Manager Trust Sales Process
The principle accountability of the Sales Process Manager is to lead a team of professionals driving sales results and creating a positive client experience by managing existing sales content and developing/managing a centralized RFP process division-wide; execute and drive sales enablement by creating and delivering sales materials, coordinating strategic sales events, strategic planning, and contributing to the incentive compensation plan and periodic reviews; and through spearheading internal and external communication. Leads the design and execution of risk mitigation strategies to include reporting dashboards as well as the issues surfaced through the RCSA program. Expected to collaborate with other members of Trust leadership in developing and executing strategies, diversifying the sources of new client acquisition as a risk mitigant and for executing tactical sales activities. S/he is responsible for leading, coaching and managing direct reports in accordance with Comerica's risk appetite and expected behaviors. This position is also responsible for partnering with the Head of Trust & Fiduciary Services on the development and implementation of elements of the on-going skills gap training program for Trust.
Position Responsibilities:
Leadership / Management
- Interact with the Director, Trust & Fiduciary Services Sales, Sales Managers, and other Wealth Management leaders to establish priorities, and identify opportunities to drive new revenue. Develop and support consistent interaction with key internal and external partners.
- Lead team of professionals to foster teamwork, coordinate workflows, evaluate workloads and projects and ensure quality output; establish development goals in terms of cross training and personal development.
- Actively take part in strategic planning of distribution channels and staffing models for Comerica Advisor Solutions and the Trust & Fiduciary sales organization as a whole.
- Manage and develop staff through the effective use of the Performance Measurement Process. Develop and foster a "premier provider" mentality that encourages a well-managed risk framework. Ensure that all colleagues are provided with ongoing training and development in collaboration with Wealth Management Risk and Human Resources. Partners closely with the Head of Trust & Fiduciary Services on the overall skills gap training program for the entirety of the Trust organization.
Client Experience
- Developed brand awareness strategies with Corporate Marketing that are competitive in the marketplace and appropriately position Comerica's strengths and capabilities.
- Create external client communications as needed; oversight of responses to client proposals for consistency and risk purposes.
- Manage the existing client-facing materials in the content library to ensure accurate and current content; create added content as needed.
- Revise and rebrand all client-facing materials (including forms) as needed. Ensuring that they are current and aligned with all trust related laws, rules, and regulations via coordination with product management.
- Participate in organizing conferences (event, materials, booth design, giveaways, etc.).
Sales Enablement/Communication
- Partner with Trust leadership in the development of product training materials and other sales programs. Coach team members for optimal performance within the sales organization. Assess effectiveness of training and marketing materials periodically to address gaps and recommend new training or materials.
- Develop content and facilitate Trust Practice Group sessions for the entire Trust organization in addition to Wealth Management partners.
- Partner with Subject Matter Experts to create training guides as needed. Period reviews of training guides for effectiveness of content and creation of added content as the business evolves.
- Liaison with the I-Comp and FLD to contribute to the incentive compensation plan and periodic reviews to attract and keep top talent.
Risk Management
- Develop risk mitigating controls for items identified in audits, RCSA, and colleague comments regarding the sales process.
- Identify complex business and operational problems related to the sales process and provide solutions to drive continuous improvements.
- Review and recommend changes to established policies and procedures as appropriate, challenging the status quo on a regular basis and implement improvements to controls as needed.
- Other duties as assigned.
Position Qualifications:
- Bachelor's degree from an accredited university in Business, Finance, or related field/relevant experience
- 10 years of experience in Product Management
- 10 years of experience in Financial Services
- 10 years of experience in Communication
- 2 years of experience in Audit or Risk Management
- 2 years of experience in Leadership
About Comerica
We know our employees are critical to our overall success and we are dedicated to investing in their future. One of the ways we do this is to offer a comprehensive Total Rewards package designed to recognize and reward individual performance, as well support health, well-being, development and security for our colleagues and their family. Total Rewards consists of cash compensation, development and flexible benefit programs designed to meet individual needs today and in the future. Your salary will be commensurate with your work experience and our programs are reviewed regularly to ensure each remain competitive. We are proud to offer benefits such as health and welfare programs, strong retirement benefits, and generous paid time off programs. You and your eligible family members, including domestic partners and their children, can participate in medical, dental, and vision benefits, 401(k) and pension, income protection benefits such as life insurance, AD&D, and supplemental health programs to offset unexpected health care expenses. We also have a variety of time off programs for things like vacation, sick time, disability, and parental leave. Eligibility for some programs varies based on employment status and tenure.
Upon offer, Comerica conducts a comprehensive background and fingerprint check.
NMLS certification requirement: where applicable, a favorable background check screening, credit check, fingerprint check, and NMLS certification is required in accordance with the SAFE Act.
Comerica Incorporated (NYSE: CMA) is a financial services company headquartered in Dallas, Texas, and strategically aligned into three major business segments; the Commercial Bank, the Retail Bank, and Wealth Management. Comerica's colleagues focus on relationships, and helping people and businesses be successful. In addition to Texas, Comerica Bank locations can be found in Arizona, California, Florida and Michigan, with select businesses operating in several other states, as well as in Canada and Mexico.
Comerica is proud to be an Equal Opportunity Employer - veterans/individuals with disabilities, committed to workplace diversity.
|
Comerica Bank
life insurance, parental leave, paid time off, sick time, 401(k)
Apr 12, 2025