Job Title

Purpose of the JobThe Senior Regional Business Manager, Estate and Trust generates business for the Trust Company and acts as Relationship Manager. The position develops opportunities by qualifying leads and prospecting for personal solutions as well as providing relationship management support to onboard and service clients. This position works directly with referral sources and clients to build and maintain COI relationships. It is expected that the position retains relationships with clients throughout the administration.The position is also responsible for growing and maintaining an industry network for reciprocal referrals.Main ActivitiesSells and supports sales targets for estate and trust solutions:Responds to inquiries regarding personal trust opportunitiesPresent to in person and virtual information sessions to partners and their clientsArranges and carries out one-on-one sales conversations and meetings with clients to assess needs, provides information on Concentra Trust solutions and takes all necessary steps to qualify the clientsMaintains and builds upon an established Centre of Influence (COI) network of estate and trust professionals including relationships with investment managers, wealth management firms, financial services companies, credit unions, law firms, accounting firms and other referral sources to promote referrals for Concentra Trust solutions where appropriateMeets sales volume and profitability targets as identified in defined growth strategiesComplete and present to internal and external audiencesAttends industry events to support business development activities and increase Concentra Trust profile in the industryPrepares proposals for personal trust opportunitiesJoin and participate in local and national professional networksDelivers relationship management and excellent service to clients:Responds proactively to referral partners and clients needs and requestsGains an understanding and knowledge of clients needs to effectively create holistic plans the client in utilizing Concentra Trust servicesMonitors client satisfaction, assesses the scope of issues, and collaborates with other business units to implement resolutionsEnsures that established service standards are met or exceededMaintains relationships with referral network by responding to their clients needsEnsures the administration of assigned files is carried out in accordance with understood service guidelines, parameters and posted service standards for accuracy and timeliness:Ensures new business acceptance procedures and adhered toFollows the terms set out in the trust indenture and/or applicable legislationCoordinates with trust administration (back office) staff to determine prioritiesCommunicate with partner and client to set service standardsPromotes Concentra Trust and Equitable Bank:Works internally and externally to build relationships, show market relevance and provide valueBuilds, furthers and recognizes relationships within the department, the division, the company, as well as with clients and partnersSupports process and organizational change, and contributes to implementation of changes affecting the departmentDevelop opportunities to leverage EQ services to COI networkKnowledge / Skill RequirementsLaw degree preferredTEP preferred or arrangement to enroll within 6 months of commencementBroad understanding and demonstration of verbal communication skillsUnderstanding of the financial services industry and in particular fiduciary servicesAbility to build and sustain strong relationships with referral sources, wealth management firms, law firms, credit unions and high net worth clientsAcknowledge of fiduciary service offeringsKnowledge of the personal trust administration and associated policies and procedures as well as legal and taxation conceptsAdopts to legislative changes in the industry that will directly impact the service offeringGood written communication skillsAbility to create and deliver presentations to COIs, clients and other professional networksCompletion of university degree or equivalent Completion of TEP Designation or CETA (or agreement to enroll within 6 months of commencement)7-9 years of estate and trust experience and member of a local Estate Planning CouncilCompletion of financial services Designation such as Professional Financial Planner (PFP) or Certified Financial Planner (CFP) is a strong assetUnderstanding of taxation on the impact of legislative changes that impacts the industryUp to date with court decisions that impacts the industryComes to the role with established industry relationships and the ability to grow their networkLead relationship manager for HNW and/or UHNW clientsPresentations and webinars to key HNW and/or UNHW relationships and family offices