Manager, Institutional Sales

Commerce Bank•Kansas City, MO

4h•Onsite

About The Position

The main purpose of this job is to be responsible for the overall strategy and execution of the Institutional sales team.

Requirements

Strong knowledge of the Institutional sales field, including knowledge of best practices
Strong technical knowledge in investment management across fixed income, equity and alternative management
Understanding of Institutional fiduciary roles, such as ERISA, OCIO, and UPMIFA
Ability to prospect data tools and databases that can drive prospect generation
Ability to analyze and condense data obtained into a format that can be useable by sales team to drive sales process
Strong critical thinking skills with the ability to apply discretion and sound judgement to efficiently and effectively solve problems
Ability to drive results and balance management of organizational risk and meeting goals of the business
Strong leadership skills with ability to motivate team members and foster a positive team environment that gives way to collaboration and unified goals
Outstanding interpersonal and relationship building skills with the ability to effectively communicate with all levels of the company, clearly expressing ideas and concepts both verbally and in writing
Ability to remain adaptable and resilient to all situations with an optimistic outlook and cast a positive shadow that is aligned with our culture and Core Values
Intermediate level proficiency with Microsoft Word, Excel, Teams and Outlook
Bachelor’s degree in business, marketing or a related field or equivalent combination of education and experience required
6+ years institutional investment production, relationship management or sales leadership experience required
3+ years leadership/supervisory experience required

Nice To Haves

Industry designations or certifications preferred

Responsibilities

Work with Senior Institutional line of business management to achieve company-wide institutional new business, revenue and profit goals
Directly oversee asset sales management activities, which includes oversight of the Institutional Business Development Officers, Specialists, Associates and the Sales Intelligence Unit (SIU)
Work within, and promote use of internal systems and CRM for all reporting needs, including activities, pipeline, compensation reporting, etc. Develop sales dashboard to track and report key metrics.
Develop strong relationships with internal referral partners and the department leaders. Develop consistent communication channels and work to increase sales from referrals within Commerce Bank.
Assist with developing sales and individual deal strategy. This will include structure, pricing, services.
Provide thought leadership and strategies to acquire and use information from various sources to drive sale while utilizing knowledge and experience with sales and prospecting data bases
Serve as a subject matter expert as it relates to institutional competitors, current marketplace, pricing and products. Make recommendations that make Commerce Trust offerings increasingly competitive within the marketplace.
Provide recommendations and work with the BDO team and SIU to continually enhance the RFP process and marketing collateral
Lead, mentor and motivate team members to implement the department strategy and manage department workflow with guidance on departmental projects/issues, and provide coaching and development opportunities appropriate to each direct report's individual needs
Perform all necessary management functions, including hiring, evaluations, annual increase allocations and disciplinary action as required
Communicate decisions, priorities and relevant information to team members effectively
Support budget management, planning and expenditure
Perform other duties as assigned