KeyBank · 1 month ago
KPB Lead Institutional Advisor
United States
Full-time
Remote
Senior Level
$112K/yr - $210K/yr
5+ years expKeyBank is seeking a Lead Institutional Advisor to develop investment management and fiduciary relationships with a diverse range of clients. The Advisor will collaborate with local Key Private Bank Markets and Banking Partners to generate awareness and deliver solutions, while managing a modest book of clients to ensure exceptional sales and retention results.
Banking
Responsibilities
Responsible for the development and closure of the most complex and sophisticated client opportunities
Identifies prospective Institutional Advisors clients or referral sources by educating and positioning Institutional Advisors capabilities to meet client needs, develop solutions and drive new revenue
An active member of the Institutional Advisors Team participating in the development of sales strategy, client experience, product development and other aspects of leading a successful business
Coordinates the successful completion of the Request for Proposal (RFP) process (from preparation of the response, interaction with the prospect and all phases of presentation) in partnership with KPB Field and other banking partners
Maintains an in-depth knowledge of products and services as well as proactively acquires knowledge of competitors and competitive products to support the awareness of IA team
Fosters a sense of partnership with KPB, Banking Teams, and Center of Influences (COIs) in assigned region to create an environment for learning/best practice sharing and accountability; drives the performance and sustained success of the KPB sales team
Serves as the primary point of contact for all external sales opportunities
Masters an effective first contact strategy and phone approach
Understands what differentiates Institutional Advisor (IA) and develops a unique sales approach that differentiates Key from the rest of the marketplace
Effectively understands and prospects within the most productive market niches
Effectively master's the ability to ask questions and qualify prospects early in the sales process
Meets or exceeds monthly success metrics and keeps a robust and monitored pipeline that is reviewed regularly with the Sales and Market Managers
Partners with the Relationship Manager (RM) on all sales opportunities, including the closing of the deal
Fully understands and executes the level of activity necessary to achieve sales goals
Teams with KPB Wealth Advisors and RM(s) to uncover opportunities in existing books of business
Teams with KPB Fields Teams to engage Field Banking Partners
Generates leads by utilizing all resources including Salesforce, community networks, COIs, Lines of Business, product partners, etc
Utilizes letters, articles, voicemail, seminars and events to sell our services internally and externally
Follows disciplined pre-call preparation
Becomes proficient at uncovering what will motivate a prospect to purchase our services
Masterful at asking questions to uncover time, budget and resource issues
Excellent at gaining commitment by the decision makers
Executes disciplined post-call debrief process, effective follow up and pipeline management
Fully understands strengths and weaknesses of clients’ current provider and their decision-making process
Executes on appropriate signed documents and develops client relationship team and process
Sets initial strategy, introduces all new clients to Relationship Managers and set expectations for onboarding and servicing by the IA team
Collaborates and performs as part of the relationship management team to assure that the team sales goals are met by executing the client strategy
Provides ongoing contact with new clients to enhance client’s initial experience with Key
Fully develops relationships to uncover additional services to be provided
Regularly asks satisfied clients for introductions to others they know who may need our services
Participate in KeyCorp’s commitment to the community
This position is responsible for either meeting or exceeding assigned individual and team sales goals which can include expanding existing client business, referrals and or new business growth
Qualification
Required
Bachelor's degree in business related field (accounting, finance, economics, or related field) or equivalent business experience
A minimum of 5 years Institutional Banking, Investment Management/Consulting, or Trust experience as well as progressively responsible and successful sales management experience
Demonstrated ability to consistently and effectively balance focus on sales and exceptional client advice delivery
Demonstrated ability to exceed performance objectives in effectively managing and delivering results in a matrixed organization
Demonstrated expert knowledge of technology systems
Preferred
Additional banking experience in operations/client services or other LOB areas to gain broader understanding of organizational structure and workflow
Benefits
Eligibility for incentive compensation which may include production, commission, and/or discretionary incentives
Eligibility for short-term incentive compensation
Deferred incentive compensation subject to individual and company performance
Company
KeyBank
At KeyBank we’ve made a promise to our clients that they will always have a champion in us.
10001+ employees
Funding
Current Stage
Late StageLeadership Team
Chris Gorman
Chairman, Chief Executive Officer, and President, KeyCorp
Holly Santoro
Executive Administrator to the Chairman & CEO
Recent News
2023-08-28
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