Brian Ness Email and Phone Number

Global Business Payments - Deposit Sales

Central point of contact to serve the unique and complex needs of HNW clients. Identified potential prospects and cultivated strong relationships. Built and implemented a new FX (foreign exchange) platform for the Atlantic Trust High Net Worth client base; cross-sold into other CIBC acquisitions. Provided ongoing client coverage for Corporate, Real Money, and Hedge Fund clients. Increased the FX option hit rate by 100% and doubled trade flow over a 1-year period by proactively driving trader interaction with clients, and covering clients through daily market updates, trade ideas, and research.  Created a platform to deliver conversion foreign exchange to the Atlantic Trust HNW client base by identifying specific client needs, and gaining internal and external stakeholder buy-in. Identifying FX opportunities and cultivated productive relationships with Atlantic Trust Relationship Managers.

• Implemented business development strategy with Custody RM’s and Client Service Managers resulting in increased client satisfaction and client retention.• Managed all aspects of the custody fx relationship, including ongoing client service and client queries• Implemented trading solutions for existing custody clients• Developed and conducted presentations to both existing clients (i.e., Boeing, Central Bank of Chile) as well as custody fx prospects• Responsible for all RFP responses for custody fx• Marketed JPM Custody FX platform to custody fx prospects

Lead a strategic business development team through the launch of a new 3rd party FX business. Managed a separate team responsible for trade execution, sales, and marketing. Constructed a substantial pipeline for new business including broker-dealers, registered investment advisors, and family offices. Grew FX market share by mining internal relationships and building external partnerships prior to the divestiture of Smith Barney.

Managed a 5-person FX trading desk that that achieved consistent annual revenue growth from 10% to 15%. Oversaw total revenues ranging from $20 to $40M servicing institutional and ultra-high net worth clients. Provided a full range of OTC FX products and services including spot, forwards, options, NDFs, E-commerce, and online platforms. Instituted a new cross-sell strategy to middle market institutional fixed income and equity accounts Generated $2M+ in incremental revenue within 1-year by leveraging relationships with multiple sales teams, conducting presentations and appointing a dedicated salesperson to oversee ongoing business development. Increased annual revenue growth 10% by increasing marketing efforts and providing actionable content in weekly publications.  Secured $5M in revenue by fostering new business from existing equity Prime Broker relationships.