FIM Business Developer

Purpose of the Job

Puilaetco - A Quintet Private Bank is a leading private bank in the wealth management sector; we are committed to our clients and their families, and pride ourselves on our personalised service based on a deep understanding of what clients want to achieve. Compared to others, we are small (<2,000 employees across 50 European and UK locations) with an ambition to stay true to our purpose to be the most trusted fiduciary of family wealth.
When you join Quintet you are joining a company that values diversity of background, equal access to opportunities, career development, collaboration and inclusiveness. We want our employees to feel proud of being part of a company that is committed to do the right thing. You will have the opportunity to grow your career while developing personally and professionally through various resources and programmes.

The successful candidate will work as part of the local FIM & AS team and focus on book growth and profitability and development of the life insurance business with a solid reporting line to the Head of FIM Belgium.
 

Key Accountabilities

General/ Growth

• Manage NNM prospect pipeline closely/ drive SoW: Identify prospects and manage NNM pipeline incl. regular update to LM
• Develop long-term client relationship with FIMs/ AMs, understand client’s business model and strategy (annual update) and act as a strategic partner and advisor for the FIMs/ AMs
• Execute on defined strategy (incl. FIM & AS go-to-market approach) and action plans for growth sales and pricing in line with overall business plan; ensure proper matching of coverage model at the right pricing-level; track progress and review regularly
• Act as driver for profitability through pricing negotiations and annual reviews of relationships; have follow-up discussions, action plans and potentially re-negotiation of pricing for clients with low profitability
• Jointly with team members ensure a timely and high-quality process of new openings (e.g. initial Due Diligence, x-border issues) and support new onboardings of complex cases
• Leverage services and solutions of the entire group and pro-actively leverage Asset Service and multi-shoring services
• Maintain and expand internal and external network to further develop business 
• Create marketing initiatives to attract new clients and support the business
• Act as the Puilaetco single point of contact for wealth insurance matters and liaise with the relevant teams at Quintet level
• Provide technical training on insurance matters to the relevant local stakeholders
• Act as a deputy of the Head of FIM Belgium for team management and local organization

Market

• Drive market intelligence: Analyze competitor landscape in lead market and know their offering, pricing, market coverage, etc.
• Evaluate market systematically and act as catalyst in acquisition process
• Have a solid understanding of and comply with the legal and fiscal framework for insurance distri-bution in the local market

Risk

• Know all regulations, policies and guidelines for lead and covered markets
• Ensure onboarding and relationship management meets Quintet quality and risk standards, and contribute to effective risk culture; meet all deadlines
• Pro-actively flag potential risks that have been identified
• Maximize FIM retention where clients at risk

People

• Actively collaborate with team members and share information and best practice on a regular base
• Foster relationship with other areas within the group with focus on Stakeholders also servicing FIMs/ AMs and Insurance Companies (e.g. GPS, Risk, Compliance, FIM & AS colleagues)
• Live the Quintet Values

Knowledge and Experience

• Thorough knowledge of the markets for External Asset Managers (FIMs)/ Asset Managers / Insurance Brokerage and Financial Industry
• Min. 10 years of relevant professional experience in a FIM/ AS environment
• Extensive Business Development/ Sales experience
• Master University degree, preferably in Finance/Business Administration or similar

Attributes and Qualities

• Drive, engagement, and commercial orientation
• Client oriented, able to listen, identify client needs, and to build long term relationships
• Excellent negotiator and persuasive
• Team player and able to build an internal network
• Persistent and reliable, willing to take on ownership and responsibilities

Technical Skills

• Basic knowledge of MS Office
• Relevant Certificates in case required

Languages Skills

• Fluent in (FR & NL) and English
• Working knowledge of other relevant languages as an advantage