VP/Financial Advisor - Springfield

Kearny Bank•Springfield, NJ

21d

About The Position

The VP, Financial Advisor provides financial advice to clients by evaluating their financial condition, needs, and future goals, and offers financial planning support and access to products and services available through the bank’s broker-dealer relationship. The role develops business through prospecting, branch partnerships, referrals, networking, outbound calls, and ongoing management of client relationships and books of business. The Financial Advisor profiles existing clients and reassesses their short- and long-term investment needs, identifies cross-selling opportunities, and works toward sales goals established by management. The position maintains current knowledge of investment planning, bank products and services, industry practices and trends, and applicable laws and regulations. It supports sales and compliance activities across assigned branches and a defined territory, including coaching and training team members and non-licensed branch employees, coordinating compliance files, and responding to regulatory audits. The role works with retail branches, bank departments, sales management, the broker-dealer, and external referral sources, while ensuring work complies with applicable policies and requirements, including Fair Lending, Know Your Customer, Bank Secrecy Act, and anti-money-laundering policies. The position requires travel to other locations and adaptability to schedule changes, including some evenings and weekends. Compensation is $45,000 to $88,000 plus a competitive commissions program.

Requirements

At least 5 years of experience in banking or a financial institution.
FINRA Series 7, 63, and 66 or 65 licenses.
State Insurance License.
Ability to meet or exceed client experience needs and identify client and project needs.
Knowledge of bank products and services, sweep accounts, concepts and techniques, and cash management services.
Ability to model relationship-building techniques and effectively cross-sell.
Ability to resolve client questions and complaints and resolve conflict.
Ability to foster open communication; deliver presentations; and demonstrate listening, speaking, and written communication skills.
Ability to answer questions effectively, build client relationships, and build internal and external networks.
Ability to act with integrity, demonstrate adaptability and work commitment, and maintain positive performance in all situations.
Proven sales ability with a strong track record of investment sales success.
In-depth knowledge of the retail investment industry.
Willingness to travel to other locations and adapt to schedule changes, including some evenings and weekends.
Self-starter who is goal-oriented, works independently, and is also a team player.
Excellent communication and relationship-building skills.
Working knowledge of Microsoft Excel, Word, Access, and Outlook.
Ability to interact effectively and tactfully with all levels of the bank.
Ability to read, write, and speak clearly.

Responsibilities

Take an active role in sales activities, including supporting platform sales staff in assigned branches and assisting team members.
Coordinate maintenance of OSJ and other compliance files, including advertising, complaint, client, and correspondence files; coordinate responses to regulatory audits as needed.
Assist with compliance and sales training for staff and non-licensed branch employees, and explain regulatory limitations applicable to non-licensed employees.
Maintain internal and external referral networks and strong relationships with referral sources, keeping them informed about investment planning products and services.
Ensure timely communication of client, product, regulatory, and other important information among sales teams, management, branch staff, broker-dealer contacts, and other parties.
Maintain comprehensive knowledge of investment planning, bank products and services, client needs and investment solutions, sales practices, and investment laws and regulations; keep sales staff informed of updates.
Participate in special projects and perform additional duties as required.
Participate in community growth and development activities and promote a positive image of the bank.
Provide financial advice and planning support to current and prospective clients and connect them with financial products and services available through the broker-dealer relationship.
Develop sales leads through prospecting and interaction with branch partners in the assigned territory.
Identify cross-selling opportunities with internal partners and refer clients to other areas of the bank.
Coach and develop team members in the territory; ensure they understand products, sales techniques, and systems used to offer investment products and support clients.
Educate branch retail staff about the bank’s Investment Program and mentor interested employees.
Make outbound calls, manage books of business, attend networking events, and profile existing clients to reevaluate short- and long-term investment needs.
Provide subject-matter expertise to retail branch teams on sales techniques, product availability, and opportunities for new and existing clients.
Meet regularly with Retail Relationship Managers in the territory and make cross-referrals to the branches covered.
Ensure appropriate Financial Advisor coverage of branches and maintain standard hours as dictated by each covered branch.
Follow up regularly on all cross-referrals and received referrals.
Develop and execute plans to achieve sales goals, including identifying specific actions and steps and managing time effectively; report progress to management and request assistance or training as needed.
Provide referral and product training to non-licensed company employees as needed.
Meet sales goals established by management.