Key Private Bank (KPB) is dedicated to serving our clients' financial needs through expert advice and personalized banking, borrowing and investment solutions. The Associate Relationship Manager (ARM) is at the center of this client promise by managing and building client relationships through knowledgeable advice that is aligned to the clients' financial goals. The ARM works to identify growth opportunities in an existing book of high-net-worth clients or through dedicated internal referral channels to achieve individual sales goals while partnering with experienced Relationship Managers throughout the sales process.
Identifies opportunities to retain, expand and acquire client relationships. Gather information from the client and consult with appropriate team members to recommend banking, borrowing and investment solutions.
Engages and coordinates the extended advisory team based on client needs. Acts as a client advocate/representative on assembled team. If needed engages the Market Leader or other Relationship Manager based upon complexity of the client relationship.
Develops a comprehensive understanding of clients’ needs, based on the review and analysis of personal and business financial data gathered through Relationship Reviews, the customer relationship manager (CRM) system and personal meetings. Captures the client’s goals in a financial plan.
Develops and maintains an in-depth knowledge of the KPB Sales Process, Client Experience and Client Service Standards.
Employs and maintains a disciplined approach to the client review process using designated tracking tools to document progress on implementation of client strategies.
Meets or exceeds assigned individual sales goals by expanding existing client relationships, closing referrals and/or capturing new business growth.
Prepares and delivers client presentations, individually or as part of a team, presenting appropriate financial solutions via consultative review and proactive contact.
Participates in Community organizations to demonstrate Key’s commitment to the local community.
Develops and maintains an in-depth knowledge of financial wealth management services and products as well as knowledge of competitors and competitive products.
Performs other duties as assigned; duties, responsibilities and/or activities may change or new ones may be assigned at any time with or without notice
Complies with all KeyBank policies and procedures, including without limitation, acting professionally at all times, conducting business ethically, avoiding conflicts of interest, and acting in the best interests of Key’s clients and Key.
Bachelor's Degree in business related field or equivalent work experience (required)
3+ years of financial services related experience (required)
Licenses and Certifications
FINRA 7 and 66 (or 63 & 65) (preferred)
Excellent client relationship and superior partnering skills.
Deep knowledge of financial products and banking regulations.
Established excellent written and verbal communication skills.
Experience in working with high-net-worth individuals and their financial issues preferred.
Experience working in credit teams and have a proven understanding of the importance of asset quality and exceptional customer service preferred.
Sales or customer service experience.
Collaboration: Demonstrates experience in participating in productive collaborative processes that help solve business problems and meet business goals
Critical Thinking: The ability to identify, obtain, and organize relevant data and ideas and prioritize concerns in the decision-making process
Emotional Intelligence: Identifies relevant EI components, practices, benefits, and development venues and discusses issues and considerations needed to advance one’s own EI maturity
Empathy: Leverages active listening skills to understand others’ thoughts and emotions and evaluates everybody’s side of a disagreement before making decisions; imagines self in other’s place and appreciates diverging viewpoints
Influence: Develops basic persuasive arguments and utilizes active listening skills and probing techniques to surface opportunities to influence
Persuasion: Provides persuasive messages using well-reasoned arguments to address audience concerns or reactions; explains others’ viewpoints and asks questions to ensure mutual understanding
Resilience: The ability to remain unaffected by the moods and behaviors of others, while remaining empathetic, and demonstrate a strong sense of belief in one’s own abilities
Business Acumen: Participates in business tasks to get things done in own business unit and communicates key considerations for business decision-making processes
Risk Management: Implements or manages risk management for own business unit and documents key steps of the risk management process and associated procedures
Core CompetenciesAll KeyBank employees are expected to demonstrate Key’s Values and sustain proficiency in identified Leadership Competencies.
General Office - Prolonged sitting, ability to communicate face to face in person or on the phone with teammates and clients, frequent use of PC/laptop, occasional lifting/pushing/pulling of backpacks, computer bags up to 10 lbs.
Occasional travel to include overnight stay.
Ability to routinely and frequently operate a motor vehicle with a valid driver's license.