Trust and Estate Services Business Development Officer

Mechanics Bank is currently searching for a Trust and Estate Services Business Development Officer to join our team. Here at Mechanics Bank, we value connection, partnership, long term relationships and working together in person. This role will be working on-site.

The Trust and Estate Services Business Development Officer is responsible for driving growth of the organization’s fiduciary and estate planning services by developing strategic relationships and generating new business opportunities.

This role focuses on identifying, cultivating, and converting high-net-worth individuals, families, and professional advisor networks—including attorneys, CPAs, and financial advisors—into long-term clients of the trust and estate platform.

The officer partners closely with internal Trust, Investment, and Private Banking teams to deliver comprehensive, client-centered solutions that address complex estate, wealth transfer, and fiduciary needs. A strong understanding of estate planning structures, trust administration, and fiduciary responsibilities is essential, along with the ability to position the organization as a trusted advisor in the market.

 

What you will do:

• Business Development Results: Drive sales of trust and estate solutions through networking with regional centers of influence, internal channels of the credit union and personal networks.

• Identifying opportunities for deposit gathering, investment management accounts and retirement accounts.

• Client Acquisition: Identify and pursue new business opportunities, including high-net-worth individuals, families, and businesses in need of trust and estate services.

• Relationship Management: Build and maintain strong relationships with clients, attorneys, accountants and other key stakeholders.

• Sales Goals: Achieve and exceed annual sales targets for new trust accounts, assets under management, and related banking services.

• Product Knowledge: Maintain a deep understanding of trust and estate products and services offered by the Bank.

• Client Presentations: Deliver compelling presentations to prospective clients and partners.

• Collaboration: Work closely with internal partners and the Trust and Estate Services team to ensure seamless service delivery and client satisfaction.

• Compliance: Ensure all business development activities comply with regulatory requirements and company policies with ethics at the forefront.

• Reporting: Provide regular reports on business development activities, pipeline status, and sales performance to senior management at the Bank while maintaining current opportunities in the CRM.

• Seminars/Webinars: attend and follow-up on potential leads.

• Travel Required 20 - 30%.

Who you are:

• 4 Year Bachelor's Degree in Business, Finance, Law or related field preferred.

• 5 years minimum business development, sales, or relationship management within the trust and estate services industry required.

• Advanced degree or professional certification (e.g., CFP, CTFA, JD) is a plus.

• This role requires a sales professional with a deep understanding of trust and estate planning, exceptional relationship-building skills, and a proven track record in business development.

• Strong understanding of trust and estate planning principles and products.

• Excellent communication, negotiation, and presentation skills.

• Proven ability to build and maintain relationships with high-net-worth clients and professional advisors.

• Strategic thinker with the ability to develop and execute business development plans.

• Self-motivated, positive attitude, with a results-driven approach.

• Proficiency in CRM software and Microsoft Office Suite.

• Integrity: Demonstrates high ethical standards and integrity in all dealings.

• Client-Focused: Committed to providing exceptional service and building long-term client relationships.

• Team Player: Works collaboratively with colleagues and contributes to a positive team environment.

ADA Requirements:

• The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.

• The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• While performing the duties of this job, the employee is regularly required to sit and talk or hear, and use hands to finger, handle,