The Nonprofit Institutional Sales Director is directly responsible for driving growth in the OCIO business within the defined market. This individual will proactively prospect for this business in the market, while also driving the sales process on ICA/PCA identified opportunities (Institutional Client Advisor and Private Client Advisor).
Client team lead with primary responsibility for new client acquisition, deepening client relationships and building an internal and external network to achieve business development goals
Leads client team members and partners with other internal specialists to provide clients access to the full array of US Trust capabilities and services, as required to meet their specific needs
Responsibilities
Act as trusted financial advisor to, and advocate for, clients and prospects; provide integrated recommendations that encompass multiple products and services as needed
Develop in-depth understanding of clients’ needs, preferences and overall wealth; be responsive to changes in the business environment or client needs
Effectively manage a book of relationships and act as relationship lead accountable for the client’s experience
Leverage specialists, service officers and other expert resources to ensure the integrated delivery of investment, fiduciary, credit and banking solutions
Build relationships with internal and external sales referral partners
Lead the Client Management Process (CMP) within client team to identify new business development opportunities
Motivate and influence client team members appropriately; collaborate in their onboarding, coaching and development
Provide significant input on pay for performance process of client team associates
Meet Risk & Compliance requirements and policies
Key Skills Requirements
Excellent business development skills
Strong interpersonal and influence / partnership skills
In-depth knowledge of at least one of the following areas: investments, trust and wealth transfer, banking or credit; general understanding of all others
Qualifications
10+ years of successful experience in OCIO sales to high net worth clients, Endowments, Foundations, and Non Profits (or equivalent)
Series 7, 63 and 65 (or Series 7 and 66) required (may gain licenses after start)
CFP, CPA, CFA, CTFA, CFM or JD a significant plus
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