Institutional Relationship Manager

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Institutional Relationship Manager 3’s manage and develop complex wealth management client relationships during the administration of Trust accounts including agency, custody, escrow, defined benefit/defined contribution retirement plans and other types of accounts.

• Manages and develops new business for large and complex Trust relationships.
• Administers, invests and/or solicits business of large and complex relationships in compliance with bank policies, account documents, laws and regulations.
• Represents the company in business activities and serves as a contact for clients, attorneys, CPAs and beneficiaries relating to assigned accounts. May represent the company on boards or committees related to businesses or institutions for which the trust department provides a service.
• Analyzes, studies, and gains full understanding of governing documents. Manages accounts in accordance with the terms of the governing documents and in a manner consistent with the needs of owners and beneficiaries.
• Reviews financing documents to assure that the bank is comfortable with all terms and conditions that may require the hiring of trustee counsel to represent the bank in the transaction and the negotiation of terms of the documents.
• Coordinates management of accounts with investment officers, trust tax officers, trust real estate officers, Trust Operations, and others as required.
• Assures the accounts are in compliance with all applicable policies, procedures and/or federal/state laws and regulations. Keeps current with all developments, applicable laws and regulations within individual field and provides advice to other Trust RMs and/or business partners.
• Contacts or corresponds with attorneys, agencies, co- trustees/co-executors, and other parties who have an interest in any aspect of an account.
• Resolves problems brought by owners, beneficiaries and others.
• Makes court appearances at audits or other proceedings, and deals with attorneys, agents and others for the acquisition, disposition or preservation of trust assets and related business.
• Advises management and members of the trust administrative committee on questions regarding the acceptability of trust assets and the proper use of income or corpus for accounts being managed.
• Proactively analyzes existing relationships and networks with local professionals and centers of influence for new business opportunities. Advises or consults with other officers on details of proposed business plans.
• Incumbent is required to comply with all applicable federal, state, and local banking and industry related laws and regulations including but not limited to the Bank Secrecy Act.
• Responsible for achieving sales goals set by management.
• Establishes a calling program for clients, prospects and centers of influence that will facilitate new business development from existing clients and new prospects, and documents all on sales/relationship management reporting tools.
• May attend professional conferences or trade shows held by the client/prospect base in order to promote the company brand and trust expertise. As well as various public meetings held by clients or groups that provide services to clients in order to both be aware of current client needs as well as looking for new business opportunities.
• Produces proposals for new business pricing or terms in conjunction with Sales Manager and LOB Manager.
• Mentors more junior RMs on all aspects of managing and developing Trust relationships.

Responsible for the overall direction, coordination and evaluation of a team of associates, carries out supervisory responsibilities in accordance with the organization's policies and applicable laws; Responsibilities include interviewing, hiring, and training associates; planning, assigning, and directing work; appraising performance; rewarding associates and enforcing policy and procedure; addressing complaints and resolving problems.

• Bachelor’s degree, preferably with a concentration in business or related field.
• 8 years of relationship management experience in banking or financial services required.
• An equivalent combination of education and experience may be considered.

• Ability to travel if required to perform the essential job functions
• Ability to work under stress and meet deadlines
• Ability to operate  related equipment to perform the essential job functions
• Ability to read and interpret a document if required to perform the essential job functions
• Ability to lift/move/carry approximately 10 pounds if required to perform the essential job functions.  If the employee is unable to lift/move/carry this weight and can be accommodated without causing the department/division an “undue hardship” then the employee must be accommodated; hence omitting lifting/moving/carrying as a physical requirement.

Equal Opportunity/Affirmative Action Employers.  All qualified applicants will receive consideration for employment without regard to race, color, religious beliefs, national origin, ancestry, citizenship, sex, gender, sexual orientation, gender identity, marital status, age, physical or mental disability or history of disability, genetic information, status as a protected veteran, disabled veteran, or other protected characteristics as required by federal, state and local laws.