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Job Description

National Trust Sales Manager The Trust Sales Manager is responsible for new client acquisition results across multiple businesses and client segments. This role will develop strategies for achieving the targeted sales results for Trust. S/he is expected to collaborate with other members of Trust leadership in developing and executing strategies, diversifying the sources of new client acquisition as a risk mitigant and for executing the tactical sales activities.Position Responsibilities:Sales Serve as a leader for the trust organization to sell Comerica's trust products across personal and institutional markets. Provide input to sales strategies across all trust lines of business to achieve revenue / growth targets. Support market analysis to identify trends, opportunities, and competitive threats, and adjust sales strategies accordingly. Lead initiatives for both hunting (new client acquisition) and farming (existing client retention and growth) to expand the client base and deepen relationships. Develop strategy for sales professionals to sell trust products through advisor channels, regional partner channels, corporate investment advisory channels, private wealth clients and other internal Comerica line of business channels. Maintain deep knowledge of trust products and services, staying to date on industry developments to provide expert guidance to clients and the sales team. Establish and monitor key performance indicators (KPIs) and sales metrics to track progress and identify areas for improvement. Operational / Risk Ensure all sales activities comply with relevant laws, regulations, and internal policies to mitigate risks and maintain the bank's reputation. Develop and continuously refine the process of handing new accounts to the Fiduciary Guidance organization as well as the account opening team to drive a seamless client experience from lead generation to onboarding. Leverage Customer Relationship Management (CRM) systems to enhance sales processes, track client interactions, and improve efficiency. Ability to self-identify potential risks to the sales organization and create mitigation plans for acceptable controls. Coordination with Broader Wealth Organization Work closely with sales professionals and relationship managers to identify opportunities to cross-sell trust services to the bank's broader wealth management client base. Build and maintain strong relationships with internal stakeholders across Comerica Bank. Provide input to in strategic planning sessions, providing insights and forecasts to inform the trust organization's overall direction and priorities. Facilitate training to broader wealth organization to educate on products, services, and offerings within the trust organization. Coordination with marketing team to develop and deploy new marketing material and strategies. Team Management Recruit, train, mentor, and manage a subsection of the more junior sales team colleagues to ensure high performance, professional growth, prudent risk management, and alignment with the trust organization's strategic goals. Coach the sales team on the tools, resources, and training that they should complete to effectively sell trust products and services. Develop process and interaction model for sales professionals to serve as trust generalists (with an understanding of the full trust portfolio) and pull in product / line of business / channel experts as needed. Serve as initial escalation contact for new client pricing / terms of engagement negotiations to maintain Comerica's preferred terms, drive consistent and profitable pricing, and effectively drive Comerica's overall wealth pricing strategy.

Qualifications

Position Qualifications:

+ Bachelor's degree from an accredited university

+ 8 years of experience in trust sales

+ 4 years of experience in management or team lead

+ Demonstrated performance in strategic thinking, negotiation, market knowledge, and team building strong administration skills, including motivation, communication, and decision-making abilities

About Comerica

We know our employees are critical to our overall success and we are dedicated to investing in their future. One of the ways we do this is to offer a comprehensive Total Rewards package designed to recognize and reward individual performance, as well support health, well-being, development and security for our colleagues and their family. Total Rewards consists of cash compensation, development and flexible benefit programs designed to meet individual needs today and in the future. Your salary will be commensurate with your work experience and our programs are reviewed regularly to ensure each remain competitive. We are proud to offer benefits such as health and welfare programs, strong retirement benefits, and generous paid time off programs. You and your eligible family members, including domestic partners and their children, can participate in medical, dental, and vision benefits, 401(k) and pension, income protection benefits such as life insurance, AD&D, and supplemental health programs to offset unexpected health care expenses. We also have a variety of time off programs for things like vacation, sick time, disability, and parental leave. Eligibility for some programs varies based on employment status and tenure.

Upon offer, Comerica conducts a comprehensive background and fingerprint check. Your fingerprints will be used to check the criminal history records of the FBI and may be subscribed in the FBI's Record of Arrest and Prosecution Background ("RAP Back") service, which provides ongoing notification to the Company of any updates to your criminal history.

NMLS certification requirement: where applicable, a favorable background check screening, credit check, fingerprint check, and NMLS certification is required in accordance with the SAFE Act.

Comerica Incorporated (NYSE: CMA) is a financial services company headquartered in Dallas, Texas, and strategically aligned into three major business segments; the Commercial Bank, the Retail Bank, and Wealth Management. Comerica's colleagues focus on relationships, and helping people and businesses be successful. In addition to Texas, Comerica Bank locations can be found in Arizona, California, Florida and Michigan, with select businesses operating in several other states, as well as in Canada and Mexico.

Comerica is proud to be an Equal Opportunity Employer-disability/veteran