Manager National Trust Business

Overview

MANAGER NATIONAL TRUST BUSINESS. This position is responsible for building and maintaining relationships with City National, RBC WM, RBC Alliance partners, and CNR Independent partners. Partner with the Chief Fiduciary Officer and Head of Trust Administration to ensure that proposed new relationships are within CNB's RBC's risk appetite. Achieves individual and regional business development sales goals and ensures each relationship is profitable by proposing adequate fees to cover our services;

including set-up, annual administration, termination and special hourly fees. Meet and surpass all internal and external audit and compliance requirements.

• Identify potential leads with our partners that fit within our product offering and risk appetite.
• Act as liaison for new business opportunities with partners.
• Coordinate and participate as the Trust Company representative in client meetings.
• Work with New Business Unit, COI’s, Trust Consultants, RBC DE Sales colleagues and Prospects/Clients to ensure necessary paperwork is obtained prior to account acceptance and onboarding.
• Partner with Trust Administration to ensure each new opportunity can be administered in accordance within fiduciary policies and procedures
• Set proper expectations with all partners and prospects/clients around timing and progress of the account opening process.
• Ensure fee arrangement is appropriate for the relationship, discussed in advance with the Head of Trust Administration and approved by the Trust Administrative Committee.
• Serves as a point of escalation for problem resolution.
• Ensure all new relationships are within CNB’s and RBC’s risk appetite.
• Maintain sales pipeline and scorecard utilizing Sale Force.
• Build strong relationships with key COI’s, Financial Advisors and Trust Consultants.
• Create and maintain trust company presentations for use with our partners, COI’s and prospective clients.
• Coordinate presence at key industry conferences, including Heckerling and the USC Tax conference or other similar events.
• Manage Alliance and Independent channel client base to ensure we are working with the right partners.
• Hire, develop, coach, and motivate Trust Advisors directly reporting to role
• Identify staff development needs and provide appropriate coaching opportunities by leveraging internal or external resources.
• Ensure that sales colleagues understand the CNB vision, as well as support and reinforce targeted behaviors that contribute to CNB goals
• Provide focus and clarity in establishing individual goals and drive performance management.
• Maintain full staff and manage resources to optimize the client experience and unit profitability.
• Stay abreast of new developments concerning policy and/or product and communicate in a timely manner to sales colleagues.
• Attain individual and team based business development annual trust sales goals
• Actively participate as member of the CNB / RBC Trust Management team.
• Build trust and demonstrate integrity. Have passion for success and strong work ethic.
• Communicate and influence effectively.
• Responsible and accountable for appropriate quality controls related to the financial products the bank provides, the services the bank delivers, the processes employed and the incentives with which colleagues are awarded.

Required Qualifications

• Bachelor's Degree or equivalent
• 10 years fiduciary industry experience
• 5 years of business development experience
• 10 years of experience leading and managing a team

Additional Qualifications

• Trust business development, fiduciary knowledge and investment experience
• Excellent interpersonal skills with the ability to establish relationships and effectively interact with all levels of staff and personnel
• Ability to work well under pressure and meet deadlines
• Strong communication skills
• Strong organizational skills with attention to detail
• Able to anticipate needs and proactively seek solutions
• Work effectively with different personality types
• Willingness to seek out advice from Senior staff promptly as appropriate
• May possess a JD, LLB or other legal designation/degrees
• Professional qualifications preferred (e.g., CFTA, TEP)
• MBA preferred

Comp…