Title: PRIVATE CLIENT ADVISOR - Bellevue
Location: WASHINGTON-BELLEVUE
Headquartered in San Francisco, UnionBanCal Corporation is a financial holding company with assets of $84 billion at September 30, 2011. Its primary subsidiary, Union Bank, N.A., is a full-service commercial bank providing an array of financial services to individuals, small businesses, middle-market companies, and major corporations. The bank operated 404 full-service branches in California, Washington, Oregon and Texas, as well as two international offices, on September 30, 2011. UnionBanCal Corporation is a wholly-owned subsidiary of The Bank of Tokyo-Mitsubishi UFJ, Ltd., which is a subsidiary of Mitsubishi UFJ Financial Group, Inc. Union Bank is a proud member of the Mitsubishi UFJ Financial Group (MUFG, NYSE:MTU), one of the world's largest financial organizations. Visitwww.unionbank.comfor more information.
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Job Summary:
Develops and services comprehensive personal financial relationships within affluent target market through a professional sales effort. Identifies qualified potential clients. Initiates contacts, assesses needs, presents array of products and services, and closes sales. Responsible for the management and total servicing of the client relationship, and for the growth and profitability of routine to complex and profitable relationships in the unit. Proactively advises and consults with clients to maximize their service usage, trust and investment opportunities, and monitors client portfolio to ensure profitability. Responsible for analyzing clients' credit needs and then making appropriate recommendations. This is a moderate to experienced level Relationship Manager whose clients expect their banker to provide high quality financial information and personal service.
Major Responsibilities:
Business Development and Marketing (50%) -
Develop marketing and sales strategies to establish profitable portfolio, using external and internal resources.
Implement the program for Enterprise Selling program within the target area through an annual marketing plan and strategy, tailored to region locale and consistent with overall direction of The Private Bank.
Plan/strategy to expand the portfolio and ensure retention of profitable clients.
Detail specific actions to cross-sell, establish referral program to develop new client business, and increase non-interest income to office. The plan should include how results can be measured.
Identify clients for The Private Bank through research and use of resources, including referrals from within and outside the Bank, office's current client base, local professional/service groups, social contacts, etc.
Meet with prospects as needed, often outside the office to present the program of The Private Bank. Proactively identify the needs of the prospects, matching appropriate Bank products and Services.
Represent the Bank and The Private Bank in the community by becoming active in professional and community groups. May speak or make presentations to groups made up of potential clients to increase program visibility and identify contacts.
Document results through prospect tracking.
system and reports.
Engage in regularly scheduled portfolio performance review with Regional Director to assess performance against set goals. Meet or exceed these goals.
Relationship and Portfolio Management (30%) -
Act as consultative banker, anticipating needs relative to affluent market segment to ensure maximum profitability and cross-sell opportunities are met.
Maintain client portfolio with assistance from Banking Associate. Adjust portfolio size to accommodate the demands of servicing prime clients. Criteria to be set by Regional Director, with input from Senior Management. Stand accountable for portfolio growth and profitability, as well as any attrition.
Using RBS reports and available pricing models, monitor each client's account profitability and service use. Proficiency with and maintenance of customer data in ESB is required. Consult with clients as to various services or product needs which would be advantageous for them and keep them aware of new products and of changes in the financial area which would affect them. Regularly introduce clients to other areas of the Bank for special needs.
Respond to problems clients may experience with the handling of their account and ensure proper handling of service requests.
Ensure accurate and complete records are kept for each client relationship.
Develop relationship banking through a consultative approach. Based upon clients' needs, provide various options considering tax implications, estate planning, risk tolerance levels and refer to appropriate specialists as needed.
Segment portfolio through profitability and tiers to maximize efficiency
Risk Management: (20%) -
Analyze and respond to the needs of the affluent client, balancing risk and opportunity.
Analyze client's personal credit needs and requests. Qualify borrower, recommend best suited loan product commensurate with Bank's desired profit margin and the value of the clients total relationship.
Prepare detailed memorandum of customer request and Relationship Manager recommendation.
Determine the loan structure best suited for the client within the credit requirements for the Bank. Negotiate with the client to reach terms which will accommodate their needs and be profitable to the Bank. Make recommendations to senior officers of the Bank on loans which exceed designated loan authority.
Monitor and manage portfolio to assess and minimize risk as it relates to credit and follow up with appropriate measures adhering to Bank's policy and guidelines.
Monitor and manage operational risk and follow up with appropriate measures adhering to Bank's policy and guidelines.
Additional Information:
Experience in a team based partnering oriented model with individual accountability, with a track record of successful sales. Strong negotiating skills and client facing presence. Ability to engage clients in their investments strategy to obtain a "win" opportunity. Ability to identify client needs and related bank services; sells the concept of relationship banking. Ability to prospect, anticipate needs and close sales. Communicate effectively with clients of varying levels of business or financial sophistication. Ability to work with other teams and as a team member. College degree required with an expected exceptional level of professional experience and training. Series 7, 66, (63& 65) and Life and Health Licensed. Certified Financial Planner strongly preferred; MBA or CFA beneficial. Proficient knowledge of computer skills.
This position may be subject to SAFE Act Registration Requirements. Pursuant to the SAFE Act requirements, all applicants for employment who will be engaged in residential loan mortgage originations (as defined by the SAFE Act) must register with the federal registry system and maintain a status in good standing under the SAFE Act requirements. If at any time the Bank determines that your position requires SAFE Act registration, you will be required to register and to submit to the required SAFE Act background check and registration process. Failure to register successfully or to maintain a status in good standing under the SAFE Act will affect your eligibility for continued employment and may result in your immediate termination.
Union Bank is committed to leveraging the diverse backgrounds, perspectives, and experiences of our workforce to create opportunities for our people and our business. EOE. M/F/D/V
