The VP, Financial Advisor ("FA") will provide sound financial advice to clients by evaluating their financial condition, needs and future goals. Must keep abreast of procedures, regulations, and market changes. The FA should also maintain a current knowledge of products and services offered and partner with the retail branches, as well as other Kearny Bank Departments. The FA must meet sales goals as established by management. Maintains highest level of sales ability, negotiation skills and knowledge of investment planning and other bank products and services; maintains extensive network of referral sources for new business. Ensures that work follows applicable laws, regulations, and guidelines, as detailed in policies located on the intranet; policies include but are not limited to Fair Lending, Know Your Customer, Bank Secrecy Act and other applicable anti-money-laundering policies.
Responsibilities- Takes active role in sales activities, including platform sales staff in assigned branches, assisting team members as needed.
- Coordinate’s maintenance of various OSJ and other compliance files, including advertising, complaint, client files and correspondence; coordinates and responds to regulatory audits as necessary. Assists in providing compliance and sales training to staff and to non-licensed branch employees. Understands regulatory limitations for non-licensed employees.
- Maintains network of outside and internal referral sources, including individuals and organizations likely to produce investment referrals such as attorneys, accountants, real estate brokers and other business professionals; ensures that strong business relationships are maintained with these referral sources and that they have current information on investment planning products and services.
- Ensures regular and timely communication of important client, product, regulatory and other information among the sales team, area and regional sales management, branch staff, broker dealer and other internal and external contacts; ensures that communication channels are established and maintained so that important information is exchanged as needed.
- Maintains comprehensive knowledge of investment planning and other bank products and services; maintains knowledge of full array of possible client needs and investment planning solutions to those needs; maintains highest level of sales, negotiation and closing skills; maintains general overall knowledge of investment industry, practices and trends, including maintaining in-depth knowledge of investment laws and regulations. Ensures that sales staff is informed of latest information.
- Participates in special projects and performs additional duties as required.
- Participates in activities to promote growth and development of the community and a positive image for the bank.
- Provide current and prospective clients financial advice, planning support and access to financial products and services available through our broker dealer relationship.
- Develop sales leads through effective prospecting and interaction with branch partners within a defined territory. Identify cross selling opportunities with internal partners and cross refer to all areas of the bank.
- Provide ongoing coaching and developments to all team members in the respective territory covered. Ensure team has a thorough understanding of product, sales techniques and systems required to offer investment products and support to our clients. Educate branch retail staff on the bank's Investment Program and mentor interested employees.
- Identify cross selling opportunities with internal partners and cross refer to all areas of the bank. The FA must meet sales goals established by management. The FA is expected to make outbound calls, work their books of business and attend networking events. The FA is also expected to profile existing clients and re-evaluate their short term and long-term investment needs.
- Offer subject matter expertise to retail branch team on sales techniques, product availability and opportunities for new and existing clients. Meet regularly with the Retail Relationship Managers within territory and make cross referral back to the branches covered. Ensure appropriate FA coverage of branches and maintain standard hours as dictated in each branch that is covered.
- Ensure all cross referrals and all received referrals are followed up on a regular basis
- Develops plan to achieve sales goals, using in-depth knowledge of what is required to meet goals, in terms of specific actions and steps needed as well as planning and managing time effectively.
- Informs management of progress relative to goals and asks for assistance for training and for other issues as needed.
- Provides referral and product training to non-licensed Company employees as needed.
- Minimum 5 years’ experience in banking or a financial institution required
- Licensing Requirements: FINRA Series 7, 63 and 66 or 65, State Insurance License
- Ability to meet/exceed client experience needs, identify client/project needs
- Knowledge of bank’s products, services, sweep accounts, concept & Techniques and cash management services
- Ability to model Relationship Building Techniques and effectively cross-sell
- Ability to resolve client questions and/or complaints
- Ability to resolve conflict
- Ability to foster open communication, deliver presentations, demonstrate listening, speaking and written communication skills
- Ability to answer questions effectively, build client relationships and build internal and external networks
- Ability to act with integrity, demonstrate adaptability, work commitment and maintain a positive performance in all situations
- Proven sales ability, with strong track record of past investment sales success
- In-depth knowledge of retail investment industry
- This position requires a willingness to travel to other locations, as well as adapt to various schedule changes that include some evenings and weekends.
- Must be a self-starter, goal orientated, work independently, but also a team player.
- Excellent communicator and relationship builder.
- Working knowledge of Microsoft Excel, Word, Access and Outlook
- Ability to interact effectively and tactfully with all levels of the bank
- Ability to read, write and speak clearly
COMPENSATION: $45,000 to $88,000 plus a competative commissions program
Skills Required
- Minimum 5 years of experience in banking or a financial institution
- FINRA Series 7, 63, and 66 licenses, or Series 65 license
- State insurance license
- Proven investment sales success and strong sales ability
- In-depth knowledge of the retail investment industry, investment planning, and applicable laws and regulations
- Knowledge of bank products, services, sweep accounts, concepts and techniques, and cash management services
- Ability to meet or exceed client experience needs and identify client needs
- Ability to build client relationships, internal and external networks, and referral sources
- Ability to model relationship-building techniques and cross-sell products and services
- Ability to resolve client questions, complaints, and conflicts
- Strong presentation, listening, speaking, written communication, and interpersonal skills
- Ability to coach and train branch and non-licensed employees
- Ability to work independently, take initiative, meet goals, and collaborate as a team member
- Willingness to travel to other locations and adapt to schedule changes, including some evenings and weekends
- Working knowledge of Microsoft Excel, Word, Access, and Outlook
- Ability to interact effectively and tactfully with all levels of the bank
- Ability to read, write, and speak clearly
What We Do
The finest traditions of community banking combined with the industry’s latest, most effective financial products and services. That’s Kearny Bank – founded back in 1884, and always committed to helping our neighbors. We treat each with dignity and respect, exceed expectations, and hope they’ll decide to bank with us. At our company’s core are teams of exceptional professionals, developed through consistent training, monitoring, and coaching. Our branches are integral parts of the neighborhoods they serve, so team members are able to learn the specific needs of local residents and businesses, and then provide the services they require. Through the decades, our footprint has expanded throughout New Jersey and into Brooklyn and Staten Island. Yet we’ve always remained true to providing world-class service, from right down the street. Kearny Bank wants to be your financial partner
