Central Investment Advisors Sales Manager

CENTRAL BANCOMPANY, INC.•Columbia, IL

About The Position

The Sales Manager recruits, develops, manages, and grows a network of financial advisors serving Central Investment Advisors’ 20,000+ clients. The role drives revenue by recruiting advisors, strengthening existing relationships, and executing sales strategies that increase production, retention, and program profitability. It serves as a primary liaison between the brokerage channel and internal teams, ensuring advisors have the tools, training, and support they need.

Requirements

Bachelor’s degree in a business discipline is desired.
3–7+ years of sales or business development experience.
Series 7 and Series 63 licenses, and either Series 66 or Series 65, are required.
Proven track record of meeting or exceeding sales targets through indirect or partner channels.
Strong relationship-building, negotiation, and communication skills.
Ability to analyze sales data and translate insights into action.
Proficiency with CRM systems and Microsoft Office or similar tools.
Strong leadership skills.
Effective oral and written communication skills and exceptional listening skills.
Ability to communicate effectively with individuals and groups.
Self-starter with initiative to begin projects independently.
Strong desire to succeed in a highly competitive industry.
Strong PC skills.

Nice To Haves

Brokerage or channel sales experience.
Insurance credentials or experience; insurance is preferred.
Bachelor’s degree in a business discipline.

Responsibilities

Recruit, onboard, and manage a network of Financial Advisors.
Lead contract and compensation negotiations with new and existing advisors.
Ensure new advisor hires are a fit for the Central Bank market area where they will be located.
Build long-term advisor relationships and serve as the primary contact for questions, issues, and escalations.
Ensure client complaint resolutions are promptly reported to the appropriate group, such as the broker-dealer or bank.
Monitor broker-dealer branch examinations for systemic or recurring issues requiring additional training.
Schedule periodic sales meetings, lead meetings, set relevant agendas, and invite outside speakers and secure meeting sponsorships.
Work with CIA’s controller and Financial Advisors to establish annual and overall program revenue goals.
Develop and execute sales plans to meet or exceed revenue and production targets.
Identify market opportunities and expand the Central Investment Advisors program footprint.
Monitor advisor performance and implement strategies to increase productivity.
Train, coach, and support brokers on products, processes, and sales best practices.
Provide commentary or recommendations regarding relevant industry publications and articles.
Collaborate with marketing on sales materials, campaigns, and promotional initiatives.
Ensure brokers comply with program guidelines, licensing requirements, and regulations.
Track and analyze sales metrics, pipeline activity, and advisor performance.
Maintain frequent communication with new or underperforming advisors through calls, individual meetings, and sales training.
Prepare forecasts, reports, and performance updates for leadership.
Recommend improvements to compensation structures, incentives, and program design, and ensure compensation and incentive plan changes are approved by LPL Financial.
Conduct annual reviews for all Financial Advisors.
Benchmark advisor payouts to maintain program competitiveness and ensure payouts comply with broker-dealer and regulatory guidelines.
Monitor advisor incentive pay, periodically evaluate whether incentives are producing desired behavior, and recommend changes or termination when appropriate.
Work with the CIA Program Manager and head of Wealth Management to set annual CEO scorecard referral goals for incoming and outgoing CIA referrals.
Partner with underwriting, operations, compliance, and customer service teams to support smooth execution and advisor satisfaction.
Provide market feedback to leadership to inform product development and program enhancements.