What are the responsibilities and job description for the Institutional Business Development Associate position at Western & Southern Life?
Overview :
Summary of Responsibilities :
The Institutional Business Development Associate is responsible for ongoing client / prospect support issues, product positioning / competitive analysis and client presentations. This individual focuses on supporting the origination of new business and provides a broad range of sales and marketing support to the Touchstone Institutional Sales Division including, but not limited to, technical product support (e.g., investment insight, competitive positioning, Zephyr & Morningstar Direct comparisons) and routine follow-up that addresses client and prospect requests. This individual will also be assigned a select number of RIAs to personally cultivate relationships and generate bona fide sales results. Works with some supervision and is responsible for making an established range of decisions, escalating to manager when necessary and updating manager on a regular basis.
Responsibilities :
Position Responsibilities :
Provides administrative and sales support. Follows up on sales calls, answers product questions, provides performance data and identifies new sales opportunities.
Provides follow-up support for Institutional Vice Presidents including email / mailing literature and provides additional information to the financial advisor as needed.
Maintains customer information files for both prospects and clients, and compiles statistical information as necessary.
Interfaces with Touchstone Investment Research and Product Management to position product, run competitive analyses, and serve as the liaison between Institutional Sales and these departments.
Provides in-depth analytics of Touchstone products versus the competitive landscape and finds positioning opportunities.
Proactively seeks sales opportunities with a select number of RIAs that are either too small to warrant a personal visit and / or are located in remote geographical areas.
Performs other duties as assigned by management.
Qualifications : Selection Criteria :
Demonstrated financial acumen and proven 1 to 3 years of related experience with broker-dealers, Registered Investment Advisors and Bank Trust Departments.
Proven excellent written and verbal communication skills with the ability to present information to internal and external customers in a clear, focused and concise manner while following proper rules of punctuation, dictation and style.
Demonstrated Ability to prepare correspondence, reports and forms using a prescribed format. Experience must include strong telephone communication and etiquette skills.
Proven aptitude for sales.
Demonstrated strong command of investment products and a proven ability to grasp new products, concepts and procedures.
Proven influencing skills with both internal and external customers.
Demonstrated ability to manage multiple tasks and competing deadlines.
Proven ability to cite examples of self-motivation and experience working under limited supervision.
Demonstrated strong attention to detail with excellent organizational skills. Cite examples of organization and time management methods used to manage or prioritize workload demands.
Work Setting :
This position works in an office setting and remains in a continuous stationary position for long periods of time while working at a desk, on a computer or with other standard office equipment, or while in meetings. Position requires substantial movement of wrist, hands and fingers for continuous computer work.
Educational Requirements :
Bachelors degree required.
MBA preferred.
Computer Skills and Knowledge of Hardware & Software Required :
Proficient in Microsoft Office Suite, including Excel spreadsheet application, along with Salesforce.com CRM.
Ability to quickly learn how to operate Morningstar Direct, Zephyr StyleADVISOR, Discovery Database and RIA Database.
Certifications & Licenses (i.e., Series 6 & 63, CPA, etc.) :
FINRA Series 7 and 66 licenses required or FINRA 6, 63 and 65.
CFA or have passed Level 1 of the CFA required.
Position Demands :
Extended hours required during peak workloads or special projects.
Territory demands may require evening hours.
Periodic travel.
