Private Bank National Practice Leader

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GENERAL FUNCTION: 

The Private Bank National Sales Practice Leader drives growth through the development of strategy, go-to-market program, advisor education and sales resources with direct oversight of Private Bank Center Private Banking and Brokerage.  Serve as sales liaison for the Private Bank Managing Directors to deliver growth in all advisor channels with a focus on investment management (AUM) and enhancing client experience (growing HHs).  Coordinates with key leaders in the Private Bank job functions to develop the sales strategy, talent optimization, product and service focus and overall go to market philosophy for the organization with an emphasis on achieving long-term productivity goals for the Private Bank.  Reports to Managing Director, National Private Bank.

Responsible and accountable for risk by openly exchanging ideas and opinions, elevating concerns, and personally following policies and procedures as defined.

Accountable for always doing the right thing for customers and colleagues; and ensures that actions and behaviors drive a positive customer experience. While operating within the Bank's risk appetite, achieves results by consistently identifying, assessing, managing, monitoring, and reporting risks of all types.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

Sales Practice Leadership driving revenue growth.

• Establishes go-to-market strategy with developed tools and resources for Private Bank teams to leverage in achieving annual revenue growth & client experience goals through consistent sales practices, awareness and education of Private Bank services with a focus specific to each job function
• Owns the Private Bank Sales Development Strategy including Private Bank  Academy, Sales and Practice Management training, Private Bank weekly Sales Call and Private Bank University focused on talent development, sales excellence, thought leadership and diligent operating rhythms.
• Assist in developing consultative, technical and communication skills of advisors through mentoring and training programs; Develops thought leadership (white papers) to leverage in the business development process.
• Establishes trusted, consultative relationships with Regional and National Leadership teams and One Bank partners to positively influence better outcomes; Provides support and coaching to Managing Directors in driving top quartile advisor performance
• Monitors sales effectiveness to ensure Private Bank Advisors (WMA, STA, SIA,, PB, etc.) achieve annual business results including client experience and risk management objectives; develops best practices and proactively addresses underperformance in collaboration with region leadership
• Stays informed of market trends and analyzes the effect of these trends on clients' trust and investment portfolios
• May assist as needed in the development of new business opportunities by meeting with prospects, preparing and presenting proposals for Private Bank solutions and services and articulating value proposition.
• Collaborates with Regional and National Leadership to ensure clients are advised and serviced via the appropriate regional and/or nationally delivered resources (i.e. PBC, Family Wealth, etc.)

Sales Support Platform

• Executive oversight of sales support platform to drive a consistent sales process and go to market strategy, enabling the advisory/sales team to focus on business development (NQR), deepening client relationships (AUM/fee growth) and client retention.
• Monitors support utilization with a focus on continuous improvement
• Collaborates with marketing, communications to deepen client and prospect engagement

Sales Force Expansion, Retention and Organization Development

• Executive oversight of Private Bank talent strategy to achieve advisor growth goals working in partnership with Talent Acquisition and region leadership on sourcing, attracting, assessing, and hiring top talent.   
• Contributes to operational excellence in the recruiting process from consulting on offers, candidates, pipeline management , and  candidate experience.
• Understands competitors’ capabilities and gaps, and how to position Fifth Third against them; stays current on the legal and tax issues with respect to trusts and estates by consulting attorneys, accountants and other resources as needed.
• Leads strategic planning and execution for advisor retention, transition