Senior Relationship Manager, Managing Director
The Managing Director – Relationship Manager will partner with the Head of Asset Manager Relationships and leaders across Citi Wealth and the broader bank to build out and implement this critical commercial function. This role will be responsible for key initiatives related to business development and generation of new commercial activity to grow revenues and, ultimately, assets under management across Citi Wealth.
The candidate will work closely with the Citi Wealth stakeholders in implementing a relationship governance framework for Citi Wealth’s asset manager partners that aligns with Citi’s firmwide commercial priorities. The hire is also expected to directly manage a sub-set of high-profile, complex external manager relationships in fulfilling this role.
The functional focus areas for this role are:
- Partner strategy development and accountability – Work with Citi Wealth leaders in conjunction with firmwide stakeholders to manage a tiering system for Asset Manager partners and an “account plan” framework for each relationship tier, including multi-year revenue targets and associated execution action plans (e.g., multiyear distribution agreements).
- Partner engagement model and evaluation – Develop wholesome set of manager quantitative and qualitative KPIs with input from the business and other key firm leadership. Establish appropriate levels of collaboration with Asset Managers on advisor and end-client marketing and product fundraising commensurate with Manager evaluation metrics and forward progress.
- Design and implement an appropriate governance approach and routines for the Asset Manager Relationship Management program. The stages of the governance, oversight and monitoring approach include:
- Establish a maturity assessment of where Citi Wealth is today versus where we need to be to be able to anchor the program around this assessment
- Define the scope of the specific relationship with each Asset Manager partner
- Produce a plan with each Asset Manager partner to deliver the strategic partnership mutual benefits
- Develop mutually defined and agreed qualitative and quantitative goals with the Asset Manager partners
- Assess progress towards the mutual agreed goals
- Conduct Asset Manager partner reviews on a regular and systematic basis
- Conduct parallel internal reviews on Asset Manager relationships in aggregate and reassess/re-underwrite relationship tiering at least once annually
- Coverage of Asset Manager partners – this role will have direct accountability for managing a set of Manager relationships
- Team buildout and management – work closely with the Head of Asset Manager Relationships to staff and assign functional and Asset Manager-specific responsibility across the team. Work with the Head of Asset Manager Relationships to make smart, efficient resourcing and partner coverage decisions. Establish a set of individual- and team-level success metrics and oversee regular progress reporting.
- Business intelligence – determine industry benchmarking against key commercial metrics such as platform and sponsorship fees, assets raised, methods for deepening manager engagement, level of access granted to Citi Wealth front-line staff (e.g., bankers, investment counselors) and deliver key findings to Wealth leadership.
- Client intelligence – identify relevant industry trends in delivery of asset management product to the Wealth channel; deliver insights and recommendations on those that Citi is well positioned to implement, and work with internal and external partners to execute.
- Solutions development — help identify new ways to work with Asset Manager partners to deliver investment products/solutions through the Citi Wealth ecosystem and partner with Citi Wealth leaders to design targeted sales campaigns and new product solutions based on industry/client intelligence to maximize commercial impact.
- Partnerships in Alternatives / Private Markets – provide perspectives and coordination with iCapital as may be required in delivering private markets products and marketing them to Wealth clients.
- Events – Support conference planning and other Asset Manager- and/or Citi-hosted events and evaluation of prospective event requests.
- Citi Academy – help coordinate manager participation, funding, content / thought leadership delivery to Citi financial advisors and bankers.
In the fulfilment of the role, the new hire will:
- Work effectively with Citi Wealth Business, Regional, Investment, and Executive leaders as well as with stakeholders across the wider bank such as Banking, Markets, Services, to successfully deliver on the key functions above and receive their feedback for future development.
- Work closely with other senior leaders to help ensure Citi Wealth’s key priorities and execution around external Asset Manager partners are aligned with the key leadership around the firm.
- Develop a strong network across Citi through intentional engagement and regular communication with peers across other business lines
- In general, support the Head of Asset Manager Relationships in execution of strategic priorities especially the key initiatives that have been identified in the pursuit of Wealth’s vision and mission.
Skills/ Qualifications: The successful candidate will benefit from having:
- Bachelor’s Degree, Masters or CFA a plus but not required.
- Relevant licences
- Greater than 15 years’ work experience
- Experience having led business development, sales teams, or strategic client programs before
- Deep understanding of the asset management industry including public and private market asset classes
- Proven experience working with high performing teams.
- Proven ability to work well horizontally and vertically.
- Ability to lead by influence as well as directly.
- Experience working in a complex and matrixed team.
- Willingness and inclination to lead and work well with team.
- Strong organizational skills
- Self-motivated as well as ability to motivate others.
- Creativity and willingness to innovate.
- Ability to work under time pressures both individually and as a team member
- Experience in providing a high level of service to key clients both reactively and proactively.
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Job Family Group:
Institutional Sales
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Job Family:
Investor Sales
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Time Type:
Full time
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Most Relevant Skills
Please see the requirements listed above.
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Other Relevant Skills
For complementary skills, please see above and/or contact the recruiter.
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