AVP, Internal Business Development Officer

LPL Financial•San Diego, CA

4d•$107,918 - $179,864

About The Position

The role of the Enterprise Internal Business Development Officer (IBDO), Financial Institutions is to be the sales partner to the Enterprise External Business Development Officer (EBDO), Financial Institutions. They are responsible for driving outsized performance in the recruitment of new bank and credit union wealth management relationships to LPL Financial. This role will provide exposure throughout LPL, while supporting the end-to-end process of onboarding a new financial institution. This position is designed for an individual with a background in navigating and closing complex Business-to-Business sales. Skills required include: organizational, communication, and ability to prioritize while executing quickly. Having a strong work ethic, being an effective communicator, strong project management skills and a sense of diplomacy will be imperative to the success of in this role.

Requirements

5-10 years of sales experience demonstrating success in both feeding the sales funnel and progressing deals towards deal close
Flexibility to support EBDOs nationally, across different time zones and geographic areas
Strong understanding and passion for the financial services industry
Direct experience working closely with financial advisors and/or the executive leadership teams of wealth management firms
Demonstrate strong organizational, problem solving, and decision making skills
Enthusiastic, polished, and professional demeanor
Strong ability to develop and memorialize key workflows and pull projects through completion
Superior communication skills
Understanding of complex sales processes
Coachable with an ability to pivot and adapt as priorities evolve
Brand ambassador for LPL externally and for the ISBD team internally

Nice To Haves

Possess 5 - 10 years’ direct/equivalent experience with offering or supporting wealth management services within a bank or credit union
Bachelor’s degree in business or related field of study from an accredited college or university
Experience working in a community bank or credit union
Familiarity with Salesforce

Responsibilities

Partner with EBDO and segment leadership to add prospective Financial Institutions into the pipeline through active prospecting (cold calling, networking, and leveraging social media)
Effectively use Salesforce to capture activity, updates, and to schedule/plan next action steps
Partner with EBDO and segment leadership to provide solutions and strategies in efforts to advance prospective Financial Institutions through the pipeline
Schedule and prepare Home Office Vist (HOV) and Field Office Visit (FOV) meeting checklists; including agenda, internal partner coordination, and effective meeting planning
In coordination with the EBDOs and firm Sales Enablement resources, utilizing content to build presentations that effectively communicate the LPL Institution Services value proposition for all FOVs and HOVs.
Coordinate meeting follow-up items and draft responses to be sent to prospective financial institution
Execute upon agenda delivery for all external and internal meetings and partner with sales strategy team to deliver effective content for prospective financial institution engagements
Participate with EBDO in regularly-scheduled check-ins with enterprises that specialize in the support of financial institutions
Leverage underwriting system and work with advisor capital or corporate development to approve pricing and draft proposals
Draft pricing proposal based on underwriting results
Coordinate internal resources to draft RFP’s, focused primarily on getting "answers in boxes" (0-80% completion of RFP)
Coordinate resources to introduce signed financial institution to transition team, includes scheduling kickoff call and potential advisor enrollment materials
Draft and maintain prospect workbook and enterprise prospect profile documenting key facts and decisions of all prospective financial institution in the pipeline
Attend weekly transition calls for committed financial institutions
Request draft contracts, amendments and non-disclosure agreement within the legal portal
Input contract accommodations in onboarding system once financial institution joins LPL
Disburse onboarding form upon contract execute to establish institution ID
Execute transition assistance disbursement process