Senior Institutional Consultant

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GENERAL FUNCTION:

The Senior Institutional Consultant leads new business development of institutional investment management, retirement plan advisory services, trust and custody solutions, and other products to institutional clients and prospects.  In support of the FTIS sales process, collaborates closely with Institutional Relationship Managers, Institutional Portfolio Managers,

Commercial Relationship Managers, and Corporate Banking Officers to provide creative solutions for prospective and current institutional clients. The Sr. Institutional Consultant leads a consultative, team-based sales process, partnering with subject matter experts to develop and present customized solutions to our prospective clients.

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Responsible and accountable for risk by openly exchanging ideas and opinions, elevating concerns, and personally following established policies and procedures. Accountable for always doing the right thing for

customers and business colleagues and ensuring 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 & RESPONSIBILITIES:

Drive consultative sales process through referrals obtained through deep internal and/or external partnerships, as well as self-generated leads. 

Develop and close new sales, concentrating on assigned markets and client profiles. Focus is on the largest and most complex sales opportunities that provide significant revenue and profit margin to Fifth Third Institutional Services.

Achieve financial goals, including new business sales goals.

Effectively communicate the Bank’s expertise in and experience with a broad array of institutional investment products, including retirement plan advisory services, investment management and trust and custody solutions.

Embrace and advocate Fifth Third Institutional Services’ value propositions and points of differentiation.

Proactively execute on One Bank activities, including attending local One Bank Meetings, pre-call planning, and post-call

follow-up to win new business opportunities.

Establish and follow best practices to consistently engage internal and external referral sources.

Expand external sources of referrals (COIs) by organizing and participating in industry meetings to capitalize on

opportunities to promote institutional services products.

Continuously enhance and develop industry expertise for key buyer market segments.

Utilize marketing tools and research to identify, qualify, and support new business opportunities.

Assist in the development and analysis of pricing for all new business. Master an understanding of pricing and profitability models to develop competitive fee proposals.

Coordinate review and approval of all non-standard items with appropriate internal resources to mitigate risk

SUPERVISORY RESPONSIBILITIES: None. However, the Institutional Client Consultant is expected to assist in the orientation, training and development of Institutional Client Consultant and Sales Associates.

MINIMUM KNOWLEDGE, SKILLS AND ABILITIES REQUIRED:

Bachelor’s degree.

Eight or more years of institutional or financial services sales experience required.

Proven track record of success achieving sales goals, leveraging superior business development skills across a blend of self-sourced and referred business.

Solid sales foundation with demonstrated skills including pipeline management, developing creative solutions and negotiating fair fees.

High level of industry knowledge covering corporate retirement plans, investment management strategies, and trust and custody solutions.

Excellent interpersonal, verbal, and written communication skills. Exceptional presentation skills.

Demonstrated relationship management and collaboration skills.

Ability to use software including Word, Excel, PowerPoint, CRM and related systems.

WORKING CONDITIONS:

Normal office environment with little exposure to dust, noise, temperature, and the like.

Travel requirement is approximately 25%, but can be more significant depending on assigned regions and/or corporate banking verticals.

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Senior Institutional Consultant

LOCATION -- Orlando, Florida 32801

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