Manager, Retirement Services Sales Relationship Management Team (Hybrid
Location
Lancaster, PA | United States
Job description
Our values define us and our inspires us to Our employees are the heart and soul of our company, and every success we experience begins with them. Together we are committed to making a positive impact in our local communities. We champion a culture of continuous learning, work-life integration, and inclusion. We promote a digitally enabled work environment to continuously enhance the experience of our employees and customers.
Responsible for sales results and overall management of Retirement Services sales/relationship management team including achieving established financial and business goals, providing leadership and managing staff, assessing staff effectiveness and guiding changes to enhance effectiveness, ensuring compliance with internal Fulton Financial Corporation requirements, overseeing client relationship management, create and promote a business development culture and ensure products meet client expectations.
- Ensure the efficient and effective operation of the relationship management team. Achieve financial objectives by successfully managing revenue growth and direct expenses. Lead and work with direct reports to recommend and implement business activity and sales plans, marketing plans, sales forecasts, service standards and budgets that meet assigned targets. Create and execute sales development and marketing initiatives to ensure a high profile in the Retirement Services segment. Develop quantifiable and successful sales activities and expectations with the team and provide reporting on the execution of these activities. Develop a disciplined approach to contacting and developing lukewarm leads provided by lead identification tools.
- Actively engage and develop high value relationships with centers of influence to raise Fulton Financial Advisors profile, generate referrals and grow business. Develop strong relationships and initiatives internally that fully leverage the Banks, Boards, and Partner Groups to grow business
- Exercise product management responsibility for all products offered through the department. Develop robust and leading-edge lead generation and lead development programs such as drip campaigns, distributing thought leadership from the team and utilizing such tools as LinkedIn and outreach campaigns to expand prospect outreach significantly. Design and modify products as necessary to maintain competitiveness, market appeal, and satisfy client needs. Develop and implement appropriate product pricing to meet product profitability objectives. Work with sales and marketing staff to develop promotional materials and distribution plans.
- Direct or engage in a variety of relationship management activities. Manage client relationships of special significance, where appropriate, especially those of a more delicate or complex nature. Assign relationships and accounts and maintains proper workload distribution among professional staff. Confer with relationship managers, plan sponsors, attorneys and others regarding accounts. Analyze trust instruments to determine duties and responsibilities of the bank. Ensure that continuing relations are maintained with existing clients and prospects to maintain goodwill and to develop additional business. Establish a methodology for tracking and measuring client contact at the employee team member level and provide reporting quarterly. Manage resources for optimal efficiency, productivity and client service.
- Participate with the Institutional Services management team in developing and implementing strategic plan. Keeps abreast of market conditions, trends, competitor actions, client needs. Recommend appropriate strategic initiatives to enhance market competitiveness and long-term growth potential. Manage implementation of strategic initiatives within department through development and execution of tactical action plans. Monitor progress and make adjustments in actions, as necessary to achieve desired objectives. Recommending annual revenue and expense budgets, and other business and financial objectives.
- Develop, review, and recommend appropriate operating policies and procedures. Ensure proper implementation and maintenance of policies and procedures to effectively manage business and operating risks and comply with all legal, regulatory and audit standards.
- Make recommendations for employees regarding employment, continuing training and development, performance ratings, coaching and counseling, salary changes, promotions, transfers and terminations. Guide and advise department employees in the more complex phases of their work. Champion an open, honest, diverse and supportive work environment that generates positive employee morale. Lead and influence team through coaching and clear communications designed to create a high performing team.
- Assumes additional responsibilities and/or undertakes special projects as requested.
Education
Bachelor Degree or the equivalent experience. Specialty: business, finance, or other applicable. (Required)
Experience
10 or more years retirement services. (Required)
This role may perform other job duties as assigned by the manager. Each employee of the Organization, regardless of position, is accountable for reading, understanding and acting on the contents of all Company-assigned and/or job related Compliance Programs, regulations and policies and procedures, as well as ensure that all Compliance Training assignments are completed by established due dates. This includes but is not limited to, understanding and identifying compliance risks impacting their department(s), ensuring compliance with applicable laws or regulations, and escalating compliance risks to the appropriate level of management.
As a condition of employment, individuals must be authorized to work in the United States without sponsorship for a work visa by Fulton Bank currently or in the future.
Fulton Bank (“Fulton”) is an equal opportunity employer and is committed to providing equal employment opportunity for all qualified persons. Fulton will recruit, hire, train and promote persons in all job titles, and ensure that all other personnel actions are administered, without regard to race, color, religion, creed, sexual orientation, national origin, citizenship, gender, gender identity, age, genetic information, marital status, disability, covered veteran status, or any other legally protected status.
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