Senior Director of Family Wealth Consulting

Location:

66 South Pearl Street, Albany New York

JOB BRIEF (PURPOSE) The Senior Director of Family Wealth Consulting (the Director) serves as a lead advisor on the (BAS) Team. The Senior Director is responsible for introducing Family Wealth (FW) prospects to our suite of sophisticated business coaching and business transition planning solutions, including our advice on strategies and solutions for pre-transition value building, tax, trust & estate planning, business growth, tax reduction, asset protection, and wealth transfer.

Specifically, the Senior Director will provide insights and solutions to attract, retain and grow clients who require advice and complex planning strategies to protect and grow personal family wealth. As a member of the BAS Team, this position is responsible for the acquisition of new Investment Management relationships for Key Private Bank’s most affluent clients and multigenerational families. This position has direct responsibility to provide business transition, value accretion, and pre-transition tax, trust & estate planning expertise to our largest families.

This position directly supports Family Wealth Strategists (FWSs) on all Family Wealth IM&T sales opportunities, referrals and book of business reviews. In addition to having established COIs in their market(s) this position will develop centers of influence in the market(s) that can be leveraged into profitable relationships. The Senior Director will also build and nurture relationships by developing prospecting ideas, collaborating closely with Family Wealth and other lines of business at Key (especially the commercial and capital markets teams), and helping generate new business through the BAS team.

• Prospecting, Pipeline & Opportunity Management
• Serve on BAS team to develop, monitor and provide subject matter expertise for FW IM&T pipeline for entire footprint
• Serve as FW strategy resource for all external IM&T sales opportunities ensuring that key knowledge solutions are communicated and implemented where the expertise is necessary
• Lead all Private Business Owner Consulting opportunities and engagements, including: business value optimization; strategic option analysis; pre- and post-liquidity tax strategies, and asset protection planning.
• Develop and refine FW value proposition and deliver internally and externally in conjunction with the FW team
• Partner with FW Segment and Field teams to pursue IM&T sales opportunities
• Understands what differentiates FW and develops a unique sales approach that differentiates FW from the rest of the marketplace
• Thought Leadership The identification and triage of business development and growth opportunities through the development of materials that integrate KFWs best thinking and practices
• Monitoring and interpreting all trends that occur within the Family Wealth / Family Office industry (including competitor accomplishments and industry structures) and developing partnership opportunities with external vendors and organizations
• Collaborate with the KPB investment management team to integrate complex planning with sophisticated investment strategies and solutions
• Work directly with local management and teams to lead continuous improvements in establishing partnerships with "inside" and "outside" Centers of Influence, including traveling across the Key Bank footprint to counsel other professionals on KPBs FW strategies and solutions
• Responsible for representing the organization externally, either in print or interviews or speaking at client and professional seminars

• Ten years wealth management or advisory experience for ultra-high net worth individuals, families and family offices
• Deep knowledge of private business transition and transaction strategies, including counseling ownership team on value optimization through tax strategies
• Experience integrating fiduciary, wealth planning (trust, taxes, business succession/sale planning, estates and wealth transfer) investment acumen and business development
• Excellent interpersonal and communications skills (both written and verbal) on full spectrum of client and COI profiles – from C-level executives to younger generations
• Demonstrated dedicated commitment and proven track record in cultivating existing client relationships with a view toward revenue enhancement and profitability
• Recognition as a Trusted Advisor with experience working directly with high net worth or high-profile individuals
• Expert management skills in…