Senior Client Advisor

Wilmington Trust · Wilmington · $153,700–$256,100 (stated in the posting)

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Overview:

Partners with Wealth Advisors and other internal client team members to serve the unique needs of Wilmington Trust’s ultra-high net worth (UHNW) clientele.  Works closely with Wealth Advisors to develop and execute customized wealth plans for UHNW clients and families that leverage the full breadth of the organization’s capabilities.  Ensures proper delivery of Wilmington Trust’s UHNW client experience across relationships, customized to accommodate individual client preferences.  Coaches and provides guidance to Client Advisors as needed.    

Primary Responsibilities:

• Partner with Wealth Advisors to develop and execute strategic wealth plans for the prospecting and onboarding stages involving UHNW clients.
• Serve in tandem with Wealth Advisors as joint primary contact to manage all aspects of the relationship in a manner focused on high overall satisfaction and retention.  Manage client relationships and ongoing needs analysis for UHNW customers with over $50 mm in investible assets. 
• Maintain Wilmington Trust’s service level standards across all client-to-client team interactions, consistent with a world-class experience.
• Maintain strong partnerships with clients’ internal team members and external advisors to drive coordinated execution of the wealth plan.
• Maintain a thorough understanding of Wilmington Trust’s products and solutions and how to utilize them to address client needs.
• Foster a deep level of customer intimacy via regular day-to-day interactions as well as attendance at specific events selected to optimize the client relationship. 
• Coordinate appropriate level of executive engagement across relationships to contribute to the retention of UHNW clients.
• May serve as mentor and coach to Client Advisors as needed.
• Identify opportunities for deepening client relationships by proactively vetting the client’s book, including assets in other organizations, to further consolidate client liquidity with Wilmington Trust (e.g., assets under management and deposits) or introduce additional value-add solutions, including credit, planning, fiduciary, family office services, etc.
• Participate in Wealth Advisor-led new client prospecting activities to support further growth of the organization’s ultra-high net worth client segment.
• Understand and adhere to the Company’s risk and regulatory standards, policies and controls in accordance with the Company’s Risk Appetite.  Identify risk-related issues needing escalation to management.
• Promote an environment that supports belonging and reflects the M&T Bank brand.
• Maintain M&T internal control standards, including timely implementation of internal and external audit points together with any issues raised by external regulators as applicable.

• Responsible for meeting and maintaining registration requirements under the Federal SAFE Act.

• Complete other related duties as assigned.

Scope of Responsibilities:

This position serves as the core point of contact for UHNW clients defined as having over $50 mm in investible assets and comprising the top 5 – 10% of all client relationships within the business, with primary goals of retaining and expanding client relationships. 

Supervisory/Managerial Responsibilities:

Not Applicable

Education and Experience Required:

Bachelor’s degree and a minimum of 7 years’ relevant experience, or in lieu of a degree, a combined minimum of 11 years’ higher education and/or work experience, including a minimum of 7 years’ relevant experience

Deep expertise in planning, investments, banking, and fiduciary

Prior experience managing complex UHNW client relationships

Strong communications skills

Strong interpersonal skills

Strong influencing skills

Education and Experience Preferred:

MBA (Master’s degree in Business Administration)

Minimum of 10 years’ relevant experience

Certified Financial Planner (CFP®), Certified Trust & Financial Advisor (CTFA), Certified Public Accountant (CPA) and/or Chartered Financial Analyst (CFA) certification

Physical Requirements:

Location:

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