Job Purpose Mandate:
Advise Priority Clients approaching Bank with complex individual needs
Engage Affluent and hidden affluent in advisory conversations with analytics support and collaboration with Wealth Specialists
Acquire and activate new Affluent/potential Affluent client referred to from ETB clients or directly to Priority Banker/Team
Prepare and educate clients to interact via digital platforms
Key Responsibilities
Engaging and deepening activities
Methodically Engage (remote):
Have complete knowledge of the clients in terms of the profile & assets
Create analytics-backed next best conversation
Needs/Achor Products
Individual banking products (PL, CASA etc), Wealth Products
Meet & deep sell (remote & in person):
Develop a comprehensive Account Plan for at least 20% of client base
Meet in person to meet advisory needs (once a month/quarter)
Connect client with specialists
Set up products
Conduct/connect for periodic CDD reviews
Conduct fulfillment & activate
Services (remote):
Refer most servicing activities to Client Service Officers/Managers
As needed by clients
Acquiring on referrals: Connect & prepare (remote)
Connect & start up referred leads (including Business Client owners, CC and CIC C-level executives with more advanced needs)
Explain proposition & requirements in full
Needs/anchor products: PL, CASA, Wealth Products
Meet, deep sell & train (in person)
Meet, listen and determine further needs
Set up anchor products & initiate cross-sell
Conduct/connect for CDD
Educate and conduct initial set up for online, ATMs, Client Centre
Conduct fulfillment & activate
Key Stakeholders:
Priority Wealth Specialists
Client Service Manager, Affluent
CDD team
Branch Manager
Skill Requirements
Product broadening
Enhanced multi-product Priority knowledge
Market and competition knowledge
Client Engagement:
Presentation and soft skills tailored to engaging Affluent Clients
Internal stakeholder engagement skills
Closing deals
Ability to drive and manage client interaction
Communication and presentation skills
Negotiation and objection handling
Client training on digital solutions
Journey Completion:
Discipline and time management to handle a client portfolio
Ability to solve problems and close issues without handing over
Strong analytical ability
Understanding of Priority CDD principles
AML/CDD CLAUSE Ensure all reasonable steps are taken to verify the identify customers.
Retain adequate records of identification, account opening and transactions
Make prompt reports of suspicious transactions (STR) and suspicious activities (SAR) using the right internal channels
Maintain raised awareness of Anti-Money Laundering prevention by training all staff /attending training sessions, through eLearning or any material updates provided by the Bank
Source of Leads:
Sales force generated (RM personal contacts) – Family of clients in particular
Affluent senior executives of employers (primarily BC/CC/CIC)
Affluent senior executives of employers in EB
Associated Client Journeys:
Acquiring from individual client referrals
Actively engaging during the first 3 months
Supporting the client on any client-initiated needs
Proactively reaching out to client for advice discussions
Delivering on transactions, service requests, mobile/online training
Proactively engaging with the “Hidden Affluent”
Updating CDD
Managing Client’s credit situation
Migrating newly Affluent
Target Clients:
Priority ETB Clients
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