Sales Relationship Manager-Personal Trust

Associated Bank is an equal opportunity employer committed to creating a diverse workforce. We support a work environment where colleagues are respected and given the opportunity to perform to their fullest potential. We consider all qualified applicants without regard to race, religion, color, sex, national origin, age, sexual orientation, gender identity, disability or veteran status, among other factors. Applicants with a disability who need assistance applying for a position with Associated Bank are asked to email: [Apply online] or call: …… .

JOB SUMMARY
Under limited supervision, responsible for business development and administration of assigned Personal Trust accounts, as well as other types of Trust Department accounts as assigned. Responsible for the development and expansion of low and high level relationships for existing high net worth clients leading to the growth of assets and revenues under their administration through successful account retention and sales to both existing and new customers. The position is responsible for providing sophisticated wealth planning perspectives and solutions, acting as an expert and consultant for internal partners and profiling for cross-selling opportunities. In addition, the individual should be confident in the development of independent new business with existing clients and external prospects.

COMPLIANCE STATEMENT

Responsible for expanding and deepening customer relationships by identifying customers needs comprehensively and matching their needs with selections and resources within the colleagues assigned business line and across all business lines of Associated Bank.

As a valued colleague of Associated Bank you play a critical role in delivering an exceptional customer experience during every interaction. Expectations for this position require the ongoing focus on building solid and long lasting relationships by engaging all customers in a positive manner. Colleagues should provide customers a positive experience that includes undivided attention, straightforward and knowledgeable service and ensure that the customers best interests are our number one priority. Consistency around customer experience guidelines is key and expected from all of our colleagues. Our goal is to simplify the customer experience and deliver outstanding service to every customer, every time.

Operates in full compliance with internal policies and procedures as well as applicable regulations and laws, including but not limited to Bank Secrecy Act/Anti-Money Laundering requirements. Responsible to report any procedure or process that doesnt meet regulatory requirements including fraud, whether suspected or confirmed, to management. This reporting can be done directly to any member of management, including Human Resources or Corporate Security, or can be reported through Associateds anonymous Ethics Hotline.

KEY RESULT AREAS
New business development
Strategic Partnership
Customer Retention
Regulation and Compliance
Process Improvement
Community Involvement
Supervision

JOB ACCOUNTABILITIES
-Independently or in collaboration with other partners, create and/or coordinate specific sales proposals to generate new business. In addition, the individual can build and expand referral source opportunities both internally and externally.
-Profile existing customer base, and that of Service Administrators, for additional financial service needs in order to identify cross-selling opportunities through referrals to internal partners within and/or outside of Private Client and Institutional Services.
-Strong listening and questioning skills in order to provide advice and consult with clients concerning a broad range of financial planning areas including advanced estate and generation planning, retirement planning, investment management, risk management, charitable planning, and risk management.
-Participate in community and business functions/groups to ensure a positive image for the bank within the regions marketplace. Establish referral contacts within the community.
-Perform administrative duties of assigned accounts including reviewing client correspondence and processing requests for information, scheduling of appointments, entering memos on capital base, approving bills, processing discretionary payment requests, reviewing and coordinating investment cash flow needs with the investment officer.
-Ensure compliance with policies and procedures related to all aspects of the position and keep informed of new legal, regulatory, and tax developments.
-Review and analyze legal documents including revocable and irrevocable trusts, wills, real estate, agency agreements, and custody agreements to determine effective administration and compliance with documented provisions.
-Potentially supervise the activities and development of assigned Support Staff or Officers to ensure sales goals and customer service standards are met.

EDUCATION
Bachelor’s Degree or equivalent combination of education and experience Required

Master’s Degree Business, Finance, Accounting Preferred
JD Business, Finance, Accounting Preferred

EXPERIENCE
7-10 years Business development or Personal Trust relationship management. Required

10-12 years Demonstrated success in planning, organizing and executing on internal investment agency, institutional and personal trust sales within a regional banking environment.
Experience in developing internal network of bank product line referral source and external COI development.
Thorough understanding of discretionary asset management and fiduciary administration.
Past track record of sales and client management success.
Strong knowledge of other business line products.
Complexity of relationship and accounts varies from low to high depending upon level and experience.
Personal Trust administration experience. Required

LICENSES & CERTIFICATIONS

CFP-Certified Financial Planner by start date Preferred
CPA – Certified Public Accountant by start date Preferred
CFA-Charted Financial Analysis by start date Preferred
Series 6-Investment Company Product/Variable Life Contracts Representative Exam by start date Preferred
Series 63-Uniform Securities Agent State Law Exam by start date Preferred
Series 7-Stockbroker Exam by start date Preferred
CTFA-Certified Trust and Financial Advisor by start date Preferred

Must have access to reliable transportation and the ability to lawfully drive self, if applicable. by start date Required

Relationship Manager

Relationship Manager (Insurance)

Qualifications:

The Relationship Manager (RM) works with the Account Executive to develop the clients employee benefits strategy, and then is responsible for implementation of the strategy and service of the account. The RM oversees the client service team and is responsible for all aspects of client service. This responsibility includes plan design, program management, financial analysis, contribution modeling, compliance guidance, managing client support, client enrollment materials, and supervising the team to support your clients. The RM uses his or her understanding of client needs and objectives to expand business opportunities and further solidify client relationships and retention.

Essential Duties and Responsibilities:

Primary expert resource and accountable for retention and growth of a book of business, which includes research/analysis and handling of a wide variety of client questions on coverage/eligibility, contractual issues, and government reporting compliance.
Expands and renews business through analysis of relevant client data (e.g., census/experience data, contractual requirements for insurance, client goals/culture), conducts market comparisons by analyzing rate information, strategizes with clients (primary decision makers and/or primary client contacts), makes recommendations to clients regarding coverage and exclusions; negotiates premium (where applicable) and commission rates on behalf of clients for best alternatives.
Works with clients, Account Executives and other team members to assess the clients plan objectives and develop a comprehensive client service delivery program to meet those objectives.
Analyzes financial data, model program alternatives, and recommends plan design strategy.
Manages the quoting/renewal process and negotiates with carriers and vendors on clients behalf to provide cost effective solutions for the client.
Manages the employee communication and open enrollment process for the client.
May be asked to provide expertise to Account Executives so they may complete presentations and proposals, as well as participate in meetings with prospective clients as part of team when necessary.
Understands and manages installation and implementation of Decisely platform for clients.
Demonstrates and tests Decisely Platform for client presentation and/or go live timing.
Delegates administrative work to appropriate staff and oversees tasks.
Supervisory Responsibilities:

Manage client success team members and work product for stated book of business.

Key Competencies:

Full knowledge of Employee Benefits lines of coverage and services.
Display strong financial background and understanding of financial underwriting concepts as well as analytical knowledge related to Employee Benefits.
Broad knowledge of Health and Welfare compliance and regulations, HIPAA, and pending ACA legislation.
Advanced knowledge of navigating the Internet as well as various Microsoft Office programs to include but not limited to Excel, Outlook, Word, PowerPoint, Publisher & Excel as well as all other required systems to maintain and manage job responsibilities.
Strong attention to detail and time management abilities.
Strong ability to multi-task and assign priority.
Ability to work effectively and efficiently both with and without direct supervision.
Must have high level of interpersonal communication skills, both written and verbal, to handle client issues in addition to sensitive and confidential situations regarding your support team. Position continually requires teamwork, demonstrated poise, tact, and diplomacy.
Demonstrated experience with agency management systems, quoting processes, plan designs, and industry operations to effectively manage, maintain, and write assigned clients.

Education & Experience:

College degree preferred. High school diploma with some college required.
Four or more years experience as a Benefits Advisor or similar position with a benefits consulting or brokerage firm, or comparable experience with a medical carrier;
Must be able to work in a fast-paced environment with demonstrated ability to juggle multiple competing tasks and demands.
Certificates, Licenses, Registrations:

Appropriate State Life and Health License required.
Advance professional designations such as CEBS, GBA, PHR and CLU preferred