Manager Investment Services

Primary Purpose Of Job

Leads and manages the team of Financial Advisors (FA) and Associate Financial Advisors (AFA) and serve as mentor and "change agent" with the goal of transforming and optimizing the business to create capacity for growth. Responsible for achieving the department's investment product sales goals including advisory, recurring revenue, and net new assets. Manages and provides ongoing coaching, guidance, discipline and counseling to ensure continual development and success of the advisory and insurance business. Executes vision, priorities and objectives that are aligned with the strategic direction of the bank and the Director/Program Manager.

Responsibilities

• Trains and motivates FAs and AFAs to use relationship selling through a needs-based sales process which includes a holistic financial planning approach: (1) Discovery – have meaningful conversations to discover dreams and needs; (2) Gather all information to prepare plan; (3) Analyze information; (4) Deliver plan/advice; (5) Implement the plan.
• Trains team to be subject matter experts in all tools available for financial planning (e.g., MoneyGuide Pro, insurance case design, advisory programs).
• Incorporates a set of minimum standards clients should expect when engaged with the FA – Client Experience (differentiated service model depending on client segment).
• Meets with advisors for regular touchpoints regarding their businesses and develops individualized business plans with each FA/AFA.
• Trains and motivates Licensed Branch Employees to use elements of relationship selling (discovery process and information gathering).
• Develops and implements a profiling and discovery tool for all advisors to better identify asset gathering and wallet share capture opportunities.
• Coordinates sales appointments, makes presentations and completes all necessary paperwork on successful sales.
• Maintains effective relationships and partners with all financial institution branch personnel.
• Makes efforts to identify outside sources of funds for prospects interviewed and utilizes the information to enhance the percentage of "new money sales."
• Complies with all rules, regulations and policies of Cetera, all State and Federal securities regulators and self-regulatory organizations.
• Mentors the team on all aspects of Broker/Dealer sales and operations.
• Participates in the product review and approval process for Advisory, Insurance, and Annuity.

Requirements

• Minimum five (5) years of direct selling experience in the securities and/or insurance business.
• Minimum five (5) years of prior experience hiring and managing a team, with demonstrated ability to train, coach, and motivate sales individuals.
• Life and Health licenses and SIE, 7, and 66 securities registrations. Series 24 or 9/10 preferred.
• Valid US driver's license and access to transportation.

Qualifications

• Demonstrates competency in use of Microsoft Office (Word, Excel, PowerPoint, Outlook).
• Highly effective verbal, written, interpersonal, and presentation skills.
• Ability to effectively present to individual customers or to large groups.
• Must be a motivational leader who can hold candid and direct communication with all team members and Bank teammates.
• Experience with holistic financial planning and building recurring revenue, namely in advisory solutions.