Institutional Trust Relationship Manager

Job Description Responsible for managing client relationships for institutional trust and custody clients. Utilizes knowledge of master custody services to provide clients with information and suggestions to add value to the relationship. Identifies opportunities to cross-sell products generating additional revenues.

Experience Required: 5-7 years experience in financial servicing, preferably in trust or asset services. Foundations and Endowment experience is preferred.

 

Knowledge & Skill

?  Knowledge of trust and asset services and business segment-specific issues usually acquired through work experience is required to manage complex client relationships

?  Knowledge of general finance and portfolio management concepts usually acquired through formal education or experience is needed to consult on client needs

?  Skills in negotiation, leadership, delegation, and sales are necessary to service the client relationship

 

Major Duties

?  Acts as the technical/industry expert in managing the delivery of master trust and custody services, analyzing client needs, recommending improvements, and assessing the impact of any newly recommended or additional financial services.

?  Acts as key consultant to senior contacts, assisting in formulation of policy recommendations, redesign of processes, and creative problem solving.

?  Facilitates planning sessions to develop new solutions to client needs. Anticipates or creates opportunities for enhancing client relationships through new products or services or increased consulting activities.

?  Manages complex master trust and custody client relationships.

?  Ensures overall client satisfaction by facilitating efforts of service team, coordinating resources to ensure timely delivery and issue-resolution, and effectively communicating client concerns/needs to partners.

?  Educates client on emerging issues, regulatory and tax changes, and the general financial environment. Translates the impact on client activities and how it relates to bank services.

?  Cross sells bank products/services and leads the development of new solutions to client needs. Coordinates presentations, brings in experts when appropriate, closes the sale, ensures smooth delivery of new services, and communicates emerging needs.

?  Manages client profitability. Understands competitive environment and anticipates and identifies opportunities, develops pricing strategies, and works with team to enhance profitability.

?  Recommends new services and products with an awareness of organizational implication of these decisions.