Key Private Bank Fiduciary Strategist

The Fiduciary Strategist is responsible for fulfilling the fiduciary responsibilities of KeyBank by providing client advisory services to high net worth clients and their beneficiaries. As a member of the KPB relationship management team, they represent the local / in market delivery for clients with appropriate revenue and advisory needs. The Fiduciary Strategist proactively collaborates with team members to build insights and solutions to attract, retain and grow client relationships. This role is entrusted with the responsibility of delivering the KPB fiduciary mandate to ensure consistent advisory delivery, while managing fiduciary risk. 

They advise clients in their book as well as those in their market in accordance high professional standards. In the course of serving clients, the Strategist identifies opportunities to protect, grow and transition family wealth.  They deliver national expertise locally through the engagement of Wealth Services or other Specialty Services Teams as an extension of the market team. The Strategist retains and deepens profitable client relationships within assigned revenue base while actively producing new revenue to achieve both team and individual production goals.

Advisory

• Leads the delivery of  fiduciary advice as part of client servicing and execution of the client experience
• Develops a strong understanding of family relationships and the needs of current clients as well as beneficiaries

• Obtain and reviews and monitors all estate planning documents periodically to ensure that they fit individual client’s current circumstances
• Analyzes and interprets legal instruments to determine duties and responsibilities of bank and to provide well-coordinated estate, tax and financial planning alternatives to meet client’s needs

• Facilitate the estate, tax, and philanthropic planning process for all relationships regardless of whether Key serves as trustee
• Identifies a potential trust and estate tax-related issues and works with the client and external advisors to resolve
• Collaborates with external client advisors (attorneys, accountants, etc.) to deliver advice

Growth of Book of Business

• Works closely with the Relationship Management Team to identify and prioritize opportunities to deepen relationships 
• Identifies Investment Management and Trust Opportunities as well as any other banking, lending or insurance needs
• Fosters close business relationships to develop client loyalty and new business opportunities

• Assess client revenue opportunity based on complexity and service required. Actively participate in pricing conversations for new KPB opportunities and proactively seek for opportunities to reduce discounts on existing client pricing to move revenue closer to the national schedule.

• Leads the relationship development and engagement for beneficiaries
• Leads the onboarding process for new clients in partnership with the Relationship Team
• Demonstrates community leadership through active participation on boards and professional organizations 

Client Servicing and Retention

• Responsible for engaging appropriate fiduciary partners to support administration or expertise in the delivery of client advice
• If appropriate, may function as the lead contact on a client relationship while engaging a Relationship Manager to ensure that a complete and positive client experience is achieved and maintained
• Responsible for retaining and deepening the relationship with a client including the next generation
• Responsible contributing to the development of the annual client plan and actively participates in the execution

Fiduciary Expertise and Trust Administration

• Demonstrates experience working directly and independently with clients and families with a broad array of estate and financial planning issues which often arise with wealthy clients (including but not limited to distribution planning, philanthropic goals and tools, retirement planning)
• Demonstrates awareness of state specific estate and tax planning issues
• Maintains deep expertise in fiduciary, investment, tax, and other related wealth issues by keeping current as to estate and tax law changes through legal education opportunities
• Shares intellectual capital with the Relationship Management Team as part of the pre-call and weekly sales meeting
• Administers complex accounts with a proactive, disciplined, consistent and comprehensive approach

Compliance

• Fulfills Key’s fiduciary responsibilities with utmost adherence to all internal fiduciary policies and procedures, regulatory and legal requirements
• Anticipates and mitigates risk on assigned accounts
• Assumes accountability for all delegated fiduciary administrative work on assigned accounts
• Advises relationship managers and all other partners on all internal fiduciary issues
• Work closely with Sales Leader, Regional Trust Director and local team members on pricing, client service, compliance and litigation issues, as needed and appropriate

• Minimum of seven years of trust administration or equivalent work experience.
• Undergraduate degree in business related field or equivalent experience.
• Excellent interpersonal and communications skills (both written and verbal).
• Strong advisory focus in client work.
• Ability to work as part of sales and client servicing team.
• Experience managing high net worth book of business.
• Progress towards MBA, JD, CTFA or other professional certification.
• Working knowledge of investments/securities.
• Completion of Cannon Trust Schools I, II and III or equivalent knowledge from other industry training or equivalent experience.
• Prior experience as professional subject- matter- expert presenter, preferred.

COMPETENCIES/SKILLS

Client Focus - Is dedicated to meeting the expectations and requirements of internal and external customers; gets first-hand customer information and uses it for improvements in products and services; acts with client in mind; establishes and maintains effective relationships with and gains their trust and respect.

Action Oriented - Enjoys working hard; is action oriented and full of energy for the things he/she sees as challenging; not fearful of acting with a minimum of planning; seizes the more opportunities than others.

Business Acumen- Know how businesses work; knowledgeable in current and possible future policies, practices, trends, and information affecting his/her business and organization; knows the competition; is aware of how strategies and tactics work in the marketplace.

Creativity – Comes up with a lot of new and unique ideas; easily makes connections among previously unrelated notions; tends to be seen as original and value-added in brainstorming settings.

Functional / Technical Skills - Has the functional and technical knowledge and skills to do the job at a high level of accomplishment.

Intellectual Horsepower - Is bright and intelligent; deals with concepts and complexity comfortably; described as intellectually sharp, capable, and agile.

Problem Solving – uses rigorous logic and methods to solve difficult problems with effective solutions; probes all fruitful sources for answers; can see hidden problems; is excellent at honest analysis; looks beyond the obvious and doesn’t stop at the first answers.

Presentation Skills - Is effective in a variety of formal presentation settings; one-on-one, small and large groups, with peers and superiors, clients, prospects and centers of influence; is effective both inside and outside the organization, on both cool data and hot and controversial topics; will show and project confident, caring demeanor in client settings to enhance overall client experience; can change tactics midstream when something isn’t working.

Strategic Agility – Can quickly understand and embrace corporate and line of business initiatives and changes and can confidently represent KPB internally among teammates and externally among clients, prospects and centers of influence. 

• Microsoft Office products and other computer applications
• Internet and print media to research planning issues

• On the job and as required to maintain licenses and certifications