Client Services Director

Opera; Guernsey (WY); On-site; USD 140,000 - 210,000; Full time

Job summary

Opera is seeking a Director of Fiduciary Services to lead client portfolios, drive new business development, and deepen relationships under the Client Services Agreement. The role focuses on expanding the client base and enhancing service delivery to high‑value clients.

You will oversee day-to-day administration, ensure AML/compliance, and guide the team while aligning with the Board on strategic direction. Strong leadership and regulatory expertise are essential.

Qualifications

• Minimum 8 years post-qualifying experience in the fiduciary sector or at least 10 years industry experience.
• Holds a professional fiduciary qualification such as STEP or ICSA.
• Excellent understanding of fiduciary services and regulatory frameworks.

Responsibilities

• Oversee day-to-day management and administration of a portfolio of client entities.
• Provide fiduciary support in non-engagement cases as needed.
• Drive business development strategies and build client/intermediary relationships.
• Ensure AML/compliance regulations are met and regulatory requirements are followed.
• Manage invoicing, debt management, and achievement of financial targets.
• Support and mentor staff, contributing to training and development.

Skills

Leadership

Client relations

Strategic planning

Communication

Problem solving

Team management

Education

Professional fiduciary qualification (STEP/ICSA)

Job description

The job holder will act as a client Director on specific client cases providing advisory and fiduciary services in accordance with the relevant Client Services Agreement and the various laws and regulations. This Director will have a focus on new business development and creating new and enhancing existing client relationships.

KEY RESPONSIBILITES

• Supported by the Administration teams, proactively oversee the day to day management and administration of a portfolio of client entities
• Providing supporting fiduciary functions (four eyes principles) to non-engagement cases where necessary
• Ensuring that financial targets in terms of chargeable hours, recovery rates and debtors are met, both personally and at team level
• Maintaining and building good relationships with clients and intermediaries through quality service and participating in industry-relevant events. This includes promoting this ethos within the wider team
• Sharing historic client knowledge with employees, ensuring they are in the best shape to management all client relationships
• Proactive invoicing of fees and debt management
• Ensuring administration procedures are followed/implemented in accordance with the Procedures Manual
• Attendance at Management and Risk Committee meetings as requested
• Assisting with employee development/mentoring, performance management and contributing to their technical and practical training requirements
• Helping to foster good relations between leadership and employees by demonstrating an open communication ethos
• Maintaining awareness of all Group and local staff policies and procedures, and demonstrating professional standards at all times
• Ensuring that all AML and compliance regulations are complied with to the extent required by your role
• In partnership with the Commercial Office and Marketing, drive business development strategies where applicable. Developing regular contact with prospective clients and intermediaries to promote and capitalise on business opportunities
• Ensuring that the client portfolio is properly maintained and developed, with clients being met (either virtually or in person) on a regular basis
• Working closely with the Board of Directors, in particular the Deputy Managing Director, on the strategic direction of the administration function of the business
• Identifying potential acquisition targets
• In all aspects of your role, display and adhere to HFL's Values

Line Management Responsibilities

• Guide, support, encourage and develop team in line with the People Management Framework

General Responsibilities

• To complete and input time in the time billing system on a daily basis
• Any other duties/projects as may be required from time to time in accordance with the demands of the role

KEY COMPETENCIES & SKILLS

• Holds a relevant professional qualification e.g. STEP, ICSA
• Minimum 8 years post qualifying experience in the fiduciary sector or at least 10 years industry experience
• Excellent understanding of fiduciary services business including detailed knowledge of the regulatory framework
• Ability to work under pressure and prioritise workloads
• Positive attitude with problem solving ability - we don't have problems, only solutions!
• Proven leadership qualities
• Proactive and an execution mindset
• Strong management skills and a proven track record in successfully managing a team