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The Relationship Manager serves as the primary advisor and relationship lead for an assigned book of retirement plan clients. This role is responsible for developing strong client relationships, providing retirement plan consulting and fiduciary support, coordinating service delivery, and contributing to the growth and retention of Retirement Plan Services. Working closely with plan sponsors, retirement committees, retirement recordkeepers, third-party administrators, and internal business partners, the Relationship Manager delivers guidance related to investments, plan design, participant outcomes, fiduciary governance, and retirement plan best practices.
ESSENTIAL DUTIES & RESPONSIBILITIES:
Relationship Management
- Serve as the primary contact for an assigned book of retirement plan clients.
- Develop trusted relationships with plan sponsors, retirement committees, business owners, CFOs, HR leaders, and other key decision-makers.
- Lead periodic client reviews, retirement committee meetings, and strategic planning discussions.
- Monitor client satisfaction and coordinate resources to ensure exceptional service delivery.
- Manage client issues and serve as the primary escalation point when necessary.
Retirement Plan Consulting
- Facilitate fiduciary investment reviews and retirement committee meetings.
- Discuss investment performance, plan fees, benchmarking results, and fiduciary best practices.
- Assist clients with Investment Policy Statements (IPS), governance processes, and fiduciary documentation.
- Provide plan design consulting related to participation, retirement readiness, employer contributions, and industry best practices.
- Educate clients on legislative, regulatory, and industry developments affecting retirement plans.
Participant Education
- Coordinate and deliver participant education meetings, enrollment meetings, and retirement readiness workshops.
- Partner with plan sponsors and retirement recordkeepers to improve employee engagement and retirement outcomes.
- Support participant communication strategies and financial wellness initiatives.
Business Development
- Develop relationships with Commercial Banking, Business Banking, Middle Market Banking, Wealth Management, Treasury Management, and other internal partners.
- Maintain an active calling program with internal bankers and centers of influence.
- Identify and pursue opportunities to grow Retirement Plan Services relationships.
- Participate in prospect meetings, proposal development, pricing discussions, and finalist presentations.
- Contribute to departmental sales, retention, and growth objectives.
Compliance & Risk Management
- Manage relationships in accordance with applicable laws, regulations, fiduciary standards, and bank policies.
- Maintain knowledge of ERISA, retirement plan governance, and industry developments.
- Complete required compliance training and continuing education.
- Manages and develops new business for large and complex Trust relationships.
- Administers, invests and/or solicits business of large and complex relationships in compliance with bank policies, account documents, laws and regulations.
- Represents the company in business activities and serves as a contact for clients, attorneys, CPAs and beneficiaries relating to assigned accounts. May represent the company on boards or committees related to businesses or institutions for which the trust department provides a service.
- Analyzes, studies, and gains full understanding of governing documents. Manages accounts in accordance with the terms of the governing documents and in a manner consistent with the needs of owners and beneficiaries.
- Coordinates management of accounts with investment officers, trust tax officers, Trust Operations, and others as required.
- Assures the accounts are in compliance with all applicable policies, procedures and/or federal/state laws and regulations. Keeps current with all developments, applicable laws and regulations within individual field and provides advice to other Trust RMs and/or business partners.
- Contacts or corresponds with attorneys, agencies, co- trustees/co-executors, and other parties who have an interest in any aspect of an account.
- Resolves problems brought by owners, beneficiaries and others.
- Makes court appearances at audits or other proceedings, and deals with attorneys, agents and others for the acquisition, disposition or preservation of trust assets and related business.
- Advises management and members of the trust administrative committee on questions regarding the acceptability of trust assets and the proper use of income or corpus for accounts being managed.
- Proactively analyzes existing relationships and networks with local professionals and centers of influence for new business opportunities. Advises or consults with other officers on details of proposed business plans.
- Incumbent is required to comply with all applicable federal, state, and local banking and industry related laws and regulations including but not limited to the Bank Secrecy Act.
- Responsible for achieving sales goals set by management.
- Establishes a calling program for clients, prospects and centers of influence that will facilitate new business development from existing clients and new prospects, and documents all on sales/relationship management reporting tools.
- May attend professional conferences or trade shows held by the client/prospect base in order to promote the company brand and trust expertise. As well as various public meetings held by clients or groups that provide services to clients in order to both be aware of current client needs as well as looking for new business opportunities.
- Produces proposals for new business pricing or terms in conjunction with Sales Manager and LOB Manager.
- Mentors more junior RMs on all aspects of managing and developing Trust relationships.
SUPERVISORY RESPONSIBILITIES:
Carries out supervisory responsibilities in accordance with the organization's policies, procedures and applicable laws; Provides guidance and oversight to and is responsible for the coordination and evaluation of the assigned team. Responsibilities may include interviewing, hiring and training associates; planning, assigning and directing work; performance management; associate compensation; approving expense reports; addressing concerns and resolving problems.
MINIMUM REQUIRED EDUCATION, EXPERIENCE & KNOWLEDGE:
- Bachelor’s degree, preferably with a concentration in business or related field.
- 8 years of relationship management experience in banking or financial services required.
- An equivalent combination of education and experience may be considered.
Preferred Qualifications:
- AIF®, CPFA®, CRPS®, QPFC®, CEBS, CFP® or similar industry designation.
- Experience conducting fiduciary investment reviews and retirement committee meetings.
- Experience with plan design consulting, fee benchmarking, and participant education programs.
ESSENTIAL MENTAL & PHYSICAL REQUIREMENTS:
- Ability to travel if required to perform the essential job functions.
- Ability to work under stress and meet deadlines.
- Ability to operate related equipment to perform the essential job functions.
- Ability to read and interpret a document if required to perform the essential job functions.
- Ability to lift/move/carry approximately 10 pounds if required to perform the essential job functions. If the employee is unable to lift/move/carry this weight and can be accommodated without causing the department/division an “undue hardship” then the employee must be accommodated; hence omitting lifting/moving/carrying as a physical requirement.
Equal Opportunity/Affirmative Action Employers. All qualified applicants will receive consideration for employment without regard to race, color, religious beliefs, national origin, ancestry, citizenship, sex, gender, sexual orientation, gender identity, marital status, age, physical or mental disability or history of disability, genetic information, status as a protected veteran, disabled veteran, or other protected characteristics as required by federal, state and local laws.
