GENERAL FUNCTION: The incumbent in this
position is an Institutional Sales Officer with focus on new
business development and existing client retention and cross sales
for our Premier Institutional Services clients. Sells and supports
the salesprocessfor Fifth Third Institutional Services products;
including recordkeeping, investment management and custodial
services. The Institutional Sales Officer will provide creative
solutions to sales opportunities in coordination with the
appropriateparties,including commercial partners, client
consultants, and Investment Services leadership. Must have strong
project management, presentation and communication
ESSENTIAL DUTIES AND RESPONSIBILITIES:
. Work with designated Commercial Relationship Managers and
Institutional Client Consultants in a defined market as well as
cultivate external referral sources to initiate contacts for
developing and closing new sales through referrals
andself-generatedleads, concentrating on assigned markets and
. Responsible for running the RFP process for all existing client
. Must meet with 100% of Institutional Services Premier clients and
responsible for having the Premier clients rebid
. Must assist the client consultant team with having controllable
retention rate at 95% for all Premier clients.
. Will have sales production goals for new revenue for covered
Commercial Relationship Managers and cross-sale goals within the
existing Institutional Services client book.
. Assist in identifying and executing cross-sale opportunities for
every Client Consultant.
. Adheres to all Bank policies and procedures in addition to the
expectations of the Department of Labor, the Federal Reserve, the
SEC, and other government agencies.
. Adheres to completing of sales management reports as required,
including pipeline, internal referral activity report and sales
. Utilize marketing tools and research to identify, qualify, and
support business strategies. Ability to work with Larkspur
Database, GuideStar, S&P MMD, and FreeERISA.
. Stay current and familiar with industry trends, competitor
products, funds, performance, investment trends and pricing
. Responsible for following up and meeting with prospects/clients
. Assist in the development and review of sales collateral
including, but not limited to requests for information, requests
for proposals, benchmark proposals, and
. Assist in the development and analysis of pricing for all new
business. Master an understanding of all pricing and profitability
models in order to develop a competitive fee
. Assist in the development and analysis of investment lineups for
. Support for required BRC and BTAC submissions.
SUPERVISORY RESPONSIBILITIES: None.