Trust Sales

BUSINESS DEVELOPMENT OFFICER

The Regional Business Development Officer reports to the Head of Strategic Partnerships. The role is accountable for profitable new business development for our firm. This role is responsible for driving new revenue by cultivating and building relationships with RIAs, Wirehouse, Regional banks and Financial Advisors promoting corporate trustee and administration services for personal trusts.

MAIN RESPONSIBILITIES AND DUTIES

• Increase the firm’s profitability by cultivating new business relationships and following up on all sales leads and calls.
• Attract new clients and retain existing clients by developing marketing materials, plan presentations and strategies.
• Conduct new business presentations to financial advisors, partner financial services firms and clients.
• Educate and advise our partners on our trust services and benefits of trusts.
• Maintain knowledge of trusts, estate planning, accounting and financial principles, and marketing and sales strategies.
• Determine client needs by meeting with them to gather information, review trust and estate planning needs; and determine appropriate strategy for closing sale.
• Review Trust Documents, negotiate agreements and fee schedules.
• Lead and manage RFP responses from receipt of initial RFP through to presentation and close of sale.
• Work in conjunction with internal administration and legal to review governing documents and investments.
• Work with internal resources for help in the preparation of new account documentation and onboarding; Effectively transition the client relationship to the Trust Officer for ongoing servicing.
• Must be willing to travel frequently and be flexible with work and travel schedule.
• Assist in developing strategic plans to meet annual growth targets, including preparing and updating annual territory business plan.
• Understand and adhere to all department policies and procedures (and those of our Alliance Partner firms), including fiduciary & regulatory requirements to minimize our firm and client risks.
• Accept special projects to improve efficiencies, support the success of our firm, and enhance overall client experience.

REQUIREMENTS

• Minimum 7 years’ experience in Trust Services or Wealth Management Sales.
• In-depth knowledge of types of trusts and estate planning strategies is vital.
• Undergraduate degree is required, and a JD, MBA or CTFA designation is preferred.
• Candidates must have excellent communication and presentation skills, negotiate well, show strong initiative and accountability, and ability to work well independently in a goal-oriented environment.