Head of Uhnw Sales

Private Client Director, Family Offices The role sells Reborne memberships to families, through the family office, the principal or the principal's chief of staff, across the Gulf, Europe and the United States. It is a personal sale to a small number of buyers, each worth a great deal, and it is won on relationships and discretion rather than on volume. The buyer is the principal of a family, the CEO or chief of staff of a single or multi-family office, or the trusted adviser who arranges the family's private affairs. They buy memberships for themselves, for spouses and children, and for elderly parents, and they expect to deal with one senior person throughout. What the person does:

• Builds and works a personal book of family offices and their advisers in the assigned territory, starting with their own existing relationships.
• Introduces Reborne, arranges the visit to Queen Anne Street or the meeting with the family, and brings the Head of Memberships in for the clinical conversation.
• Negotiates and closes family memberships and the add-on programmes, and stays the family's commercial point of contact through renewal.
• Represents Reborne at family office events and with the private banks, lawyers, property advisers and aviation and yacht brokers who serve the same families. Who they are:
• Eight or more years selling to principals: private banking or wealth management relationship management, multi-family office client service, private aviation or yacht brokerage, top-end residential agency, art advisory or private client sales in a luxury house.
• An existing network of families or their advisers in at least one of the target territories, and the standing to be received by them.
• Comfortable with a long sale, a high price and a small number of transactions a year.
• Languages relevant to the territory are an advantage; Arabic for the Gulf seat.
• Terms: base £90,000 to £110,000, higher for a candidate with a demonstrable book; commission on first-year membership value and a trailing payment on renewals; travel to the territory expected.