Associate Institutional Relationship Manager - Burlington, VT

TD•Burlington, VT

About The Position

The Associate Institutional Relationship Manager (AIRM) is a high touch point of client contact accountable to serve the unique and complex needs of clients in the Institutional segment. The Associate Institutional Relationship Manager partners with other Institutional Relationship Managers (IRM), Institutional Investment Advisors, and Captive Specialty Practice subject matter experts (SME) to grow the Institutional business through supporting business development efforts, responding Request-For-Proposals (RFP), and interfacing with OneTD partners. The Associate Institutional Relationship Manager is also responsible for retaining and growing assigned client relationships and is accountable for exceeding client's expectation for service. The AIRM is at the center of the Institutional model providing day-to-day account management and oversight, delivering excellent client service, supporting account administration, and developing materials with Specialty Practice SME and IRMs for OneTD partners and centers of influence. Depth & Scope: Demonstrates a commitment to being customer-centric by ensuring a legendary service is provided during every customer interaction to maximize retention and growth Partners with Institutional Relationship Managers, Institutional Investment Advisors, Specialty Practice SME, and Corporate Trust Advisors to ascertain investment needs of TD Wealth clients to increase wallet share and in support of securing new clients with potential investment needs Focuses on retaining and growing Institutional business through supporting Captive Specialty Practice SME, and IRM in business development efforts with COIs and OneTD partners (e.g., TD Commercial, TD Small Business, TD Securities, TD Cowen) Provide responses to RFPs. Build a data base of answers that may be specific to captive needs. RFP requests are a growth segment of the Captive process Gains a deep understanding of TD Private Client Group's Institutional offering, including Custody, Investment Management, Reg 114 Insurance trusts, and other trust services to address client needs Works with the Business Analyst to learn the CAP system and works with Compliance to ensure all internal and external presentations have an appropriate review Coordinates complex requests from Specialty Practice SME to expediate accurate responses for clients and COIs Works with the Client, Clearwater analytics contact, and operations to set up the data feed and reporting for the client that needs Clearwater bond amortization reporting Become an expert at supporting Specialty Practice SMEs at working with Retail and Commercial partners, including opening operating accounts, learning back-office requirements to coordinate Letters of Credit and Collateral Trusts Effectively implements a process with Client Services Advisors (CSAs) to ensure every client gets an Annual Client Review (ACR) meeting with an enhanced agenda focused on client's needs Partners with the marketing team to develop a sales presentation for internal partners and external prospects that delivers a concise message Works with the Head of Credit Product Pricing & Profitability to help model the impact of Captive solutions for Precision Lender calculations and decisions Executes in a manner that is compliant with regulations, policies, and procedures Adheres to all federal, state, SRO regulations and Firm policies related to all business activities (i.e. OCC, SEC, FINRA, etc) Contributes individually and as a team member, to ensure strong performance, collaboration and enthusiasm that sets TD Wealth apart from our competitors Contributes individually, as a team member and as a mentor to Financial Advisors, to ensure strong performance, collaboration, and enthusiasm Represents TD Wealth to the public in a professional manner Is involved in the community and support TDBG charity and community initiatives

Requirements

4-year degree, MBA or other advanced degree preferred
3+ years of Financial Services experience in a sales and service capacity (i.e. track record of high client satisfaction, client retention, and meeting sales goals) required
Active Securities Licenses: Series 7, 63 Required; 65 preferred or ability to obtain
Consultative sales experience required
Ensures all Continuing Education requirements are attained
Understanding wealth management business development techniques, products, services, and overall industry
Understanding of Institutional client needs and products and services available to clients within the segment
Ability to establish relationships and partner effectively with other departments within TD Wealth and TD Bank, America's Most Convenient Bank
Personalized customer service skills, including ability to work with wide variety of clients and provide an exceptional level of service
Self-motivated, able to work independently, as well as part of a team - working well with other team members and keeping all relevant individuals, including management, up to date in a timely manner
Excellent communication skills, both verbal and written
Proficiency in Microsoft Applications (PowerPoint, Excel, Word)
Ability to multitask and manage competing priorities effectively
Must have experience working within a high collaborative team environment

Nice To Haves

ACI Captive designation preferred

Responsibilities

Demonstrates a commitment to being customer-centric by ensuring a legendary service is provided during every customer interaction to maximize retention and growth
Partners with Institutional Relationship Managers, Institutional Investment Advisors, Specialty Practice SME, and Corporate Trust Advisors to ascertain investment needs of TD Wealth clients to increase wallet share and in support of securing new clients with potential investment needs
Focuses on retaining and growing Institutional business through supporting Captive Specialty Practice SME, and IRM in business development efforts with COIs and OneTD partners (e.g., TD Commercial, TD Small Business, TD Securities, TD Cowen)
Provide responses to RFPs. Build a data base of answers that may be specific to captive needs. RFP requests are a growth segment of the Captive process
Gains a deep understanding of TD Private Client Group's Institutional offering, including Custody, Investment Management, Reg 114 Insurance trusts, and other trust services to address client needs
Works with the Business Analyst to learn the CAP system and works with Compliance to ensure all internal and external presentations have an appropriate review
Coordinates complex requests from Specialty Practice SME to expediate accurate responses for clients and COIs
Works with the Client, Clearwater analytics contact, and operations to set up the data feed and reporting for the client that needs Clearwater bond amortization reporting
Become an expert at supporting Specialty Practice SMEs at working with Retail and Commercial partners, including opening operating accounts, learning back-office requirements to coordinate Letters of Credit and Collateral Trusts
Effectively implements a process with Client Services Advisors (CSAs) to ensure every client gets an Annual Client Review (ACR) meeting with an enhanced agenda focused on client's needs
Partners with the marketing team to develop a sales presentation for internal partners and external prospects that delivers a concise message
Works with the Head of Credit Product Pricing & Profitability to help model the impact of Captive solutions for Precision Lender calculations and decisions
Executes in a manner that is compliant with regulations, policies, and procedures
Adheres to all federal, state, SRO regulations and Firm policies related to all business activities (i.e. OCC, SEC, FINRA, etc)
Contributes individually and as a team member, to ensure strong performance, collaboration and enthusiasm that sets TD Wealth apart from our competitors
Contributes individually, as a team member and as a mentor to Financial Advisors, to ensure strong performance, collaboration, and enthusiasm
Represents TD Wealth to the public in a professional manner
Is involved in the community and support TDBG charity and community initiatives

Benefits

Our Total Rewards package reflects the investments we make in our colleagues to help them and their families achieve their financial, physical and mental well-being goals.
Total Rewards at TD includes base salary and variable compensation/incentive awards (e.g., eligibility for cash and/or equity incentive awards, generally through participation in an incentive plan) and several other key plans such as health and well-being benefits, savings and retirement programs, paid time off (including Vacation PTO, Flex PTO, and Holiday PTO), banking benefits and discounts, career development, and reward and recognition.

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