Wealth Advisory Services Senior Relationship Manager - Full-time / Part-time

Wealth Advisory Services Senior Relationship Manager

Wilmington Trust

Wilmington, DE

Basic Function:

Responsible for managing significant and often complex fiduciary client relationships. Responsible for assessing and managing risk; the appropriate exercise of fiduciary discretion and judgment; and adherence to policies and procedures related to account administrative activities. Acts as a key consultant to clients, developing and implementing solutions. Anticipates and identifies opportunities to create new relationships and expand existing relationships through cross selling of trust and other bank products.

Often part of a team of professionals.

Essential Position Responsibilities:

Manages significant and often complex client relationships either as the primary point of contact or as a member of a dedicated client team. The client relationship is determined by the complexity of the investment configuration, structure of trusts, alternative investments (fund to fund, real estate). As the primary point of contact/relationship manager, communicates regularly with the client and is responsible for the overall management of team of experts (private bankers, investment advisors, commercial banker, business banker, etc.) supporting the client as well as retention of the relationship.

Administers, either directly or through an associate, accounts through demonstrated proficiency and sound judgment in exercising fiduciary discretion.

Implements policies and procedures related to fiduciary and account administrative matters. Monitors account openings, asset fundings, distributions and terminations.

Assumes responsibility for overall client satisfaction. Maintains comprehensive knowledge of and coordinates the efforts of appropriate bank resources to ensure timely delivery of quality service and expand client relationships. Cultivates strong working relationships with clients and their advisors in order to develop a complete understanding of clients' needs. Effectively communicates client needs and concerns to partners. Adds value to relationships by solving existing issues, pro-actively anticipating issues and taking preventive action. Educates client on bank products and services, emerging issues, and regulatory/tax changes. Advises client or team member on appropriate solutions. Identifies new business prospects and expands current relationships by cross selling bank products and services and participates in the development of new solutions to client needs. Coordinates client presentations, bringing in additional experts as appropriate. Keeps abreast of current trends and changes in trusts and estates and tax and fiduciary law. Complies with all bank policies and procedures.

NEW BUSINESS FOR PROSPECTS OR CLIENTS

Provide expert support, including proposals and presentations, for new business opportunities with prospects. Identify and develop additional opportunities with existing clients.

INTERACTION WITH INTERNAL/EXTERNAL PARTNERS

Develop strong working relationships with administrative support areas, i.e. Tax, Le al, Operations, etc. Acts as a fiduciary resource to Private Client Advisors, Financial Consultants and other internal partners. Assists in new business development efforts with regional team and internal partners (e.g. Private Client Advisors, Financial Consultants, Investment Advisors, Relationship Managers, Private Bankers, Regional Insurance Coordinators, Centers of Influence, other business lines and support staff).

Acts as a mentor for trust professionals.

INVESTMENT IN SELF

Obtain professional designations such as CFP and CTFA and maintain designations through required continuing education. Pursue degree programs, continuing education and training.

Participates in community and civic activities in an active leadership role.

OTHER RESPONSIBILITIES

Understand changes in the industry e.g., federal and state specific and expert knowledge of various government regulations.

Works effectively within a team environment, and reacts to change in a positive and productive manner.

Strong planning and organizational abilities, including the ability to manage highly complex tasks and anticipate and set priorities. Conduct effective, meaningful meetings.

Maintain positive working relationships.

Maintain highest levels of integrity and professionalism.

Participate actively in WT/WAS projects and initiatives and group meetings and calls.

Nature and Scope

Ability to communicate internally with bank management and executives and externally with clients, their

representatives, accounting firms, other investment brokers, attorneys, CPAs, and tax accountants, etc.

Minimum Qualifications Required

Bachelors' degree or equivalent training and/or work experience.

Minimum 7 years experience administering fiduciary accounts or related legal\business experience in a financial services industry including technical trust, planning experience. Good investment knowledge of asset allocation strategies.

Demonstrated thorough knowledge of fiduciary business.

Demonstrated strong oral, written and presentation communication skills.

Strong customer focus.

Demonstrated ability to attract, expand and retain client relationships including building a significant level of trust with clients.

Ability to work as a team member.

Ideal Qualifications Preferred:

CTFA preferred; JD or Masters preferred.

About M&T

At M&T, we strive to be the best place our employees ever work, the best bank our customers ever do business with and the best investment our shareholders ever make. So when looking to advance your career, look to M&T. As a top 20 US bank holding company and one of the best performing regional banks in the country, we offer a wide range of performance based career development opportunities for talented professionals. And through our longstanding tradition of careful, conservative and consistent management and a strong commitment to the communities we serve, we continue to grow with a focus on the future.

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