Practice Management and Productivity Coach (Remote)

at Citizens Bank in Dover, Delaware, United States

Job Description


The Wealth Management Business Enablement team activates Advisors and Sales Managers to efficiently achieve their goals and accelerate business priorities. The team provides client engagement skills learning experiences and high touch coaching on practices that lead to success. The Practice Management and Productivity Coach (PMPC) is responsible for increasing consistency in the execution of a client engagement process leading to increased productivity for the wealth management colleagues. The PMCP will influence the deepening of affluent and ultra/high net worth clients’ share of wallet and client experience. S/he will deliver subject matter expertise and regionally aligned coaching support to help advisors service their clients and grow their business. This individual will also develop practice management resources and facilitate strategic training initiatives; all with the goal of helping Advisors progress opportunities through the client engagement cycle and support presentation of solutions to clients designed to help them reach their goals and alleviate their financial concerns. In this role, you will partner closely with and regularly interact with Sales Managers and Advisors. Relevant experience, a deep understanding of the client engagement skills and practice management concepts that are key to an Advisor’s success, and proven success in helping professionals become more productive is paramount. Primary responsibilities include:

+ Support the development of Advisors across Citizens’ affluent, high net worth and ultra-high net worth segments in order to increase consistency in Advisor productivity

+ Coach, practice and provide feedback to help Advisors consistently deliver an end-to-end client engagement process leading with financial planning-based advice, deep discovery, and utilization of Citizen’s full suite of solutions

+ Influence the net promoter score (NPS) and overall share of wallet (SOW) of Citizens’ wealth management clients by helping Advisors become the client’s primary trusted Advisor

+ Design and develop growth plans, in partnership with regional management team, to increase consistency in Advisor productivity

+ Identify needs, understand priorities, and create a plan to improve employee productivity and effectiveness

+ Use quantitative and qualitative needs analysis techniques to help prioritize focus and learning efforts

+ Coach on practice management and business-building techniques that will help Advisors efficiently grow their business

+ Conduct practice /feedback sessions related to value proposition, value statements, relationship calling, client discovery, presentation skills, overcoming objections, partnership engagements, asking for introductions and transactional vs. relationship-based advising

+ Help advisors achieve activity goals (i.e. client engagement) and process metrics (i.e. pipeline management)

+ Assist Advisors with pre-meeting planning and post meeting debrief to increase overall client engagement effectiveness

+ Leverage “real life” expertise to support and engage learners individually and in group settings

+ Execute a blend of learning methods to maximize learning retention and scalability (web-based, hands-on workshops, live sessions, role plays)

+ Partner with subject matter experts and training teams to design and develop experiences, practice management content, and resources as necessary. Assist in the development and execution of programs and coaching routines to help colleagues:

+ Analyze their current practice, set targets for improvement, and refine business development strategies and activities to achieve their goals

+ Understand how to leverage client feedback and refine their client experience while creating a culture of introductions / referrals

+ Develop client communication strategies leveraging marketing techniques and creating a compelling and compliant digital presence

+ Expand wealth management knowledge and capabilities

+ Plan & execute compelling financial education events for clients supported by a strong follow up process

+ Understand the practices and behaviors of high performing Advisors; use this knowledge to confidently identify opportunities to drive behavior change and performance improvement

+ Create moments of connection; work with Advisors and leaders to share stories, methods, best practices, and wins

+ Support sales managers to measure key metrics to help assess impact and success of development programs


Required Skills/Experience:

+ 10-15+ years of broad business experience in the wealth management industry with a minimum of 5+ years in a coaching or leadership role

+ Series 7, 63 preferred

+ Demonstrated success in developing or supporting execution of client engagement learning curriculums

+ Deep understanding of financial planning client engagement process

+ Ability to impact measurable results of strategic goals

+ Strong conceptual and creative thinking, with ability to define and execute strategy across a large organization

+ Demonstrated project management experience, including the ability to establish and meet timelines and multi-task on parallel deliverables

+ Self-motivated, with a strong work ethic and track record of high performance

+ Excellent teamwork and interpersonal skills and ability to communicate effectively and leverage influence at all levels

Hours and Work Schedule Hours per Week: 40 Work Schedule: Mon-Fri This position is not available in Colorado.

Why Work for Us

At Citizens, you’ll find a customer-centric culture built around helping our customers and giving back to our local communities. When you join our team, you are part of a supportive and collaborative workforce, with access to training and tools to accelerate your potential and maximize your career growth.

Equal Employment Opportunity

Citizens, its parent, subsidiaries, and related companies provide equal employment and advancement opportunities to all colleagues and applicants for employment without regard to age, ancestry, color, citizenship, physical or mental disability or perceived disability, ethnicity, gender, gender identity or expression, genetic information, genetic characteristic, marital or domestic partner status, victim of domestic violence, family status/parenthood, medical condition, military or veteran status, national origin, pregnancy/childbirth/lactation, colleague’s or a dependent’s reproductive health decision making, race, religion, sex, sexual orientation, or any other category protected by federal, state and/or local laws.

Equal Employment and Opportunity Employer/Disabled/Veteran

Citizens is a brand name of Citizens Bank, N.A. and each of its respective affiliates.

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Job Posting: JC191826574

Posted On: Sep 06, 2021

Updated On: Nov 18, 2021