Senior Director

Full Job Description

Job Brief (Purpose):

• The Director of Family Wealth Consulting (the Director) serves as a lead advisor on the Family Wealth Consulting Team (FWCT).
• The Director is responsible for introducing Family Wealth (FW) prospects to our suite of sophisticated planning solutions, including our advice on strategies and solutions for estate planning, business growth and liquidity planning, tax reduction, asset protection, wealth transfer, and investment management.
• Specifically, the 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 Family Wealth Consulting 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 a direct responsibility to provide consultative expertise to our largest families and is responsible for leading the development of the wealth strategy for new Family Wealth clients.
• This position directly supports Family Wealth Relationship Managers (RMs) and Wealth Advisors on all Family Wealth IM&T sales opportunities, referrals, and book of business reviews.
• Additional responsibilities include supporting the Family Wealth team when opportunities arise to expand the share of wallet for existing clients through appropriate offerings of FW KPB IM&T products and services.
• 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 Director will also build and nurture relationships by developing prospecting ideas, building a pipeline, and generating sales through the FWCT.
• This position works closely with members of the assigned client team including the FW investment advisor to implement the agreed upon investment strategies.

Essential Job Functions:

• Prospecting, Pipeline & Opportunity Management
• Serve on FWCT to develop, monitor, and close the FW IM&T pipeline for the entire footprint.
• Serve FW strategy resource for all external IM&T sales opportunities ensuring that key knowledge solutions are communicated and implemented where the expertise is necessary to close the business.
• Lead all Private Business Owner Consulting opportunities and engagements, including business value optimization; strategic options analysis; facilitating transitions \ transactions (M&A); pre and post-liquidity tax strategies, and asset protection planning.
• Develop and refine FW Key Private Bank 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
• Understand what differentiates FW and develop a unique sales approach that differentiates FW from the rest of the marketplace
• Wealth Consulting
• Establishing expertise in a broad range of wealth strategies and investment planning with the responsibility to effectively communicate and implement strategies into client plans
• Integration of the best thinking from the FW Consulting Team and the delivery of bank product solutions for sophisticated strategies such as foreign and domestic specialty trusts; captive insurance companies; family office establishment and administration; concentrated positions; alternative investments; and closely held business advisory and transaction/transition planning
• Maintain a working knowledge of investment-related advisory issues and solutions that may impact the teams’ ability to assist clients in achieving their goals and aspirations.
• Share intellectual capital among the group of similarly experienced advisors within the Family Wealth Group, particularly the FWCT.
• Thought Leadership
• Develop a strategy for and establishment of KPBs FW solution and client experience (the comprehensive bundling of services/advice including tax, estate planning, risk management, objective financial counsel, trusteeship, lifestyle management, and coordination of professionals for ultra-high net worth families)
• The identification and triage of business development and growth opportunities through the development of materials that integrate KPBs 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

Required Qualifications:

• Ten-plus years of wealth management or advisory experience for ultra-high-net-worth individuals, families, and family offices
• Experience integrating fiduciary, wealth planning (trust, taxes, business succession/sale planning, estates, and wealth transfer) investment acumen, and business development
• Deep knowledge of private business transition and transaction strategies, including counseling ownership team on value optimization through tax strategies
• Excellent interpersonal and communications skills (both written and verbal) on the 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 fostering, facilitating, and delivering on ultra-high net worth market expectations
• JD, CPA, or CFA\CFP required

Preferred Qualifications:

• Experience as subject-matter-expert to in-house and industry groups
• Demonstrated new business and/or client service accomplishments in the ultra-high net worth market
• M&A experience
• Advanced Degree (MBA, MA, MS)

Pay: $120,000 – $257,000 a year