What are the responsibilities and job description for the Sales Manager - Investment Services position at American Savings Bank?
Primary Purpose of Job
Primary role objective: Leads and manages the team of Financial Advisors (FA) and Associate Financial Advisors (AFA) and serve as mentor and “change agent” with the goal of transforming and optimizing the business to create capacity for growth.
Responsible for achieving the department’s investment product sales goals including advisory, recurring revenue, and net new assets. Manages and provides ongoing coaching, guidance, discipline and counseling to the ensure continual development and success of the advisory and insurance business. Executes vision, priorities and objectives that are aligned with the strategic direction of the bank and the Director/Program Manager.
Major Job Accountabilities
- Trains and motivates FAs and AFAs to:
- Use relationship selling: Trains team on a needs-based sales process which includes a holistic financial planning approach (1) Discovery - have meaningful conversations to discover dreams and needs (2) Gather all information to prepare plan (3) Analyze information (4) Deliver plan/advice (5) Implement the plan).
- Be subject matter expert in all tools available for financial planning (ex: MoneyGuide Pro, insurance case design, advisory programs, etc.)
- Incorporate a set of minimum standards clients should expect when engaged with the FA – Client Experience (differentiated service model depending on client segment)
- Meets with advisors for regular touchpoints and where they are at with their businesses. Develops individualized business plans with each FA/AFA.
- Trains and motivates Licensed Brach Employees to use elements of relationship selling (discovery process and information gathering).
- Develop and implement a profiling and discovery tool for all advisors to better identify asset gathering and wallet share capture opportunities.
- Coordinates sales appointments, makes presentations and completes all necessary paperwork on successful sales.
- Maintains effective relationships and partners with all financial institution branch personnel.
- Makes efforts to identify outside sources of funds for the prospects interviewed and utilize the information to enhance the percentage of “new money sales”.
- Complies with all the rules, regulations and policies of Cetera, all State and Federal securities regulators and self-regulatory organizations.
- Mentors the team on all aspects of Broker/Dealer sales and operations.
- Participates in the product review and approval process for Advisory, Insurance, and Annuity.
Experience Required
- Minimum five (5) years of Direct selling experience in the securities and/or insurance business.
Required Skills or Training
- Demonstrates competency in use of Microsoft Office (Word, Excel, PowerPoint, Outlook).
- Highly effective verbal, written, interpersonal, and presentation skills.
- Ability to effectively present to individual customers or to large groups.
- Must be a motivational leader who can hold candid and direct communication with all team members and Bank teammates.
- Experience with holistic financial planning and building recurring revenue, namely in advisory solutions.
Professional Certifications, Licenses, And/or Registration Requirements
- Life and Health licenses and SIE, 7, and 66 securities registrations. Series 24 or 9/10 preferred.
- Valid US driver’s license and access to transportation.
EOE, including disability/veterans
At American Savings Bank, we welcome and support all individuals and celebrate the diversity of our team members, customers and community. We are committed to ensuring that our online application process is accessible and provides an equal employment opportunity to all job seekers. If you need assistance searching for a job or submitting an application, please contact us by calling 808-538-2000 and a member of our Recruitment team will follow up with you. Mahalo for your interest in American Savings Bank!
