Overview
The Wealth Regional Manager is responsible for leading high performing wealth management teams to meet or exceed revenue and growth goals. This position will drive the business development and client service/retention initiatives for JFG by developing and executing on a holistic regional strategy. This is a Senior Leadership "player/coach" role accountable for the team's execution of wealth strategy and revenue growth.
Key Responsibilities:
Responsible for meeting/exceeding new business development, client referral, cross lines of business penetration and retention goals for multiple wealth teams.
Build and maintain a book of high-net worth clients with Financial Planning, Investment Management and Fiduciary needs.
Manage the regional team of Wealth Advisors specializing in Financial Planning, Portfolio Management, Financial Advisory and Fiduciary Services to meet/exceed performance expectations; monitor and hold staff accountable for their performance and their actions.
Participate in wealth leadership initiatives to develop and promote the strategic vision of JFG's Wealth Management division.
Enable partnerships with key JFG lines of business and aid the wealth advisory team in building relationships with bank and insurance partners.
Actively manage inherent risks by adhering to internal policies and procedures, regulatory and statutory requirements and exercising sound judgment.
Create and maintain a strong community presence to raise JFG's regional profile.
Develop and maintain strong working relationships with JFG business partners to enhance the client's total JFG relationship resulting in measurable market share growth.
Create and sustain an environment which supports teamwork and mutual respect.
Develop and maintain knowledge of JFG products and services; actively cross-sell full breadth and depth of products.
Management Standards:
Effectively communicate performance expectations; monitor and hold staff accountable for their performance and their actions.
Act as a 'Coach' for associates to leverage strengths and understand and identify gaps in performance; conduct one-on-one meetings and timely appraise performance.
Provide development opportunities for staff aligning with their career goals and develop 'bench strength' for key positions.
Proactively recruit and maintain a pipeline of candidates who display requisite job skills and exhibit values consistent with Johnson Financial Group.
Create and sustain an environment which supports teamwork and mutual respect.
Communicate to team: corporate updates, business updates, etc. and conduct regular, meaningful team/department meetings.
Monitor and maintain appropriate staffing levels to efficiently execute department responsibilities.
Use financial information to identify and implement cost containment or reduction programs and ensure expenditures are accurate and follow policies and procedures.
Model exemplary behaviors and actions for associates.
Sales Management:
Execution of strategic sales management process aligned with our business strategy to enhance bottom-line sales results.
Knowledge of full portfolio of JFG products and services; lead and coach sales team to cross-sell full breadth and depth of products.
Actively call/joint call on identified target segments, prospects, centers of influence, etc to lead new business development and client acquisition.
Develop and maintain strong working relationships with business partners to expand customer relationships across all lines of business.
Lead, coach and develop associate's sales behaviors to proactively expand new and existing relationships by advising and recommending appropriate solutions that will exceed client expectations.
Consistently track, monitor and manage key sales performance indicators.
Manage expenses in relation to projected return on investment for client events/activities.
Participate in an active and meaningful role in a community or industry organization.
Sales - Advising and Servicing Clients:
Execution of our comprehensive sales process which includes successful prospecting, planning and gaining new business.
Knowledge of full portfolio of JFG products and services; actively cross-sells full breadth and depth of products. Responsible for meeting or exceeding sales, cross-sales and referral goals.
Actively call/joint call on identified target segments, prospects, centers of influence, etc. to lead new business development and client acquisition efforts.
Expand new and existing relationships by advising and recommending appropriate solutions that will exceed client expectations.
Develop and maintain strong working relationships with business partners to expand customer relationships across all lines of business.
Meet or exceed client retention goals.
Perform proactive customer needs assessments on a regular basis.
Give persuasive sales presentations and tailor delivery and material to meet audience needs.
Apply sound judgment, innovation and appropriate creativity in management of client relationships.
Responsible for a variety of full-service financial transactions; decisions require thorough analysis, document interpretation, specialized solutions, discretion and risk management.
Participate in an active and meaningful role in a community or industry organization.
Cross Sales and Referrals:
Knowledge of full portfolio of JFG products; ability to cross-sell full breadth and depth of products.
Responsible for establishing, building and maintaining strong internal relationships across all lines of business to ensure consistent and frequent referral activities.
Consistently meet or exceed cross sell/referral goals.
Job Requirements:
Bachelor's Degree and 10+ years experience working with affluent clientele. A combination of appropriate education and experience will be considered.
Demonstrated expertise in sales, networking, negotiating, business acumen and execution.
Knowledge of investment management and financial planning.
Industry specific professional certifications highly desired; CFP, CTFA, ChFC, CFA.
Knowledge of Estate Planning & Trust, Lending/Banking, Qualified Plans, and Business Succession desired.
Understanding and strong working knowledge of MS Office products; ability to effectively utilize Bank and Wealth Operating Systems.
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