Senior Sales Manager - Distribution & Structuring (M/F)

Founded in 1856, Banque Internationale à Luxembourg is the oldest multi-business bank in the Grand Duchy. From its foundation, the BIL has always played an active role in the development of the Luxembourg economy. It currently operates in retail, private and corporate banking, as well as on major capital markets. Employing more than 2 000 people, BIL is present in the financial hotspots that are Luxembourg, Switzerland, and China.
As a major player in Luxembourg's finance industry and as a signatory of the UN Principles of Responsible Banking, BIL is committed to handing over a responsible and sustainable bank to future generations.

Your next challenge:

You will have a key role towards the internal and external clients of Distribution and Structuring. The job holder will act as a commercial contact for structured products and will provide product ideas and solutions, proactive analysis and advice, pricings, information and support regarding structured products, derivatives and other financial instruments to both internal and external clients. Creating and maintaining products and solutions in which the long-term focus on customer needs is the starting point. He or she encourages an approach that places the customer at a central stage, with an eye for the desired investment/product yield.

The job holder also has a strong awareness on regulatory, compliance and risk relating to structured products and the appropriate control functions, as well as an appreciation of such measures on both the Bank and the Client.

The Structured Products team is the owner of the structuring, distribution, trading of back to backs, execution and counterparty risk monitoring for the entire Bank and its business lines. Private Bank, Corporate and Institutional Bank and Retail network. The overall competence as such is centralized for the entire Bank within this department.

The job holder supports both internal and external clients, with the creation and commercialisation of new and existing payoffs, variations of or full-fledged hybrid solutions, product development, idea generation, pricing and execution of structured products, as well as being a proactive member of investment and advisory committee and assisting with product approvals, product management, processes and policies and standards, in addition to marketing, communication, education and project management. He or she will have to operate in an international environment and will work intensely with Wealth Management, Corporate & Institutional Banking and Retail to examine the needs of the respective clients in order to meet these needs when developing and constructing products & solutions.

The main purpose of the role is to act as an expert and key commercial contact for new structured products, providing support with pricing and idea generation for the various clients serviced by the department and presenting our capabilities to external clients and assisting in internal client meetings when required. The job holder will also lead dedicated structured product investment committees with relationship managers and advisors from across the different departments and locations of the bank.

The solutions in structured products offered by the bank cover a wide range of payoffs and issuance formats, such as autocallables, floating rate notes, reverse convertibles, credit linked note and delta one certificates, as well as warrants, Structured Deposits and Islamic finance structures. These products may be linked to underlyings from various asset classes, including equities, rates, funds, commodities, FX and / or credit. ESG underlyings and solutions are also possible. The facilitation of creating more effective and efficient ways for the current investment idea generation and commercialisation process, from investment idea selection, pricing, marketing and documentation is also an integral part of the job.

Next to supporting the internal network, with defined KPIs (number of client meetings, placement volume, idea generation and administrative tasks), the role entails external distribution of the products in scope.
The job is well suited to a dedicated professional, with strengths in commercialization of investment ideas & products, analytical, risk awareness and programming skills, with highly complex investment products including due diligence responsibilities and very strong affinity for investment advisory and discretionary portfolio management.

• Product Commercialisation
  Has the responsibility for all products in scope to generate investment ideas, pricings and solutions from broad campaigns to play current market themes, or tailormade solutions to suit the dedicated investment needs and objectives of a particular client. They are responsible to structure product ideas in line with client`s objectives, investment policy of the Bank or short term opportunities in favour of the customer.
  
  
• Processes
  Delivers dedicated results, to the agreed commercial and process KPI's, such as support of Relationship Managers and their clients, external distribution, creating more efficient and effective processes, and supports life-cycle management of outstanding products, issuance of new ones and documentation (both regulatory and marketing).
  
  
• Stakeholder Management and Committee Participations.
  In the central stage of fulfilling the job, very active and strong stakeholder management is required, especially with the internal client owners (ie relationship managers, advisors, business developers etc.), as well as external counterparties and clients to which BIL products are offered, in addition to internal supporting units such as Legal, Back Office, Risk, Compliance etc. Working together in a team spirited approach is a must and considered an effective manner to fulfil the set KPIs. Also, the job holder will contribute and / or lead to the different investment committees (Advisory Committee and BIL Structured Products Committee), as well as the product approval committee (New Products Committee) or other internal committees. Actively contributing or leading these committees is a crucial part of succeeding in this position.
  
  
• Risk and Compliance
  Given the nature and type of products, the risks (reputational and client risk) are naturally considered of the utmost importance. Supports the internal client base, external counterparties and distribution partners by operating an overview of legal and compliance issues regarding solutions and associated requirements like marketing restrictions and regulation. Advises on duty of care related questions (e.g. should we pro-actively inform, advise clients on risk issues developing, how will the reporting be done, creation of reporting). Advises on regulatory alignment together with Tax, Legal and Compliance. Provides risk analyses on product development proposals and makes recommendations to the Head of Distribution & Structuring as to conditions or restructuring of investment product(s) or service(s) when relevant.
  
  
• Training/Project Management
  In coordination with the overall department Financial Markets, supports and contributes to product training programs to further build the know-how of advisors, private bankers, in particular in the area of Structured Products solutions.
  Trains and follows-up the international network, members of different projects (targets, milestones, and deliverables) and staff working on products and solutions.

Your skills:

• At least 6 years of experience in a commercial derivatives or structured products related role, which may include sales, pricing, structuring, investment management, marketing or equivalent);
  
• Master degree in Finance, Economics, Mathematics or another quantitative based subject;
  
• Experience in Investment Banking, Asset Management and / or Private Banking;
  
• Demonstrated experience of creating and presenting structured investment ideas to clients;
  
• Demonstrated knowledge of structured products documentation, regulation and marketing material.
  
• A team player with high level of Commercial skills, a strong knowledge and understanding of Derivatives and Structured Solutions, as well as Problem Solving abilities;
  
• Result oriented and team spirited, with a strong awareness of ethics, compliance and regulations;
  
• A strong communicator, with a high commercial awareness and the ability to bring over the message to the internal and external client base, as well as within the supporting units of the organization;
  
• Highly skilled at generating, marketing and presenting complex investment ideas and solutions to a wide range of audiences, from well experienced institutional and professional investors to retail investors who are less familiar with such products;
  
• Able to determine the most suitable structured investment products in different market circumstances to meet a clients specific investment needs and objectives;
  
• Fluent in English.
  

BIL offers a broad range of challenging projects and a huge choice of career paths .We will assist you in finding the one that best meets your skills and expectations. Your personal development is our priority and we greatly encourage you to dive into different business areas for the broadest possible experience.
BIL is firmly of the opinion that diversity & inclusion contribute towards increasing the collective performance of the Bank. We are committed to creating a culture of inclusion that encourages individual development with equal opportunities for all.

NB: The selected candidate will be asked to provide an extract from the criminal record (no.3) as evidence of integrity and justified with regard to the specific needs of the position to be filled. Other documents will be collected, to the extent legally permitted, to perform background checks.