Head of Financial Institutions Group (FIG)

Position Title

Head of Financial Institutions Group (FIG)

Location

New York, NY 10018

Job Summary

A Senior Director – Head of Financial Institutions Group (FIG) will oversee and direct the specialty banking activities of the team. This role requires a deep understanding across the Financial Institution industry, sectors, and the specific needs of clients to position the team as advisors, capital providers, and strategic partners, in close coordination with capital markets, treasury management, and investment management teams. Responsible for the management of a team who focuses on new business development, portfolio management, credit quality and overall relationship management of their assigned portfolio of customers, which may include clients in private equity, private credit, asset managers, broker deals, hedge funds, banks, insurance companies, and other specialty finance businesses. Ensures the generation of revenue by cultivating account relationships and ensuring strong credit quality thresholds are met. Responds to escalated, complex or challenging relationships/transactions.
The preferred onsite location for this role is at one of our following office locations: Beverly Hills, CA, San Francisco, CA, Charlotte, NC or Manhattan, NY.

Job Responsibilities:

• Relationship Management/Revenue Generation:  Infuses the team’s network of clients and centers of influence with fresh prospects at any time in order to expand opportunities.  Serves as an escalation point for any and all client relationships, addressing any issues and removing obstacles to ensure a smooth and beneficial transaction.  Personally, manages client relationships as needed or deemed necessary. Assists team with generating revenue, deposit gathering and fee production.  Works with product partners on cross-sell efforts to deepen relationships and improve profitability. 

• Management of the Team: Monitors and coaches performance of team members, including division heads, relationship managers, and analysts, ensuring that relationships are created and maintained, taking appropriate action to ensure goals are achieved (including sourcing deals personally if needed).  Takes corrective actions if goals are not being achieved and leverages expertise and knowledge to develop an outstanding team. Attracts, develops and coaches a successful sales team.  Responsible for hiring, training, development, and handling of salary administration, performance reviews, and employee relations issues. 

• Strategic Planning: Partners with Banking management to create a strategic plan for the Financial Institutions Group. Establishes key performance indicators (KPIs) and metrics to measure success.  Creates action plans to ensure the achievement of the plan including setting and tracking individualized goals for each team member in regards to production and revenue, and forecasting results for management based on existing pipelines.  Monitors industry trends, market dynamics and competitive landscape to identify opportunities for growth. Collaborates with product teams to develop and enhance specialty banking products and services to meet the evolving needs of clients. 

• Credit Quality: Ensures the team proactively monitors the credit quality of their portfolios through timely financial statement gathering, monitoring client’s compliance with ongoing required reporting and properly analyzing financial information.  Partners with the credit team to recommend and take appropriate corrective actions as needed. 
• Responsible for talent management functions including; employment, performance evaluations, staff development/training, disciplinary actions, succession planning and ensuring all staff comply with compliance requirements.

ADDITIONAL ACCOUNTABILITIES

• Performs special projects, and additional duties and responsibilities as required.
• Consistently adheres to regulatory and compliance policies and standards linked to the job as listed and complete required compliance trainings. Accountable to maintain compliance with applicable federal, state and local laws and regulations.

Required Qualifications:

• Education level required: ​Undergraduate Degree (4 years or equivalent)​   
• Minimum experience required: ​15+ Years​ in Investment Banking, Corporate Banking, Commercial Banking, or Capital Markets. 
• Specialized senior level client relationships and credit / industry expertise specific to FIG-related sectors  

Preferred Qualifications:

• Education level preferred: ​Master's Degree (or Postgraduate equivalent)​  
• Prior FIG or FIG-related leadership experience

Job Competencies:

• Strong relationship management and business development/sales skills. 
• Knowledge of regulatory compliance requirements.
• Knowledge of capital markets solutions.    
• Knowledge of financial analysis; credit analysis skills.  
• Strong negotiation skills. 
• Ability to stay abreast of industry trends, as well as legislation and regulations that impact the business. 
• Excellent interpersonal and verbal and written communication skills. 
• Excellent customer service and community relations skills.  
• Demonstrates a strong ability to build and maintain effective relationships with stakeholders by communicating clearly, engaging in proactive collaboration, and leveraging cross functional insights. Aligns relationship building efforts with enterprise goals to accelerate performance and drive strategic results. 
• Builds trusted client relationships, whether internal or external, by identifying needs and delivering tailored solutions to enhance the overall client experience. 
• Fosters or supports a positive work culture and productive work environment, displaying importance of effective relationships with customers and stakeholders. 
• Travel up to 50% of time. 
• Physical demands (ADA): ​The job requires a moderate degree of physical exertion and stamina such as standing, sitting, walking, driving or infrequent lifting.​ 

Pay Range

$260,864.25 - $403,134.00

Qualified applicants with arrest or conviction records will be considered for employment in accordance with the California Fair Chance Act, the Los Angeles County Fair Chance Ordinance, the City of Los Angeles Fair Chance Initiative for Hiring Ordinance, and the San Francisco Fair Chance Ordinance, as appliable.