National Trust Sales Manager

National Trust Sales Manager

The Trust Sales Manager is responsible for new client acquisition results across multiple businesses and client segments. This role will develop strategies for achieving the targeted sales results for Trust. S/he is 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 the tactical sales activities.

Position Responsibilities:

Sales

• Serve as a leader for the trust organization to sell Comerica's trust products across personal and institutional markets.
• Provide input to sales strategies across all trust lines of business to achieve revenue / growth targets. Support market analysis to identify trends, opportunities, and competitive threats, and adjust sales strategies accordingly.
• Lead initiatives for both hunting (new client acquisition) and farming (existing client retention and growth) to expand the client base and deepen relationships.
• Develop strategy for sales professionals to sell trust products through advisor channels, regional partner channels, corporate investment advisory channels, private wealth clients and other internal Comerica line of business channels.
• Maintain deep knowledge of trust products and services, staying to date on industry developments to provide expert guidance to clients and the sales team.
• Establish and monitor key performance indicators (KPIs) and sales metrics to track progress and identify areas for improvement.

Operational / Risk

• Ensure all sales activities comply with relevant laws, regulations, and internal policies to mitigate risks and maintain the bank's reputation.
• Develop and continuously refine the process of handing new accounts to the Fiduciary Guidance organization as well as the account opening team to drive a seamless client experience from lead generation to onboarding.
• Leverage Customer Relationship Management (CRM) systems to enhance sales processes, track client interactions, and improve efficiency.
• Ability to self-identify potential risks to the sales organization and create mitigation plans for acceptable controls.

Coordination with Broader Wealth Organization

• Work closely with sales professionals and relationship managers to identify opportunities to cross-sell trust services to the bank's broader wealth management client base. Build and maintain strong relationships with internal stakeholders across Comerica Bank.
• Provide input to in strategic planning sessions, providing insights and forecasts to inform the trust organization's overall direction and priorities.
• Facilitate training to broader wealth organization to educate on products, services, and offerings within the trust organization.
• Coordination with marketing team to develop and deploy new marketing material and strategies.

Team Management

• Recruit, train, mentor, and manage a subsection of the more junior sales team colleagues to ensure high performance, professional growth, prudent risk management, and alignment with the trust organization's strategic goals.
• Coach the sales team on the tools, resources, and training that they should complete to effectively sell trust products and services.
• Develop process and interaction model for sales professionals to serve as trust generalists (with an understanding of the full trust portfolio) and pull in product / line of business / channel experts as needed.
• Serve as initial escalation contact for new client pricing / terms of engagement negotiations to maintain Comerica's preferred terms, drive consistent and profitable pricing, and effectively drive Comerica's overall wealth pricing strategy.