Manager, Institutional Sales

About Working at Commerce 

Building a career here is more than just steps on a ladder. It’s about helping people find financial safety and success, helping businesses thrive, and making sure people and their money are taken care of. And our commitment doesn’t stop there. Our culture is about our people, the ones in our communities and the ones that work with us.  

Here, you’ll find opportunities to grow and learn, to connect with others, and build relationships with the people around you. You’ll have the space and resources to grow into the best version of yourself. Because our number one investment is you.

Creating an award-winning culture doesn't come easy. And after 160 years, we know Commerce Bank is only at its best when our people are. If this sounds interesting to you, keep reading and let’s talk. 

Compensation Range

For more than a century, Commerce Trust has been a leading provider of wealth management services including financial planning, estate and tax planning, investment management, private banking and trust administration services. Our approach to wealth management means assembling a team of seasoned wealth management professionals across disciplines who collaborate to ensure each client’s financial journey is uniquely crafted for their goals. Commerce Trust is a division of Commerce Bank.

About This Job

The main purpose of this job is to be responsible for the overall strategy and execution of the Institutional sales team.

Essential Functions

• Work with Senior Institutional line of business management to achieve company-wide institutional new business, revenue and profit goals

• Directly oversee asset sales management activities, which includes oversight of the Institutional Business Development Officers, Specialists, Associates and the Sales Intelligence Unit (SIU)

• Work within, and promote use of internal systems and CRM for all reporting needs, including activities, pipeline, compensation reporting, etc.  Develop sales dashboard to track and report key metrics.

• Develop strong relationships with internal referral partners and the department leaders.    Develop consistent communication channels and work to increase sales from referrals within Commerce Bank.

• Assist with developing sales and individual deal strategy.  This will include structure, pricing, services.  

• Provide thought leadership and strategies to acquire and use information from various sources to drive sale while utilizing knowledge and experience with sales and prospecting data bases

• Serve as a subject matter expert as it relates to institutional competitors, current marketplace, pricing and products.   Make recommendations that make Commerce Trust offerings increasingly competitive within the marketplace.

• Provide recommendations and work with the BDO team and SIU to continually enhance the RFP process and marketing collateral

• Lead, mentor and motivate team members to implement the department strategy and manage department workflow with guidance on departmental projects/issues, and provide coaching and development opportunities appropriate to each direct report's individual needs

• Perform all necessary management functions, including hiring, evaluations, annual increase allocations and disciplinary action as required

• Communicate decisions, priorities and relevant information to team members effectively

• Support budget management, planning and expenditure

• Perform other duties as assigned

Knowledge, Skills & Abilities Required

• Strong knowledge of the Institutional sales field, including knowledge of best practices

• Strong technical knowledge in investment management across fixed income, equity and alternative management

• Understanding of Institutional fiduciary roles, such as ERISA, OCIO, and UPMIFA

• Ability to prospect data tools and databases that can drive prospect generation

• Ability to analyze and condense data obtained into a format that can be useable by sales team to drive sales process

• Strong critical thinking skills with the ability to apply discretion and sound judgement to efficiently and effectively solve problems

• Ability to drive results and balance management of organizational risk and meeting goals of the business

• Strong leadership skills with ability to motivate team members and foster a positive team environment that gives way to collaboration and unified goals

• Outstanding interpersonal and relationship building skills with the ability to effectively communicate with all levels of the company, clearly expressing ideas and concepts both verbally and in writing

• Ability to remain adaptable and resilient to all situations with an optimistic outlook and cast a positive shadow that is aligned with our culture and Core Values

• Intermediate level proficiency with Microsoft Word, Excel, Teams and Outlook  

Education & Experience

• Bachelor’s degree in business, marketing or a related field or equivalent combination of education and experience required

• 6+ years institutional investment production, relationship management or sales leadership experience required

• 3+ years leadership/supervisory experience required

• Industry designations or certifications preferred

***For individuals applying, assigned and/or hired to work in areas with pay transparency requirements, Commerce is required by law to include a reasonable estimate of the compensation range for some roles.  This compensation range is for the : Manager, Insitutional Sales job and contemplates a wide range of factors that are considered in making compensation decisions, including but not limited to location, skill sets, education, relevant experience and training, licensure and certifications, and other business and organizational needs. The disclosed range estimate has not been adjusted for any applicable differentials (geographic, bilingual, or shift) that could be associated with the position or where it is filled. At Commerce, compensation decisions are dependent on the facts and circumstances of each situation. A reasonable estimate of the current base pay is $158,000 to $187,500 annually.   This position will be eligible for additional compensation through performance-based incentive plan(s) that will correspond to meeting performance goals.

The candidate selected for this position may be eligible for the following employment benefits: employer sponsored health, dental, and vision insurance, 401(k), life insurance, paid vacation, and paid personal time. In addition, we offer career development, education assistance, and voluntary supplemental benefits.  Click here to learn more.

Time Type: