KeyCorp
KPBLeadInstitutionalAdvisor
Neural analysis suggests this role is
optimal for Senior candidates.
“KPB Lead Institutional Advisor at KeyCorp. Skills: Sales, Client Relationship Management, Business Development. Develop investment management and fiduciary relationships. Collaborate with Private Banking Markets and Banking Partners”
What You'll Achieve.
Drive new revenue; Deliver exceptional sales and retention results; Meet or exceed monthly success metrics; Achieve sales goals; Meet or exceed assigned individual and team sales goals
What They're Looking For.
Must Have
Bachelor's degree in business related field (accounting, finance, economics, or related field), A minimum of 5 years Institutional Banking, Investment Management/Consulting, or Trust experience as well as progressively responsible and successful sales management experience, Demonstrated ability to balance focus on sales and exceptional client service, Demonstrated ability to effectively manage and deliver results in a matrixed organization, Familiarity and knowledge of technology systems
Nice to Have
Additional banking experience in operations/client services or other LOB areas to gain broader understanding of organizational structure and workflow is preferred
What You'll Do.
Develop investment management and fiduciary relationships
Collaborate with Private Banking Markets and Banking Partners
Identify prospective Institutional Clients
Manage a modest book of clients
Deliver a proactive client experience
Responsible for delivery of exceptional sales and retention results
Develop and close complex client opportunities
Coordinate completion of RFP process
Maintain in-depth knowledge of products and services
Acquire knowledge of competitors and competitive products
Foster partnership with KPB
Serve as primary point of contact for external sales opportunities
Master effective first contact strategy
Understand what differentiates IA
Develop unique sales approach
Prospect within productive market niches
Ask questions and qualify prospects
Meet or exceed monthly success metrics
Keep robust and monitored pipeline
Partner with RM on sales opportunities
Understand and execute necessary activity
Uncover opportunities in existing books of business
Engage Field Banking Partners
Generate leads utilizing all resources
Follow disciplined pre-call preparation
Become proficient at uncovering prospect motivators
Ask questions to uncover time
Gain commitment by decision makers
Execute disciplined post-call debrief process
Effective follow up and pipeline management
Understand strengths and weaknesses of clients’ current provider
Execute on appropriate signed documents
Develop client relationship team and process
Introduce new clients to Relationship Managers
Set expectations for onboarding and servicing
Collaborate and perform as part of relationship management team
Assure team sales goals are met
Provide ongoing contact with new clients
Enhance client’s initial experience
Develop relationships to uncover additional services
Ask satisfied clients for introductions
Participate in KeyCorp’s commitment to the community
Meet or exceed assigned individual and team sales goals
How You'll Work.
Team & Collaboration
Collaborates with local Private Banking Markets and Banking Partners; Active member of the Institutional Advisors Team; Coordinates the successful completion of the RFP process in partnership with KPB Field and other banking partners; Fosters a sense of partnership with KPB, Banking Teams, and COIs; Partners with the RM on all sales opportunities; Teams with KPB WA(s) and RM(s) to uncover opportunities; Teams with KPB Fields Teams to engage Field Banking Partners; Collaborates and performs as part of the relationship management team
Communication Scope
Masters an effective first contact strategy and phone approach; Effectively understands and prospects within the most productive market niches; Effectively masters the ability to ask questions and qualify prospects early in the sales process; Utilizes letters, articles, voicemail, seminars and events to sell our services internally and externally; Becomes proficient at uncovering what will motivate a prospect to purchase our services; Masterful at asking questions to uncover time, budget and resource issues; Excellent at gaining commitment by the decision makers; Fully understands strengths and weaknesses of clients’ current provider and their decision-making process
Full Job Description
**Location:** 10 West Market Street, Indianapolis Indiana The Institutional Advisor (Advisor) develops investment management and fiduciary relationships with non-profit, public, corporate and government clients. The Advisor collaborates with local Private Banking Markets and Banking Partners to identify prospective Institutional Clients through education and positioning of Institutional Team capabilities to generate awareness, deliver solutions and drive new revenue. The Advisor will also manage a modest book of clients as a means of staying close to the operational and technical aspects of serving this client population. As part of a team serving institutional clients, the Advisor delivers a proactive client experience through the development of internal and external relationships that deliver appropriate advice. The Advisor is responsible for the delivery of exceptional sales and retention results. **ESSENTIAL JOB FUNCTIONS** ** _Sales_** Responsible for the development and closure of the most complex and sophisticated client opportunities. Identifies prospective Institutional Advisors clients or referral sources by educating and positioning Institutional Advisors capabilities to meet client needs, develop solutions and drive new revenue. An active member of the Institutional Advisors Team participating in the development of sales strategy, client experience, product development and other aspects of leading a successful business. Coordinates the successful completion of the RFP process (from preparation of the response, interaction with the prospect and all phases of presentation) in partnership with KPB Field and other banking partners. Maintains an in-depth knowledge of products and services as well as proactively acquires knowledge of competitors and competitive products to support the awareness of IA team. Fosters a sense of partnership with KPB, Banking Teams, and COIs in assigned region to create an environment for learning/best practice sharing and accounta
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