Vice President of Regional Sales

Job Description

Are you a person who likes to work in a fast paced, exciting, relationship-driven environment?  Trust Company of America is looking for such a person to join our team as a Vice President of Regional Sales (RVP).  Our RVPs are responsible for identifying and qualifying good Registered Investment Advisor prospects as well as closing deals to bring the advisors onboard.

If you are a detail-oriented person who prides yourself on connecting with people in dynamic and ever changing roles; if you are self-confident, pro-active and motivated, then the RVP opportunity may be a great fit for you. 

A Trust RVP is responsible for institutional sales throughout a designated territory.  This person must be entrepreneurial minded and identify good prospects through networking, calls and e-marketing campaigns.  The RVP will work with those prospects to obtain a commitment to move some or all of their assets to Trust Company of America. After signing the prospect, the Vice-president of Regional Sales must maintain a relationship with that advisor and facilitate the asset conversion process and subsequent efforts to increase Trust Company’s share of the Advisor’s assets.

The RVP is also responsible for the strategic accounts in their region.  These are existing clients with growth opportunities.  The RVP will annually prepare a strategic account plan and work directly with the client to achieve their growth objectives, and also:

  • Contacts financial industry prospects and sells them on the benefits of converting some of their assets to Trust Company of America accounts
  • Coordinate and lead demonstrations of proprietary software
  • Use Salesforce.com to record all prospect activity
  • Manage the end-to-end sales process
  • Negotiate mutually beneficial outcomes
  • Keep abreast of the financial industry and the competitive landscape
  • May represent company at trade shows and conferences
  • Contacts financial industry prospects and sells them on the benefits of converting some of their assets to Trust Company of America accounts

Minimum Requirements:

Must know the latest trends in the financial industry and be aware of the competitive landscape.  Must have expert knowledge of different sales strategies and is familiar with Salesforce.com. A Bachelor’s Degree is required with 5-10 years of sales experience in the financial services field.

Must be able to demonstrate persuasive “selling” skills by asking probing questions, understanding client goals and objectives, business issues and problems. Needs to be able to inspire, motivate and engage potential prospects as well as co-workers and gain their commitment. Must be skillful at overcoming objections and influencing others. Must be able to write clear, concise communications that demonstrate consultative selling skills.

Trust Company is an entrepreneurial style environment, challenging the status quo and the large competitors in the space.  The ideal candidate would embody this spirit both within the office environment and outside with clients and prospects. Must have been trained in consultative sales processes such as “Value Selling” and be a disciplined user of such processes.  Must also have active listening skills, project a credible and professional demeanor, and be able to skillfully negotiate in tough situations.  Is able to inspire clients with the “vision” of a solution that will resolve business issues.   Must be able process rejection at time where the prospect is not the proper fit to work with Trust.