Western & Southern Financial Group

Regional Sales Specialist

Business Development & Sales
Full Time


Summary of Responsibilities:

Partners with Regional Vice President (a.k.a., External Wholesaler) to strategically manage territory. Places calls and provides information about portfolio composition, relative to performance and product design. Develops and maintains relationships with registered representatives to promote the sale of Touchstone funds and retention of Touchstone assets. Responsible for discussing Touchstone's broad array of funds across all disciplines (i.e., fund objectives, portfolio structures, investment management process and strategy, and fund benchmarks) and building a thorough understanding of key broker-dealers, including products, platforms, structure, specific firm strategy and major initiative. Works with minimal supervision and is responsible for independently making a broad range of decisions, escalating to manager when appropriate and updating manager on a regular basis.


Position Responsibilities:

  • Proactively initiates calls to registered representatives to market and promote Touchstone funds. Helps determine which products best meet the customers’ needs and financial circumstances. Advises the representative on the advantages and disadvantages of different funds.

  • Qualifies prospective representatives/producers and maintains existing relationships in order to increase sales in the territory by asking open-ended questions regarding their client base/book of business, current product offerings and sharing our value proposition.

  • Provides follow-up support from external wholesalers’ meetings, and attempts to close the sale by reviewing what was discussed, providing additional information, communicating our value proposition, advising on the advantages and disadvantages of different funds. Sends marketing literature when necessary.

  • Works closely with external wholesalers to develop marketing strategy, organize scheduling and prospecting activities to manage assigned territory. Researches potential clients and collaborates on opportunities/leads with external wholesaler. Prepares weekly action plan and reviews it daily to determine each day's call plan.

  • Maintains contact management database of detailed notes and “intelligence” on registered representatives’ contacts and reception to sales contacts.

  • Develops advanced mutual fund product and procedure knowledge to position products in a compelling manner, as well as answer in-depth questions and provide product knowledge from/to registered representatives. Builds an in-depth knowledge of financial markets, firm champions and competitive landscape. Acts as a specialist/subject matter expert in at least one fund family to support peer associates.

  • Coordinates value-add programs for clients, including referrals and speakers. Notifies clients of updated fund information, performance and changes. Actively participates in quarterly conference calls with subadvisors.

  • Ensures compliance with internal and external rules, policies and procedures as well as regulatory requirements.

  • Performs other duties as assigned by management.


Selection Criteria:

  • Proven ability to grasp new products, concepts and procedures. Must have either extensive knowledge of Touchstone Funds or experience with the sales of other financial products.

  • Demonstrated negotiation skills with both internal and external customers.

  • Proven ability to cite examples of self-motivation and experience working under limited supervision.

  • Demonstrated strong attention to detail with excellent organizational skills. Cites examples of organization and time management methods used to manage or prioritize workload demands.

  • Proven excellent verbal and written communication skills with ability to convey information to internal and external customers in a clear, focused and concise manner while following proper rules of punctuation, diction and style. Proven ability to prepare correspondence, reports and forms using a prescribed format. Experience must include strong telephone communication and etiquette skills.

Work Setting:

  • This position works in an office setting and remains in a stationary position for long periods of time while working at a desk, on a computer or with other standard office equipment, or while in meetings. Position requires substantial movement of wrists, hands and fingers for continuous computer work.

Educational Requirements:

  • Bachelor’s degree or commensurate selection criteria experience.

Computer Skills and Knowledge of Hardware & Software Required:

  • Working knowledge of word processing and spreadsheet applications.

  • Working knowledge of internet and email.

  • Previous knowledge working with a sales database a plus.

Certifications & Licenses (i.e., Series 6 & 63, CPA, etc.):

  • Must successfully pass the FINRA SIE, Series 7 & 66 licensing exams in home state within two attempts, not to exceed 180 days from date of hire.

Position Demands:

  • Extended hours required during peak workloads or special projects.

  • Territory demands may require evening hours when necessary.

  • Infrequent travel.


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