct and indirect management of the relationship of over 580 clients of the Personal Banking segments providing Wealth Management solutions.
The Head of PCG Bankers is also responsible to execute the business plan of "Bci Plan Internacional", which has the objective of transforming BCI into the main international bank of Chile and LATAM with presence in the USA. This role is a leadership role, Therefore, it does not involve direct account or portfolio management. Any client accounts would be referred to the appropriate banker within 30 calendar days.
The role is a dual hat -banking and investments- with extensive knowledge and experience in International Personal Banking and Private Banking platforms. Primarily supervising a team of Dual Hat Bankers for the Private Client Group segment.
Executes the Bci Plan Internacional business plan for the team and leads the team's business and business development efforts to achieve the annual goals of each banker individually and the Group's as a whole. Identifies and makes recommendations for product development, and enhancements and automation of sales processes to provide efficient and superior quality services to clients. Products and services offered include banking, asset management and credit.
As Liaison in Miami of the Bci International Platform:
• Coordinate initiatives and problem solving within Bci Miami, CNB, Bci Securities
and Bci Peru to achieve business objectives
• Responsible for generating opportunities and act as the counterpart of
cross border financing for offshore Bci clients in Miami as well as working with the
Chile and Peru International Business teams.
• Work collaboratively with Wholesale Banking Miami, generating new prospect leads for the Private Client Group
• Support the global business development with CNB, Bci Securities and Bci Peru
in addition to Bci Miami.
• Take advantage of knowledge of Chilean and Peruvian clients and real estate capabilities of
CNB to recommend investments, either direct or funds that invest in the sector
• Use this knowledge to support clients from other Latin American countries, including PCG's expansion to Colombia and Mexico.
• Identify and devise other products and services for corporate and personal clients
in coordination with the product manager and other units.
DUTIES OF THE POSITION
The duties of the position include, but are not limited to, the following:
- Identify the developmental needs of PCG bankers by coaching, mentoring, and giving constructive feedback to improve their knowledge skills. Ensure adherence to laws and company policies and procedures and undertake disciplinary actions if the need arises.
- Set goals and deadlines in ways that comply with the Bci Plan Internacional and communicate them to the PCG Bankers team. Monitor production results versus budget and take necessary actions with the team to achieve individual and PCG team's goals.
- Work with the Department's team business plan to meet the Balance Score Card goals.
- Training for all bankers within the Private Client Group
- Develop and execute the Clean Up Project together with all bankers of Private Client Group
- Manage and support "Sistematica comercial" and follow ups regarding Planificacion de Cartera for all bankers within the Private Client Group
- Manage, control expenses and allocation of resources and related costs of the Private Client Group bankers
- Cooperative teamwork with Private Client Group and Bci Banca Preferencial Chile to meet the Bci Plan Internacional goals.
- Support Key Client Relationships for the Bci Group
- Support the business development of Colombian, Peruvian & Chilean Clients for the Private Client Group
- Monitor employee performance and provide constructive feedback and coaching as needed. Responsible for the employees' performance reviews.
- Develop competences and skills of the team required to achieve excellent performance.
- Negotiate with incumbent units the design, planning and implementation of products and processes enhancements and automation impacting the delivery of services to personal banking customers.
- Enhance and update Policies and Procedures for the Private Client Group Department
- Coordinate with incumbent units the design, planning and implementation of reports to manage more efficiently the business of the Department.
- Comply with banking laws and regulations to maintain regulatory excellence.
Other duties:
- Excellent communication and interpersonal skills.
- Outstanding organizational and leadership skills.
- Ability to adapt and foster change.
- Effectively speaking before groups of customers or employees.
- Assume evolving duties and responsibilities of position, stated clearly from General Manager and / or Department Head.
- Work all hours required to fulfill job duties and responsibilities (including weekends, evenings and holidays as needed).
- Travel as required.
COMPLIANCE RESPONSIBILITIESIn the performance of their duties, all Bci - Miami Branch staff members are required to comply all state and federal regulatory and legal requirements, including the Bank Secrecy Act, the Federal Election Campaign Act of 1979, the Foreign Corrupt Practices Act, and the Bank Bribery Amendments Act. Additionally, all staff members must comply with in the Bci's Personnel Manual and Code of Ethics and other policies of Bci which are either currently in place, or which may become effective during the staff member's employment.
PRE-HIRE REQUIREMENTS FOR THIS POSITION:COMPUTER:Ability to operate IBM compatible personal computers and terminals
Ability to use Microsoft Word (or similar word processing program) at intermediate level
Ability to use Microsoft Excel (or similar spreadsheet program) at intermediate level
Ability to use Power Point (or similar presentation program) at intermediate level.
EDUCATION:University degree in finance, preferably with MBA, or equivalent years of experience in the financial industry.
CERTIFICATIONS/LICENSES:
FINRA Series 7, Series 66 (or Series 63 and Series 65) active and in good standing
EXPERIENCE:
- Minimum of 10 years experience working in a similar role in financial institutions, in international personal or private banking.
- Proven experience as supervisor or relevant managerial role.
- Excellent communication and interpersonal skills.
- Outstanding organizational and leadership skills.
- Ability to adapt and foster change.
- Ability to understand, speak, read and write English and Spanish
- Effectively speaking before groups of customers or employees
