Wells Fargo

Job Category:



Charlotte, California


United States

Approximate Salary:

Not Specified

Position Type:

Full Time


415) 820-7800

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IRT Relationship Manager 3 - Non-Qualified Plans

Wells Fargo - Charlotte, California

Posted: 07/5/2018

Job Description

At Wells Fargo, we have one goal: to satisfy our customers’ financial needs and help them achieve their dreams. We’re looking for talented people who will put our customers at the center of everything we do. Join our diverse and inclusive team where you’ll feel valued and inspired to contribute your unique skills and experience.

Help us build a better Wells Fargo. It all begins with outstanding talent. It all begins with you.

Wealth and Investment Management (WIM) businesses build enduring client relationships through sound, thoughtful and objective advice. We help our clients by developing individualized plans for everything from retirement goals to business succession planning, to family legacy intentions. Services include comprehensive planning and advice, investment management, brokerage, private banking, estate planning strategies, trust, insurance and both individual and institutional retirement.

The Relationship Manager is responsible for developing and maintaining strong customer relationships for a book of business that includes large and complex non-qualified executive benefits trusts, non-qualified plan participant recordkeeping and investment management services and communications for executive compensation plans. This position will provide primary client contact, proactive communication and consultation for the effective delivery of Institutional Retirement and Trust products and services with a specialized focus on non- qualified benefit plans and rabbi trusts. This position must interact effectively with senior and executive officers of corporations/clients as well as with strategic business partners.


  • Must proactively support new account sales and meet high individual sales goals for existing customers.
  • Ensure customer satisfaction and client retention through designing and implementing a relationship plan for each client and systematically following through on the plan.
  • Maintain an active calling pattern for each client served.
  • Prepare and deliver plan review presentations often at client location.
  • Provide specific consulting around various complex products (deferred compensation, SERPs, stock plans, change of control protective devices, etc.)
  • Define and prepare documents outlining customer requirements, fee levels, and other needed information.
  • Ensure accounts meet all regulatory and internal compliance requirements.
  • Responsible for customer fee collection.
  • Responsible for ensuring the effective delivery of all administrative and operational services.
  • Build and maintain effective relationships with internal partners and external market professionals.
  • Keep abreast of current industry trends, regulations, and pertinent information for effective client management and proactive consultation

Anticipated travel 20 - 30%.

Willing to consider Charlotte, North Carolina and Atlanta, Georgia IRT office locations.

Required Qualifications

  • 5+ years of experience in one or a combination of the following: relationship management, sales, client services, consulting, product, project/program management
Desired Qualifications

  • Experience with institutional retirement and trust plans
  • Strong collaboration skills within cross functional and geographically dispersed teams
  • Proven ability to negotiate complex Profit and Loss (P&L) drivers, product adoption and mitigation risk
  • Ability to interact with a high level of professionalism and confidence with all levels of team members and management
  • Excellent verbal, written, and interpersonal communication skills
  • Strong presentation skills
  • Ability to develop and maintain effective relationships within and across business lines at all levels of the organization
  • Advanced Microsoft Office (Word, Excel, Outlook and PowerPoint) skills
  • FINRA registration including Series 7 and 63 (or FINRA recognized equivalents)
  • State Life Insurance license(s)
Other Desired Qualifications

  • 5+ years recent and relevant experience with the servicing and administration of qualified and non qualified plans and/or other institutional retirement trust accounts.
  • 5+ years relevant relationship management experience to include interacting effectively with internal and external clients, service providers and C-suite level professionals.
  • Candidate must successfully demonstrate broad knowledge and solid understanding of executive benefits products and services.
  • Must demonstrate outstanding presentation skills with preferably, recent experience presenting as part of a sales presentation process preferred.
  • Direct sales experience, within a financial services environment, preferred.
  • Understanding of life insurance policies and mutual fund investments.
  • Possess experience with interpreting legal documents related to benefits plans.
  • Strong knowledge level in the areas of fiduciary management and executive compensation programs.
  • Working knowledge of IRS Section 409(A) and other pertinent regulations.
  • Completion of a four year collegiate undergraduate degree.
  • Graduate degree and/or professional designations a plus (CPA, CFA, CRSP, MBA, etc).
Job Expectations

  • Ability to travel up to 30% of the time

  • All offers for employment with Wells Fargo are contingent upon the candidate having successfully completed a criminal background check. Wells Fargo will consider qualified candidates with criminal histories in a manner consistent with the requirements of applicable local, state and Federal law, including Section 19 of the Federal Deposit Insurance Act.

    Relevant military experience is considered for veterans and transitioning service men and women.
    Wells Fargo is an Affirmative Action and Equal Opportunity Employer, Minority/Female/Disabled/Veteran/Gender Identity/Sexual Orientation.

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