Financial Institutions Division - Assistant Division Director - West Region

Raymond James•Saint Petersburg, FL

6d•Hybrid

About The Position

Supports the client relationship management function in a financial company. Expert individual contributor that supports strategic client accounts. Focus on driving client loyalty, managing escalations, and growing the client relationships. Works closely with service, trading, executive management, technology, and other internal subject matter experts to resolve client concerns. Identifies opportunities to utilize company resources to capture assets and maintain profitability standards. Job Summary: Under general direction with a high level of autonomy, uses extensive knowledge and skills obtained through education, experience, or training to successfully cultivate existing contacts, and assist in developing new relationships, to proactively capture assets and grow revenues for the division. Serves as the home office sales and relationship management contact for financial advisors and/or financial institution executives desiring to learn about the division’s services, platforms, or firm resources. Works independently on difficult assignments that are broad in nature requiring originality and ingenuity with appreciable latitude for actions or decisions made under limited supervision. Provides comprehensive solutions to complex problems. Extensive contact with internal and external clients is required to establish and maintain relationships that lead to creating new business and retaining/growing existing business.

Requirements

Knowledge of: Company’s working structure, policies, missions, strategies, and compliance/supervision guidelines.
Knowledge of: Concepts, practices and procedures of business development in a financial services environment.
Knowledge of: Investment concepts, practices and procedures used in the securities industry.
Knowledge of: Principles of banking and finance and securities industry operations.
Knowledge of: Financial markets and products.
Knowledge of: Financial advisors’ duties and challenges as well as the general operation and management of an investment services practice.
Skill in: Problem solving sufficient to effectively analyze, research and resolve inquiries and issues in a timely manner.
Skill in: Analyzing business processes and identifying process improvement opportunities.
Skill in: Identifying the needs of prospects and customers through effective questioning and listening techniques.
Skill in: Developing business development strategies.
Skill in: Maintaining and expanding referral sources.
Skill in: Initiating sales calls, responding to inquiries and turning them into sales opportunities.
Skill in: Facilitating transition processes.
Skill in: Detail orientation to ensure quality standards are met without impairing workflow.
Skill in: Follow-up to ensure resolution and completion of tasks.
Skill in: Expertise in communicating in both verbal and written form.
Skill in: Preparing and delivering clear, convincing and professional sales presentations to small and large audiences.
Skill in: Operating standard office equipment and using required software applications to produce correspondence, reports, electronic communication, and spreadsheets.
Ability to: Organize, prioritize, manage, and track multiple detailed tasks and assignments with frequently changing priorities and deadlines in a fast-paced work environment.
Ability to: Use appropriate interpersonal styles and communicate effectively and professionally, both orally and in writing, with internal and external clients at all organizational levels, and with all levels of expertise in the securities industry, to accomplish objectives.
Ability to: Effectively address concerns or challenging questions when they arise.
Ability to: Effectively market Raymond James and/or division and show resilience through the prospecting process.
Ability to: Work independently as well as collaboratively within a team environment.
Ability to: Identify problems, gather facts, and develop solutions.
Bachelor’s Degree from four-year college or university with a minimum of five (5) to seven (7) years’ experience in a financial planning, investment management or other financial services environment.
SIE required provided that an exemption or grandfathering cannot be applied.
Series 7 license required.
Series 65 or 66 required or ability to obtain within 90 days.
Series 9/10 or 24 required or ability to obtain within 90 days
Life and Health licenses preferred

Nice To Haves

Life and Health licenses preferred

Responsibilities

Regularly and proactively contacts existing clients, in person, via email and/or the phone, to ensure that the division’s services are meeting their needs and to seek to capture additional revenues where possible.
Proactively contacts financial advisors and financial institution executives to explore coaching or educational opportunities to generate additional revenue and to identify and resolve problems/issues that arise; assists financial advisors and financial institution executives with the development of sales strategies and marketing plans.
Assists Division Director with implementing a business plan, and various projects for the division.
Responds to requests from financial advisors and financial institution executives who need assistance in selling products/services or implementing projects, utilizing Raymond James resources or problem solving.
Assists the Division Director with supervisory oversight of the investment programs and the affiliated financial advisors within a defined territory; oversees compliance and regulatory management, proactively mitigates risks, identifies areas of concerns and handles day to day issues as they arise including, but not limited to sales supervision, disciplinary actions, and responses to regulatory inquiries.
Serves as a change agent. Supports, communicates and reinforces changes in strategic initiatives.
Applies and recommends changes to organizational policies and procedures; reviews progress of assigned projects, and balances conflicting resources with priority demands.
Creates, or oversees the creation of, proposals for existing financial institutions including, when necessary, financial projections to illustrate the fees/commissions and expenses on various types of business.
Prepares and/or delivers presentations to prospective/existing institutions and FAs joining existing branches highlighting how the division’s products, services and resources can meet their needs and/or expand their business.
Manages and conducts home office visits with prospective, new or existing affiliates.
Coordinates the transition process, ensuring target dates are met to maximize revenue and high quality service is delivered during the transition.
Coordinates with other functional areas to ensure a professional recruiting process, including routine calls, sending materials to prospects, creating reports and other associated administrative tasks including onboarding support.
May support marketing and other advertising initiatives by organizing and implementing calling campaigns and mass mailings.
Acts as a liaison between existing client financial institutions and various internal departments on issues ranging from compensation to client services.
Assists in the creation of internal reports as needed.
May assist with coaching and mentoring other associates.
Performs other duties and responsibilities as assigned.