The Channels

Regulated Sales Channel

This channel receives leads from our ‘sister’ sales force based in the Halifax/Bank of Scotland Retail branch network. Their Personal Financial Advisers (PFAs) conduct a similar role to that of the Client Manager, however, they are positioned to offer advice to those customers who are seeking a ‘transactional’ service and therefore operate on a high volume basis. Whilst PFAs sell from the same product range, they are not authorised to the same level as a Client Manager, and clearly defined guidelines exist to determine when clients are referred to BoSIS.

Client Managers in this channel will be focused on building relationships with the PFAs, as well as other Branch and Sales Support colleagues, while working to gain referrals from existing clients. Selling across the full range of products, they’ll provide top quality holistic planning advice – whilst maintaining their own client bank, maximising potential, ensuring productive relationships, and delivering the highest standards of service.

To succeed in this channel, Client Managers need to be skilled communicators who understand and respond with pace to the demands of the most successful sales force in the industry. Industry experience is therefore essential.

Bank of Scotland Relationship Channel

Within this channel there are two distinct groups of Client Managers; those who deal exclusively with leads from Private Banking and those who deal only with leads from Corporate Banking. Client Managers here will be focused on building relationships with their lead provider as well as building a client bank to sustain a future flow of business.

As with all the Client Manager roles, the main aim is to deliver quality sales and achieve productivity targets. Client Managers sell across the full range of products, whilst providing top quality holistic planning advice. They take ownership of their own client bank, maximising potential, ensuring productive relationships, and maintaining the highest standards of service.

To succeed in this channel, Client Managers need to be commercially astute, exude confidence and demonstrate strong negotiation and communication skills. They must be confident when dealing with some of the Group's most valuable clients – so a financial services background (whether gained in banking, accountancy or ‘life and pensions’) is essential.

Portfolio Management Channel

Unlike the previous two channels, this channel does not receive personally referred introductions. Client Managers still have privileged access to extensive client resources and are expected to use their creative and entrepreneurial skills to generate additional business.

On a daily basis, this role demands the delivery of quality sales and the achievement of productivity targets. Client Managers sell across the full range of products, consistently providing top quality holistic planning advice. They take ownership of their own client bank, maximising potential, ensuring productive relationships, and maintaining the highest standards of service.

To succeed in this channel, Client Managers need to be confident self-starters who have an inner drive to seek out and maximise business opportunities. They must also demonstrate an entrepreneurial approach and an appetite for building long-term relationships with their clients. Industry experience is preferred but not essential.