Senior Regional Business Manager - Estate and Trust

The Core Responsibilities

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

Let's Talk About You

Law degree preferred
TEP preferred or arrangement to enroll within 6 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.

Key Areas of Focus

Accountability

 

• The position reports to the Director, Business Development and Initiatives
• The position works with autonomy
• The position sets priorities for themselves to grow Concentra Trust revenue and market awareness. Increase annual revenue by a minimum of $100,000 and grow deferred AUM by

$50MM annually

• The position makes decisions on acceptable business that will directly impact the trust company’s’ reputation, risk and revenue. The job is empowered to make decisions and seek final approval from the business
• The role grows immediate revenue and deferred business to impact future revenue
• The position has direct contact with high-net-worth clients and Centres of Influence outside of EQB that will engage Concentra Trust for immediate and future business by negotiating terms and influence decisions
• The position is responsible for training partners and being a subject matter expert for credit unions and investment advisory firms
• The position manages their personal annual objectives to grow immediate revenue which is part of the overall revenue growth for the business
• As the position caters to a niche market, the position must adopt to industry changes in legislation, taxation and court decisions that directly impacts the market and must pivot and develop new ideas and action plans that will manage internal and reputation risk The individual works and grow relationships with the estate and trust operations team to further create a holistic relationship with referral sources
• The individual deals with sensitive personal client situations and is called upon to provide empathy and solutions
• While working with clients, the individual creates holistic solutions for clients based on their immediate and future needs
• The individual must demonstrate self-confidence and self-awareness working with affluent Canadians to create and develop a relationship with the client
• As incentives are tied to results, the individual must be self-motivated to meet or exceed annual objectives
• The individual is called upon to create and provide proposals to COI based on the accuracy of the information obtained
• The individual must have a deep understanding of the industry and the impact of the services provided.
• The individual must be flexible and know how to “think outside of the box” to create the optimal client solution
• The individual works with internal and external partners.
• The individual retains and grows relationship and grows it’s network to further their referral source

 

Job Complexities / Thinking Challenges

• The incumbent must develop and execute effective business development strategies to achieve targets
• Building and maintaining strong relationships with various stakeholders that affect the business activities.
• The incumbent must be flexible and be able to think outside the box to create innovative and optimal solutions for clients
• Requires effective communication skills to provide exceptional client experience
• Be updated with current industry trends and able to partner and train other peers within the business.
• Has industry network and ability to further grow network

 

Physical Demands / Working Condition

The position requires travel to client meetings, host client events, present to partners and their clients networking events.  The position acts as a subject matter expert for Wealth partners when presenting to their clients. The position secures and manages their own sales flow. Grow and maintain relationships to develop new business connections. The position is the first point of contact and must provide an exceptional client experience at the front end. The position must be available to present value proposition in court proceedings.