Institutional Relationship Manager II - West Palm Beach, FL

TD•West Palm Beach, FL

1d•$115,440 - $173,160•Onsite

About The Position

The Institutional Relationship Manager II (IRM) is a sales development role, which focuses on increasing assets and revenue by focusing on providing entity clients such as corporations, NFP entities, and government entities with investment solutions from TD Wealth. The Institutional Relationship Manager II serves as the central point of contact for entity prospects and clients across all lines of banking and wealth management at TD Bank. The job partners with Wealth Relationship Managers, Investment Advisors, Trust Advisors and Centers of Influence to identify entity prospects. The job also retains and grows the client base and total client relationship and is accountable for exceeding prospect's and client's expectations for asset accumulation, preservation and growth. The Institutional Relationship Manager II is at the center of the Institutional Services model supporting an integrated Wealth Management offering by providing day-to-day business development, account management, wealth management solutions (via partner referrals). The IRM must focus on partnering skills with all Commercial, Corporate and Specialty Banking, Retail and TD Securities partners to maximize the quality of the overall TD Bank relationship across multiple lines of businesses.

Requirements

4-year degree or related work experience required
10+ Years of related experience
Series 7, Series 63 & 65 or Series 66 or ability to obtain within licensing & registration timeline
Documented expertise in developing and closing institutional business such as investment management, employee benefit, custody, endowments, foundations, captive insurance, cash management, etc.
Advanced understanding and experience with commercial banking relationships and experience interacting with institutional clients
Consultative sales experience recommended
Proven ability to establish relationships and partner effectively with other departments or business units who have a vested interest with the same client base
Proven business development track record
Strong market presence with wide network of outside referral sources for new business
High level of personalized relationship management skills, specializing in institutional clients and including ability to work with wide variety of clients and provide an exceptional level of service
Strong credit and financial analysis skills
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
Ability to work within an organization to influence and get things done without direct authority
Organized self-starter with ability to work independently with little direct guidance
Refined negotiation skills
Excellent communication skills, both verbal and written
Proficiency in Microsoft Applications (PowerPoint, Excel, Word)
Must have experience working within a highly collaborative team environment
Subject to qualifying certification process at TD Private Client Wealth

Nice To Haves

MBA or advanced degree preferred
Certified Financial Planner (CFP) or Certified Financial Analyst (CFA), preferred
Membership in civic and professional organizations and/or board membership encouraged

Responsibilities

Focuses on gathering institutional client assets and fee generation by partnering with TDW Private Client Relationship Managers (RMs), TD Bank partners, and external contacts in assigned market
Deepens wallet share by anticipating client needs and suggesting the most appropriate solutions
Meets quarterly and annual goals for investments, Brokerage and Trust business
Demonstrates a commitment to being customer-centric by ensuring legendary service is provided during every customer interaction to maximize retention and growth
Works with dedicated Institutional client services team to ensure all NEW clients receive the complete on-boarding experience
Effectively partners with the Institutional Investment Advisor and CSAs to ensure every client receives an Annual Client Review (ACR) meeting with an enhanced agenda focused on the client's overall wealth needs, as well as a minimum of two annual pro-active contacts
Serves as the primary point of contact for TD Wealth entity relationships; manages all aspects of the entity's relationships with TD Bank
Implements and executes a differentiated service model/experience for Institutional clients
Leverages and knows when to coordinate specialists (Retirement, Captive, Corporate Trust and Custody, and Not for Profit) to provide expertise for our most complex clients
Identifies opportunities within your portfolio and network to refer business to Retail and Commercial Partners
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 (e.g. OCC, SEC, FINRA etc.). Ensures all Continuing Education requirements are attained
Is responsible for understanding and adhering to TD Wealth AML/ATF Policies and Procedures
Is responsible for implementing TDs Customer Identification Program (CIP) by collecting and verifying required customer identification information, and performing other Customer Due Diligence and Enhanced Due Diligence Requirements as outlined in the Business Unit AML procedures
Is responsible for fostering and contributing to a positive and constructive work environment with a focus on supporting the overall Wealth team
Participates in training to help Financial Advisors and Retail staff to identify referral opportunities for entity relationships
Contributes individually, as a team member and as a mentor to more junior staff, to ensure strong performance, collaboration and enthusiasm that set TD Wealth apart from our competitors
Represents TD Wealth to the general public in a professional manner
Is involved in the community and support TDBG charity and community initiatives