*This position is bonus and incentive eligible based on team production.
Primary Purpose of Job
Leads and manages the team of Financial Advisors and Associate Financial Advisors and serves 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 the 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.
Major Job Accountabilities
- Trains and motivates Financial Advisors and Associate Financial Advisors through a structured training program to:
- Use relationship selling: Trains team on 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).
- Be subject matter expert in all tools available for financial planning (ex: MoneyGuide Pro, insurance case design, advisory programs, etc.)
- Incorporate 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 and where they are at with their businesses. Develops individualized business plans with each FA/AFA.
- Trains and motivates Licensed Brach 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 the prospects interviewed and utilize the information to enhance the percentage of “new money sales”.
- Complies with all the 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.
Experience Required
- 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.
Required Skills or Training
- 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.
- Demonstrated ability to lead teams through change.
- Proven ability to build strong and lasting relationships with internal and external individuals.
- Experience with holistic financial planning and building recurring revenue, namely in advisory solutions.
Professional Certifications, Licenses, And/or Registration Requirements
- Life and Health licenses and SIE, 7, and 66 securities registrations required. Series 24 or 9/10 preferred.
- Valid US driver’s license and access to transportation.
EOE, including disability/veterans
At American Savings Bank, we welcome and support all individuals and celebrate the diversity of our team members, customers and community. We are committed to ensuring that our online application process is accessible and provides an equal employment opportunity to all job seekers. If you need assistance searching for a job or submitting an application, please contact us by calling 808-538-2000 and a member of our Recruitment team will follow up with you. Mahalo for your interest in American Savings Bank!
Skills Required
- At least five years of direct selling experience in the securities or insurance business
- At least five years of experience hiring and managing a team
- Demonstrated ability to train, coach, and motivate sales professionals
- Proficiency with Microsoft Office, including Word, Excel, PowerPoint, and Outlook
- Effective verbal, written, interpersonal, and presentation skills
- Ability to present to individual customers and large groups
- Ability to lead teams through change
- Ability to build strong relationships with internal and external stakeholders
- Experience with holistic financial planning and recurring advisory revenue
- Life and Health licenses
- SIE, Series 7, and Series 66 securities registrations
- Series 24 or Series 9/10 registration
- Valid US driver's license and access to transportation
What We Do
American Savings Bank (ASB) has served Hawaii’s businesses and communities for over 100 years, offering a full range of financial services including business and consumer banking, home loans, insurance and investments. One of Hawaii’s leading financial institutions, ASB provides convenient online banking and branch locations statewide with evening, weekend and holiday hours. For six years, Forbes has named ASB America’s Best In-State Bank, recognizing its performance in trust, branch and digital services, customer service, financial advice, and terms and conditions. ASB pairs its customer experience with a nationally recognized employee experience. It has been named one of Hawaii Business Magazine’s Best Places to Work for 15 years and honored by American Banker as one of the Best Banks to Work For, by Newsweek as one of America’s Greatest Workplaces, and by Fortune as one of the 100 Best Workplaces for Women and 50 Best Workplaces for Diversity. Through its Seeds of Service program, ASB teammates have contributed more than 136,000 volunteer hours, with millions of dollars donated to Hawaii nonprofits and community organizations. For more information, follow American Savings Bank on Facebook, Instagram and LinkedIn.
