Regional Sales Specialist

Overview

Partners with Regional Vice President (a.k.a., External Wholesaler) to strategically manage territory. Places calls and provides information about portfolio composition, relative to performance and product design. Develops and maintains relationships with registered representatives to promote the sale of Touchstone investment products and retention of Touchstone assets. Responsible for discussing Touchstone's broad array of investment products across all disciplines (i.e., investment product objectives, portfolio structures, investment management process and strategy, and investment product benchmarks) and building a thorough understanding of key broker-dealers, including products, platforms, structure, specific firm strategy and major initiative. Works with minimal supervision and is responsible for independently making a broad range of decisions, escalating to manager when appropriate and updating manager on a regular basis.

Responsibilities

What you will do:

• Proactively initiates calls to registered representatives to market and promote Touchstone investment products. Helps determine which products best meet the customers' needs and financial circumstances. Advises the representative on the advantages and disadvantages of different investment products.
• Qualifies prospective representatives/producers and maintains existing relationships in order to increase sales in the territory by asking open-ended questions regarding their client base/book of business, current product offerings and sharing our value proposition.
• Provides follow-up support from external wholesalers' meetings, and attempts to close the sale by reviewing what was discussed, providing additional information, communicating our value proposition, advising on the advantages and disadvantages of different investment products. Sends marketing literature when necessary.
• Works closely with external wholesalers to develop marketing strategy, organize scheduling and prospecting activities to manage assigned territory. Researches potential clients and collaborates on opportunities/leads with external wholesaler. Prepares weekly action plan and reviews it daily to determine each day's call plan.
• Maintains contact management database of detailed notes and “intelligence” on registered representatives' contacts and reception to sales contacts.
• Develops advanced investment product and procedure knowledge to position products in a compelling manner, as well as answer in-depth questions and provide product knowledge from/to registered representatives. Builds an in-depth knowledge of financial markets, firm champions and competitive landscape. Acts as a specialist/subject matter expert in at least one investment product family to support peer associates.
• Coordinates value-add programs for clients, including referrals and speakers. Notifies clients of updated investment product information, performance and changes. Actively participates in quarterly conference calls with subadvisors.
• Performs other duties as assigned.
• Complies with all policies and standards.

Qualifications

• Bachelor's Degree or commensurate selection criteria experience - Required
• Proven ability to grasp new products, concepts and procedures. Must have either extensive knowledge of Touchstone investment products or experience with the sales of other financial products. - Required
• Demonstrated negotiation skills with both internal and external customers. - Required
• Proven ability to cite examples of self-motivation and experience working under limited supervision. - Required
• Demonstrated strong attention to detail with excellent organizational skills. Cites examples of organization and time management methods used to manage or prioritize workload demands. - Required
• Proven excellent verbal and written communication skills with ability to convey information to internal and external customers in a clear, focused and concise manner while following proper rules of punctuation, diction and style. Proven ability to prepare correspondence, reports and forms using a prescribed format. Experience must include strong telephone communication and etiquette skills. - Required
• Working knowledge of Microsoft Office products. - Required
• Previous knowledge working with a sales database/CRM. - Preferred
• Must successfully pass the FINRA SIE, Series 7 & 66 (or 65/63) licensing exams in home state within two attempts, not to exceed within 180 Days - Required

Work Setting/Position Demands:

• This position travels and works in various office settings and requires being in a stationary position for long periods of time frequently while working at a desk, on a computer or with other standard office equipment, or while in meetings. Position requires frequent movement of wrist, hands and fingers for continuous computer work.
• Requires the ability to verbally communicate and exchange accurate information to customers and associates on a regular basis.
• Requires visual acuity to read and interpret a variety of correspondence, procedures, reports and forms via paper and electronic documents, visual inspection involving small defects; Visual acuity is required to determine accuracy, neatness, and thoroughness of work.
• Requires the ability to prepare written correspondence, reports and forms using prescribed formats and conforming to rules of punctuation, grammar, diction, and style on a regular basis.
• Requires the ability to apply principles of logical thinking to define problems, collect data, establish facts, and draw valid conclusions
• Extended hours required during peak workloads or special projects/events.
• Associate must be able to operate a motor vehicle for short and/or long distances
• Associate must be able to travel via airplane
• Associate must be able to travel via car
• Occasional after-hours work needed
• Routine and/or extended after hours work needed

Travel Requirements:

• 20% travel Infrequent travel