Niclas Gutenbrink from Finserve Nordic is our Sales Manager of the Month

With more than 30 years of international experience in financial services, Niclas Gutenbrink is Head of Sales Iberia at Finserve Nordic, focusing on business development, institutional relationships and the distribution of investment solutions.

Throughout his career, he has worked as a strategic partner with leading financial institutions, including Skandia Switzerland, Swiss Life, UBS and Ayaltis, building long-standing relationships across international markets.

His experience encompasses international business development, strategic sales, investor relations and the development of long-term partnerships across the financial services industry. He has developed a strong network across private banks, family offices, asset managers and institutional investors.

Looking back at the start of your career, what first drew you into finance, and which early experience shaped how you work today?

I was attracted by the international nature of finance and the fact that you are constantly dealing with different people, markets and businesses. I also liked the commercial side — finding opportunities and building relationships.

I first moved to Spain in 1990, and after more than 30 years here, I have developed a strong understanding of the market, the people and the local investment culture.

For the past 17 years, I have focused on servicing Spanish institutional clients, working for a couple of different fund management companies. For almost five years, I have been Head of Sales for Iberia at Finserve, where I am responsible for developing our institutional business across Iberia.

One lesson has stayed with me: markets and products change, but your reputation follows you. I try to be straightforward, do what I say and build relationships for the long term.

Is there a major event in the industry's history that has stuck with you?

The 2008 financial crisis stands out. It showed how quickly things that seem stable can change.

It also reinforced how important it is to stay close to clients when markets are difficult, not just when things are going well.

What's a widely held belief about today's markets that you think deserves to be challenged?

That more information means better decisions.

There is more information available than ever, but much of it is noise. Good investing still comes down to understanding what you are investing in, having a clear view and being patient.

How has technology changed the way you work with clients?

Clients have much more information at their fingertips. When I started, they relied much more on you to provide information. Today, they can find most of it themselves.

So the conversation has changed. It is less about providing information and more about helping clients understand what it means and whether an investment makes sense for them.

Technology has changed the way we work, but people still value experience, trust and being able to speak to someone they know.

How do you balance commercial targets with keeping client trust intact?

I think timing is very important. Markets move in cycles, and not every moment is the right time to make a decision.

Sometimes the best thing you can do is wait and see how things develop rather than feel that you always have to act.

Over the years, I have learned that patience and good judgement are often more important than trying to predict exactly what happens next.

How has the Sales Manager role evolved, and where do you see it heading?

Clients are much better informed and have access to more products themselves.

As Head of Institutional Sales for Iberia, I work with major banks, financial institutions and insurance companies across the region. Having spent more than 30 years in Spain, I understand the local market and investment culture, which is very important when working with clients.

The basic rule hasn't changed: understand the client and build a relationship based on trust.

How do you navigate conversations with ESG-sensitive clients regarding defence?

The geopolitical situation has made many investors look differently at defence.

I don't think it is my role to tell clients what their ESG policy should be. My job is to understand their views and help them decide whether an investment in our fund fits their objectives.

I have first-hand experience through my involvement in the Finserve Global Defence & Security Fund, an actively managed equity fund with global exposure focused on defence, cybersecurity and space. The fund is classified as an Article 8 fund, meaning it promotes environmental or social characteristics as part of its investment strategy.

I think this is a good example of how the discussion around defence has changed. Different investors will naturally come to different conclusions, but the conversation today is much more about understanding the wider role of defence, security and sustainability.

What are you most looking forward to?

After more than 30 years in the industry, I still find it interesting because there are always new strategies, ideas and markets.

I have worked with traditional investments as well as being a partner in a Swedish UCITS fund focused on augmented reality, virtual reality, space and technology. I enjoy being involved in new areas and continuing to learn.

What advice would you give yourself at the beginning of your career?

Be patient and focus on relationships.

Don't worry too much about every market movement or the next deal. Your career is much longer than you think.

Build a good reputation, treat people well and think long term. The relationships you build will often be more valuable than any individual deal.