Purpose of the Job
The Senior Regional Business Manager, Estate and Trust generates business for
the Trust Company and acts as Relationship Manager. The position develops
opportunities by qualifying leads and prospecting for personal solutions as well
as providing relationship management support to onboard and service clients.
This position works directly with referral sources and clients to build and
maintain COI relationships. It is expected that the position retains
relationships with clients throughout the administration.
The position is also responsible for growing and maintaining an industry network
for reciprocal referrals.
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Sells and supports sales targets for estate and trust solutions:
- Responds to inquiries regarding personal trust opportunities
- Present to in person and virtual information sessions to partners and their
clients.
- Arranges and carries out one-on-one sales conversations and meetings with
clients to assess needs, provides information on Concentra Trust solutions
and takes all necessary steps to qualify the clients
- Maintains and builds upon an established Centre of Influence (COI) network of
estate and trust professionals including relationships with investment
managers, wealth management firms, financial services companies, credit
unions, law firms, accounting firms and other referral sources to promote
referrals for Concentra Trust solutions where appropriate
- Meets sales volume and profitability targets as identified in defined growth
strategies
- Complete and present to internal and external audiences
- Attends industry events to support business development activities and
increase Concentra Trust profile in the industry
- Prepares proposals for personal trust opportunities
- Join and participate in local and national professional networks
Delivers relationship management and excellent service to clients:
- Responds proactively to referral partners and clients’ needs and requests
- Gains an understanding and knowledge of clients’ needs to effectively create
holistic plans the client in utilizing Concentra Trust services
- Monitors client satisfaction, assesses the scope of issues, and collaborates
with other business units to implement resolutions
- Ensures that established service standards are met or exceeded
- Maintains relationships with referral network by responding to their client’s
needs.
Ensures the administration of assigned files is carried out in accordance with
understood service guidelines, parameters and posted service standards for
accuracy and timeliness:
- Ensures new business acceptance procedures and adhered to
- Follows the terms set out in the trust indenture and/or applicable
legislation
- Coordinates with trust administration (back office) staff to determine
priorities
- Communicate with partner and client to set service standards
Promotes Concentra Trust and Equitable Bank:
- Works internally and externally to build relationships, show market relevance
and provide value
- Builds, furthers and recognizes relationships within the department, the
division, the company, as well as with clients and partners
- Supports process and organizational change, and contributes to implementation
of changes affecting the department
- Develop opportunities to leverage EQ services to COI network
Knowledge / Skill Requirements
- Law degree preferred
- TEP preferred or arrangement to enroll within 3 months of commencement
- Broad understanding and demonstration of verbal communication skills
- Understanding of the financial services industry and in particular fiduciary
services
- Ability to build and sustain strong relationships with referral sources,
wealth management firms, law firms, credit unions and high net worth clients
- Acknowledge of fiduciary service offerings
- Knowledge of the personal trust administration and associated policies and
procedures as well as legal and taxation concepts
- Adopts to legislative changes in the industry that will directly impact the
service offering
- Good written communication skills
- Ability to create and deliver presentations to COI’s, clients and other
professional networks.
- Completion of university degree or equivalent Completion of TEP Designation
or CETA (or agreement to enroll within 6 months of commencement)
- 7-9 years of estate and trust experience and member of a local Estate
Planning Council.
- Completion of financial services Designation such as Professional Financial
Planner (PFP) or Certified Financial Planner (CFP) is a strong asset
- Understanding of taxation on the impact of legislative changes that impacts
the industry
- Up to date with court decisions that impacts the industry
- Comes to the role with established industry relationships and the ability to
grow their network
- Lead relationship manager for HNW and/or UHNW clients
- Presentations and webinars to key HNW and/or UNHW relationships and family
offices.
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