Comerica

Compensation

Full Description

Institutional Trust Senior Relationship Manager The Senior Relationship Manager role will oversee the administration of all assigned client relationships including the delivery of high-quality products/services, conducting productive client/prospect meetings, obtaining complete and accurate account documentation, and ensuring profitability of all assigned relationships. Position Responsibilities: • Review existing and potential client business scenarios to identify new business development and cross selling opportunities for more complex relationships. Assist in the preparation of RFP responses. • Conduct new business presentations to clients, prospects, and industry professionals in accordance with established programs and procedures. Contribute to department annual new business goal. • Interact with Unit Manager and schedule and conduct client calls/annual reviews in accordance with established programs and procedures. • Effectively handle more challenging client relationships which may have greater complexity or be more politically sensitive. • Work closely with Team Leaders, Trust Analysts, and other internal colleagues to ensure that all account activities are processed in a timely and accurate manner. • Ensure that staff and self-provide the highest level of quality customer service and that client retention goals are achieved or exceeded. • Oversee the new account opening process to ensure document files contain all required legal documentation and that trust accounts are properly coded on the Trust Accounting System in accordance with departmental policies and procedures. • Monitor and ensure that all management and exception reports are updated in accordance with established procedures. • Understand and adhere to all department policies/procedures, as well as fiduciary/regulatory issues and requirements to minimize Bank and client risks. • Ensure that fees for all assigned client relationships are accurately invoiced, receivables monitored and that fees are collected in a timely manner to assist in meeting departmental revenue objectives. • Refer clients and prospects to other departments to assist them in meeting their specific needs while helping the Bank simultaneously achieve its revenue goals. • Participate in special projects or team assignments to improve efficiencies, achieve greater quality standards, and enhance service levels within the department and throughout the Bank.