Business case
Wealth Investment Advisor
Financial Services
SCENARIO
A leading global bank with a strong presence in Europe appointed Rochester for the hiring of a new Senior Investment Advisor for the Wealth Management division, one of the core businesses of the bank.
The Investment Advisory function was a hub dedicated to generating new investment proposals for key private clients (HNI/UHNI) within an open architecture framework and combining the firm’s global view with local investment themes and tailored solutions.
Within the Investment Advisory team in Italy, this new Senior Banker would have focused on investment recommendations and solutions across all Alternative Products asset classes.
CHALLENGE
The challenge was to identify and engage a Senior Banker capable of developing a clear proposition for clients in the Alternative Products space, leveraging the full capability of the bank, to add value through tailored solutions.
A broad knowledge of the different products asset classes, combined with an advisory mindset and the ability to act in partnership with client Bankers to generate revenue, were mandatory requirements for this mandate.
An additional complexity comes from the need to focus on sophisticated profiles used to dealing with international and complex organisations, and demonstrating strong influencing skills and the ability to proactively support demanding bankers.
The approach would have been to anticipate needs and be able to leverage product specialists and platforms where appropriate and across all banking functions, both locally and internationally.
STRATEGY
The research focused on multi-asset class Discretionary Portfolio Managers and/or Investment Managers from leading financial institutions, in Italy and abroad, with specific knowledge of Alternative Products (Hedge and Fund Solutions, Structured Products, Listed Products, etc.).
On the soft skills side, we look for strong sales skills, emotional intelligence – to bring a sense of urgency within a positive team playing approach, and the ability to build trust in particular.
The ability to work in a high demanding, dynamic and solution orientated environment with an international reach was an additional mandatory requirement.
Given the complexity of the project, both in terms of technical skills and sophisticated professional style, strong emphasis was placed on qualified references and sources from our long-established financial services network.
RESULTS
Within a consistent but narrow long list, a candidate was immediately identified and highly rated by the client, on whom it was decided to focus immediately.
A very close partnership with the client combined with a timely and structured approach in managing mutual feedback during the offer negotiation phase resulted in a successful hiring despite another offer the candidate had received abroad in the meantime from a Top Tier Global Asset Manager.