As a Sales Executive you will be accountable for profitable new personal trust business. This includes building and maintaining key relationships with our wire-house Alliance Partners as well as cultivating new relationships in the RIA channel. The Sales Executive reports to the Sales Manager.
What you'll Do: - Identify potential leads with our partners that fit within our product offering and appetite for both legal and investment risk
- Increase the firm's profitability by cultivating new business relationships and following up on all sales leads and calls
- Grow existing accounts to full potential and generate maximum revenue on a long-term basis
- Conduct new business presentations with financial advisors, partner financial services firms and clients
- Act as an "advisor" for the trust and investment needs of individual customers Identifies and generates new business; develops and delivers sales presentations primarily through third-party financial advisor referrals.
- Review Trust Documents, negotiate agreements and fee schedules
- Develops client relationships including but not limited to sales leads, research, cold calling, qualifying leads, developing leads, and customer service.
- Develops sales documentation including but not limited to spreadsheets, correspondence, sales proposals, presentations, and internal paperwork for new customer proposals and presentations.
- Develops and implements a sales action plan with objectives and strategies to increase revenue and aggressively acquire new accounts.
- Develops an effective sales presentation that is continually tested and used in the field.
- Develops and implements a plan for closing business and maintaining long-term customer relationships.
- Seeks/creates opportunities to expand business with current clients; identifies further business needs and develops and presents solutions.
- Grows existing accounts to full potential and generates maximum revenue on a long-term basis.
- Develops, implements, and maintains procedures that enhance the efficiency of the business development team.
- Attends conventions, conferences, and trade shows as needed; prepares post-event reports and analysis.
What You Bring: - Bachelor's degree in business administration or equivalent.
- Advanced Degree preferred
- 3 - 5 years financial industry sales experience in Legal, Financial Services and/or trust services
- Knowledge of types of trusts and estate planning strategies is required
- Possesses effective and proven sales experience.
- Strong consultative sales skills, especially to high net worth individuals and their advisors.
- Proven leadership and business acumen skills.
- Well-developed negotiation, project and account management skills.
- Good judgment with the ability to make timely and sound decisions.
- Creative, flexible, and innovative team player.
- Commitment to excellence and high standards.
- Ability to work with all levels of management.
- Strong organizational, problem-solving, and analytical skills.
- Excellent written and verbal communication skills.
- Demonstrated ability to make successful presentations to individuals and/or groups at all levels of an organization
- Ability to work independently and as a member of various teams and committees.
- Ability to calculate figures and amounts such as discounts, interest, commissions, and percentages.
- Proven ability to handle multiple projects and meet deadlines
- Strong interpersonal skillsVersatility, flexibility, and a willingness to work within constantly changing priorities with enthusiasm.
- JD, CFP, CTFA preferred.
