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Private Banking Regional Sales Manager

Company: Johnson Financial Group
Location: Racine
Posted on: March 25, 2020

Job Description:

The Private Banking Regional Manager is responsible for leading a high performing sales team to meet or exceed revenue goals for Private Banking in assigned markets. This position will assist in the business development initiatives for JFG through client and prospect presentations across one or multiple regions. The position is the business expert in development, implementation and administration of Private Banking sales growth strategies and as the associate directly responsible for ensuring concierge level client experience Key Responsibilities

  • Development and execution of a strategic business plan to achieve new Target Market client acquisition, business line referrals and product/business line penetration inside portfolios; achievement of retention objectives; and consistent portfolio growth across assigned market(s).
  • This is a Regional Leadership "player/coach" role accountable for significant team revenue growth.
  • Deliver a distinctive client experience across the market that leverages our unique value proposition through the referral of investment management, financial planning and advisory services spanning wealth, mortgage, insurance, brokerage and commercial banking.
  • Responsible for managing Private Banking RM's and Private Banking Assistants across one or more regions.
  • Develops and manages workflows and procedures which promote efficiencies and effectiveness.
  • Champions consistent delivery of Private Banking standards, oversee work flow and processes to ensure standards and controls are in place for effective and profitable operation of the business line.
  • Actively manage inherent risks by adhering to internal policies and procedures, regulatory and statutory requirements and exercising sound judgment.
  • Develops management and compliance reports used to support business decisions and assist in internal/external audits and exams within defined markets.
  • Develop and maintain strong working relationships with other JFG business partners to enhance the client's total banking relationship resulting in measurable market share growth.
  • Ability to articulate and conversant in all aspects of our business offerings as well as financial industry topics/trends and financial planning topics
  • Thorough management of complex financial solutions in deposit and credit products; including: communication, implementation, maintenance and on-going administration of the client relationship.
  • Utilizes and champions effective use of the JFG CRM system as a primary tool for managing client relationships. Management
    • 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 develops '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.
    • Communicates to team: corporate updates, business updates, etc. and conducts regular, meaningful team/department meetings.
    • Manage the new associate onboarding experience, including initial training and assignment of Peer to Peer Coach.
    • Represent Private Banking as a member of the Regional Leadership Team.
    • Monitor and maintain appropriate staffing levels to efficiently execute department responsibilities.
    • Uses financial information to identify and implement cost containment or reduction programs and ensure expenditures are accurate and follow policies and procedures.
    • Models exemplary behaviors and actions for associates in the private banking relationship management role.
    • Participate in an active and meaningful role in a community or industry organization.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 efforts.
      • 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 Market segments, prospects, centers of influence, etc. to lead new business development and client acquisition efforts.
        • Expand new and existing Target Market 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
        • Meets or exceeds client retention goals.
        • Perform proactive customer needs assessments on a regular basis to address the complete picture for clients.
        • Give persuasive sales presentations and tailors delivery and material to meet audience needs.
        • Applies sound judgment, innovation and appropriate creativity in management of client relationships.Job Requirements - Education, Knowledge and Skills
          • Minimum of 10 years experience in the financial industry in a client facing business development role.
          • Financial experience must include demonstrated credit skills, understanding of cash flow management, balance sheet, income statement and tax return analysis.
          • Bachelors or advanced degree in finance, accounting, economics, business management or relevant area of study preferred, work experience may be considered in lieu of education.
          • Relevant certifications CFP, CWS, ChFC, and/or Life & Health, Home & Auto Insurance licenses highly desired.
          • Experienced Private Banking RSM's are required to have an advanced designation of CFP, CWS, ChFC, CPA, JD, in addition to a sub-specialty expertise in a financial topic. Financial Planning will be preferred of credentialed associates in concert with Wealth Management advisors
          • Strong working knowledge of MS Office products; ability to effectively utilize JFG Private Banking Operating systems.
          • National Mortgage Licensing System (NMLS) registration under the terms of the Safe Act of 2008 required.

Keywords: Johnson Financial Group, Racine , Private Banking Regional Sales Manager, Sales , Racine, Wisconsin

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