Sector Lead – Family-Owned Businesses

Role/Person Specification

Qualification

• Bachelor’s degree in Business, Finance, Economics, or related field. MBA or relevant postgraduate qualification preferred.
  

Experience

• 8–10+ years in business/commercial/corporate banking with experience in relationship management, credit risk, and segment strategy. Experience working with family-owned or SME clients is highly desirable.
  

Knowledge and Skills

• Credit risk management and deal structuring
  
• Business development and portfolio growth
  
• Understanding of family business governance and succession planning
  
• Strategic thinking and client value proposition development
  
• Strong interpersonal and stakeholder management skills
  

Business Development, Segment Strategy & Growth – 30%

• Responsible for driving sustainable financial growth by forging strong relationships with clients, identifying new business opportunities with clients across the various sectors withing business Banking
  
• Develop and execute a market-leading strategy for the Family-Owned Businesses segment aligned to Business Banking goals.
  
• Identify and size market opportunities, define growth levers, and lead go-to-market initiatives.
  
• Collaborate with product, marketing, and analytics teams to shape segment-specific offerings.
  

Client Relationship Management – 25%

• Build and manage strategic relationships with high-value family-owned business clients.
  
• Deliver bespoke financial and advisory solutions that address both business and generational needs.
  
• Act as a senior relationship sponsor for key clients, ensuring exceptional service and retention.
  

Portfolio & Risk Management – 15%

• Monitor and manage the credit quality of the segment’s portfolio, ensuring NPLs remain within acceptable thresholds.
  
• Lead proactive portfolio reviews and early warning interventions.
  
• Partner with Credit and Risk teams to ensure sound deal structuring and risk-adjusted returns.
  

Team Leadership & Collaboration – 10%

• Lead, coach, and develop a team of Relationship Managers and Sector Analysts to deliver on segment objectives.
  
• Foster cross-functional collaboration with product, credit, operations, and digital teams.
  
• Drive a high-performance culture with clear KPIs and accountability.
  

Performance Monitoring & Reporting

• Track and report on segment KPIs including financial performance, client satisfaction, and retention.
  
• Use data and insights to refine strategy and drive continuous improvement.
  
• Present regular updates to senior leadership on progress and opportunities
  

Digital Adoption & Innovation – 5%

• Champion the adoption of digital tools and platforms to enhance client experience and operational efficiency.
  
• Identify and implement digital solutions tailored to the needs of family-owned businesses.
  
• Collaborate with Digital and Technology teams to pilot and scale innovations.
  

Risk, Governance & Compliance – 5%

• Ensure full compliance with regulatory, operational, and internal governance standards.
  
• Embed a strong risk culture within the team, with clear ownership of compliance responsibilities.
  
• Lead periodic audits, reviews, and training to uphold the highest standards.