Institutional Relationship Manager - Retirement Plan Services

Hancock Whitney•New Orleans, LA

2d•Onsite

About The Position

The Retirement Plan Services Relationship Manager manages and develops complex wealth management client relationships during the administration of Trust accounts including defined benefit/defined contribution retirement plans and other types of accounts. This role involves managing and developing new business for large and complex Trust relationships, administering, investing, and/or soliciting business of large and complex relationships in compliance with bank policies, account documents, laws and regulations. The manager represents the company in business activities and serves as a contact for clients, attorneys, CPAs, and beneficiaries relating to assigned accounts. They may represent the company on boards or committees related to businesses or institutions for which the trust department provides a service. Key responsibilities include analyzing and understanding governing documents, managing accounts according to terms and beneficiary needs, coordinating with investment officers, trust tax officers, and Trust Operations, and ensuring compliance with all applicable policies, procedures, and laws. The role requires staying current with developments, laws, and regulations, advising other Trust RMs and business partners, and corresponding with attorneys, agencies, co-trustees/co-executors, and other interested parties. Problem resolution for owners, beneficiaries, and others is crucial, as is making court appearances and dealing with legal professionals for asset acquisition, disposition, or preservation. The manager advises management and the trust administrative committee on trust asset acceptability and proper use of income or corpus. Proactive analysis of existing relationships and networking with local professionals and centers of influence for new business opportunities are expected. The role also involves advising or consulting with other officers on proposed business plans and complying with all applicable federal, state, and local banking and industry-related laws and regulations, including the Bank Secrecy Act. Achieving sales goals set by management is a key responsibility, including establishing a calling program for clients, prospects, and centers of influence, and documenting all activities on sales/relationship management reporting tools. Attendance at professional conferences or trade shows is expected to promote the company brand and trust expertise, as well as to stay aware of client needs and identify new business opportunities. Producing proposals for new business pricing or terms in conjunction with Sales Manager and LOB Manager, and mentoring more junior RMs are also part of the role. The position carries supervisory responsibilities, including carrying out supervisory responsibilities in accordance with the organization's policies, procedures, and applicable laws, and providing guidance and oversight to and being responsible for the coordination and evaluation of the assigned team. Responsibilities may include interviewing, hiring and training associates; planning, assigning and directing work; performance management; associate compensation; approving expense reports; and addressing concerns and resolving problems.

Requirements

Bachelor’s degree, preferably with a concentration in business or related field.
8 years of relationship management experience in banking or financial services required.
An equivalent combination of education and experience may be considered.
Ability to travel if required to perform the essential job functions.
Ability to work under stress and meet deadlines.
Ability to operate related equipment to perform the essential job functions.
Ability to read and interpret a document if required to perform the essential job functions.
Ability to lift/move/carry approximately 10 pounds if required to perform the essential job functions.

Responsibilities

Manages and develops new business for large and complex Trust relationships.
Administers, invests and/or solicits business of large and complex relationships in compliance with bank policies, account documents, laws and regulations.
Represents the company in business activities and serves as a contact for clients, attorneys, CPAs and beneficiaries relating to assigned accounts.
May represent the company on boards or committees related to businesses or institutions for which the trust department provides a service.
Analyzes, studies, and gains full understanding of governing documents.
Manages accounts in accordance with the terms of the governing documents and in a manner consistent with the needs of owners and beneficiaries.
Coordinates management of accounts with investment officers, trust tax officers, Trust Operations, and others as required.
Assures the accounts are in compliance with all applicable policies, procedures and/or federal/state laws and regulations.
Keeps current with all developments, applicable laws and regulations within individual field and provides advice to other Trust RMs and/or business partners.
Contacts or corresponds with attorneys, agencies, co-trustees/co-executors, and other parties who have an interest in any aspect of an account.
Resolves problems brought by owners, beneficiaries and others.
Makes court appearances at audits or other proceedings, and deals with attorneys, agents and others for the acquisition, disposition or preservation of trust assets and related business.
Advises management and members of the trust administrative committee on questions regarding the acceptability of trust assets and the proper use of income or corpus for accounts being managed.
Proactively analyzes existing relationships and networks with local professionals and centers of influence for new business opportunities.
Advises or consults with other officers on details of proposed business plans.
Incumbent is required to comply with all applicable federal, state, and local banking and industry related laws and regulations including but not limited to the Bank Secrecy Act.
Responsible for achieving sales goals set by management.
Establishes a calling program for clients, prospects and centers of influence that will facilitate new business development from existing clients and new prospects, and documents all on sales/relationship management reporting tools.
May attend professional conferences or trade shows held by the client/prospect base in order to promote the company brand and trust expertise.
As well as various public meetings held by clients or groups that provide services to clients in order to both be aware of current client needs as well as looking for new business opportunities.
Produces proposals for new business pricing or terms in conjunction with Sales Manager and LOB Manager.
Mentors more junior RMs on all aspects of managing and developing Trust relationships.
Carries out supervisory responsibilities in accordance with the organization's policies, procedures and applicable laws.
Provides guidance and oversight to and is responsible for the coordination and evaluation of the assigned team.
Responsibilities may include interviewing, hiring and training associates; planning, assigning and directing work; performance management; associate compensation; approving expense reports; addressing concerns and resolving problems.