Client Acquisitions

2 weeks ago

Jersey City, United States Royal Bank of Canada Full time

**Job Summary**

**What is the Opportunity?**

The Head of RBC Clear Financial Institution Group (FIG) Sales will be responsible for leading the NBFI Sales Strategy across the RBC Clear Line of Business. This role will need to work with the RBC Clear Solutions team and be a liaison to the RBC Clear Product Management team. This position will include driving pipeline management, creating FIG Sales initiatives, and presenting new ideas to clients as the products are ready for Go to Market.

**What will you do?**
- Represent needs of RBC Clear customers, lead the changes aligned with the continued digital disruption.
- Lead commercialization of ideas to drive client adoption of RBC Clear products and services. Collaborate with Revenue Management team to deliver Revenue targets per portfolio and profitability targets per client.
- Drive and lead total relationship profitability approach focused on client profitability to grow market share and revenues.
- Create solutions and drive transformation in emerging payment and technology trends, understanding emerging competition and opportunities for partnership.
- Recognize attractive client acquisition opportunities and cultivate new client relationships to drive business growth and achieve deposit targets, through proactive outreach, networking, and targeted marketing initiatives.
- Develop client acquisition strategy, roadmap, and implementation of client-focused approach to provide tactical, strategic, and effective recommendations.
- Collaborate with internal functional partners to ensure client pain points, and opinions are received.

**People Leadership & Collaboration**
- Select, build, and lead a high performing NBFI Sales team, leveraging individual capabilities and strengths.
- Select, build and lead a high performing NBFI Sales Associate Team that focuses on career path development.
- Provides coaching, mentoring and professional development that further embeds the right culture, values, and leadership behaviors.
- Works with team members to establish goals, drive performance management, support career development and reward strong performance.
- Maintains effective relationships and routines with business leaders and program/initiative teams.
- Build a NBFI Sales Goals (Deposits and Fee Business), an effective Incentive Compensation Plan and a CRM tracking tool for NBFI Sales Opportunities.

**What do you need to succeed?**
- Demonstrates intimate abilities and/or a proven record of success in working collaboratively and independently to address client needs.
- Demonstrates intimate abilities and/or a proven record of success leading large teams through NBFI Sales opportunities: (Pre-Sales, Sales Opportunity Identification, Closing of Opportunities and working with partners for an effective implementation).
- In depth knowledge of the following is preferred:

- Deposit knowledge - Rates/Terms/Investment Ladders
- Money movement capabilities for High Value, Low Value and Instant Payments
- Global clearing and market infrastructures
- Transaction life cycles of payment products and solutions (e.g., wires, ACH, check, money transfer, and card solutions)
- Ability to work with the Corporate Banking Team. Industries of focus include Tech, Retailer, CRE, Diversified Industries etc.
- Data and payment systems interactions including IT tools and technology.
- Documentation and the identification of key controls within payment transaction lifecycles.
- Ability to lead delivery of significant business results that utilizes strategic and creative thinking, problem solving, individual initiative.
- Experience leading and delivering projects including bringing together the right perspectives, identifying roadblocks, and integrating feedback from clients and team members.
- Experience managing delivery from project scoping to conclusion, while consistently keeping the client’s goals in mind.
- Ability to oversee product launch and marketing activities.
- Experience leading teams to collectively drive client experiences aligned to an overarching business strategy and competitive environment.
- Expertise in business banking and advisor led businesses.
- Ability to set aspirational goals and articulate in the context of a business strategy.
- Ability to translate business objectives into data and research requirements.

**What’s in it for you?**

We thrive on the challenge to be our best, progressive thinking to keep growing, and working together to deliver trusted advice to help our clients thrive and communities prosper. We care about each other, reaching our potential, making a difference to our communities, and achieving success that is mutual.
- A comprehensive Total Rewards Program including bonuses and flexible benefits, competitive compensation, commissions, and stock where applicable.
- Leaders who support your development through coaching and managing opportunities
- Ability to make a difference and lasting impact.
- Work in a dynamic, collaborative, progre

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