San Diego, CA
Industry: Accounting, Finance & Insurance•
5 - 7 years
Posted 31 days ago
60% - SALES, MARKETING AND BUSINESS DEVELOPMENT (INCLUDING NEW CLIENT ACQUISITION):
Private Bankers develop and execute marketing and sales strategies to attract, deepen and retain a profitable portfolio, engaging internal the Bank partners as well as external centers of influence. Act as consultative bankers and trusted client advisors focusing on maximizing profitability and identifying cross-sell opportunities. Implement defined sales processes with prospective and existing clients, from comprehensive discovery meetings to solution delivery. Actively create and pursue business development opportunities through client engagement at the convenience of the client., Cultivating a reputation for superior service, Private Bankers are expected to engage in comprehensive discovery meetings and frequent face-to-face customer interactions to develop deep customer knowledge that enables them to act as consultative bankers and trusted client advisors. Private Bankers establish and maintain excellent working relationships with appropriate business partners (e.g., Wealth, Mortgage, and Business Banking) to facilitate cross-sell partnership and deliver comprehensive, holistic solutions to clients. They are expected to monitor, maintain, and update sales activity, pipeline, and other pertinent information using sales management tools – in alignment to achieve quarterly and annual revenue production goals.
20% - RELATIONSHIP MANAGEMENT:
Private Bankers provides full-service banking to high value customers and oversees a portfolio of simple and/or customized packaged-product account relationships. They are accountable for balanced portfolio growth, portfolio profitability, and overall portfolio retention. They manage relationships in the affluent market by appropriately and proactively addressing the changing needs of the client identified through regular review and refinement of the client's customized wealth management strategy.
This strategy, derived from an initial in-depth discovery meeting and sales presentation, reflects the Private Banker's deep client knowledge and trust fostered through regular discussions and face-to-face interactions. It often includes cross-sales and partnership with appropriate bank experts (e.g., brokers, trust officers, and specialized credit officers). Private Bankers make themselves accessible to clients and stay current on client activities through regular visits and travel throughout their sales territories. They educate their clients on new products and services and present new opportunities for balanced growth and risk mitigation based on sound financial principles.
Additionally, Private Bankers are required to be involved in community activities as they strive to serve their communities by understanding where need exists and how we can make the best contribution. This is part of the responsible and committed corporate citizenship that is a hallmark of the Bank.
20% - RISK MANAGEMENT:
Private Bankers monitor and manage their portfolios to assess and minimize risk as it relates to credit and operations. They follow up with appropriate measures, adhering to the Bank's policy and guidelines; and consult with operational resources to proactively identify and mitigate operational risk in the servicing of their client portfolio.
This position may be subject to SAFE Act Registration Requirements. Pursuant to the SAFE Act requirements, all applicants for employment who will be engaged in residential loan mortgage originations (as defined by the SAFE Act) must register with the federal registry system and maintain a status in good standing under the SAFE Act requirements.
If at any time the Bank determines that your position requires SAFE Act registration, you will be required to register and to submit to the required SAFE Act background check and registration process. Failure to register successfully or to maintain a status in good standing under the SAFE Act will affect your eligibility for continued employment and may result in your immediate termination. (position is tied to PRA incentive plan)
Knowledge, Skills, Abilities:
Robust understanding of wealth issues and product solutions relevant to affluent clients including financial, estate and tax planning principles; Demonstrated experience with and a broad understanding of personal and commercial financial statements and consumer or commercial lending, inclusive of related policies and procedures; Conversational knowledge of investments, trust and credit products.
Individual must be entrepreneurial and personally driven to succeed in their market and community; Strong sales and service orientation; Must be comfortable with and persevere in the face of rejection; Understand attitudes and behaviors of wealthy people in the affluent market and capable of delivering service at that level; Strong interpersonal and relationship management skills with demonstrated aptitude for sales; Ability to prospect, anticipate needs, and close sales; Communicate effectively with clients of varying levels of business and financial sophistication; Effectively assemble and lead an advisory team of UB partners in addressing client needs.
The Bank expects that Private Bankers will spend more than 60% of their work time carrying out the responsibilities away from its places of business.
Education, Licensure, Experience:
Demonstrated professional competency with 5 to 10 years financial sales experience in the affluent segment and a minimum of 2 to 4 years of commercial and/or consumer lending experience; College degree or equivalent work experience; Series 6 & 63 licenses are required (within 180 days of hire, if not at inception), securing a series 65 license as well is preferred;
Appropriate state insurance licensing is required (within 180 days of hire, if not at inception); Successful completion of Cannon Wealth Strategist program or comparable training is required; Proficient knowledge of computer skills; Ability to assess client needs/profile proactively and effectively.