RELATIONSHIP MANAGER SCORECARD
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- Alicia Fitzgerald
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1 Balentine Balentine LLC, is an independently owned Registered Investment Advisor with a history of over 25 years of experience providing unconflicted advice to wealthy individuals and their families, endowments and foundations. Based in Atlanta, Georgia, with an office in Raleigh, North Carolina, Balentine is an employee-owned firm serving the wealth management needs of a sophisticated group of clients. At present, Balentine is comprised of approximately 30 individuals collectively working on an asset base of over $2.3 BB with significant growth potential beyond its present foundation for clientele with liquid assets in excess of $5MM. The firm has been at the forefront of the move toward fee-based rather than transaction-based advisory services as well as a proponent of open architecture investment solutions across all asset classes on a fully discretionary basis. There is a deeply rooted belief that this approach is the only way to provide completely objective and unbiased investment advice. The firm s independence - combined with the fact that its partners and employees have substantial personal assets invested with the same managers and on the same terms as clients - provides stability and the proper alignment of interests. A holistic approach to each client s total balance sheet is taken so that investments may be tailored to achieve the appropriate risk-adjusted return. Since its original founding as Balentine & Co. in 1987, integrity, exceptional client service, and investment excellence have been hallmarks of the firm. These principles were carried forward when the firm became part of Wilmington Trust in 2002, and remain the foundation for the firm re-established in 2010 and once again independent Balentine LLC, which brings together a cohesive team of professionals with years of previous experience working together. The firm is actively seeking to grow its business and recruit like-minded professionals to assist in its expansion.
2 RELATIONSHIP MANAGER SCORECARD Balentine s Relationship Manager (RM) role consists of three critical components. Externally, Relationship Managers are expected to generate new revenue through dedicated marketing efforts, establishing community connections, and by garnering the trust, and ultimately, the business of prospective clients. Internally, RMs are tasked with providing holistic, wealth management care for the firm s clients. Doing so requires an in-depth understanding of each client s wealth philosophy, planning goals, and motivations. It is the responsibility of the RM to blend each client s unique situation into a comprehensive financial plan with customized investment solutions. Finally, Relationship Managers are leaders in the firm. It is essential for RMs to exhibit Balentine s core values in everything they do. Outcomes Balentine is an innovative and entrepreneurial organization which functions as a single team dedicated to outstanding client service and investment excellence. To adhere to our culture of excellence, we have defined the following outcomes necessary for this position. The team will set specific client retention and revenue goals internally based on the specific book of business. Client Management Define and document investment performance needs and capacity for risk for taxable and nontaxable accounts to ensure overall asset allocation is properly aligned with clients estate and tax planning strategies Meet with all clients on a regular basis to discuss topics such as progress to plan, current market conditions, asset allocation, account performance, tax updates, family governance issues, trust and estate strategies, and philanthropic goals Hold educational meetings with parties related to the client covering investment and wealth management topics Liaise with clients teams of external advisors (trust and estate attorney, accountant, insurance agent) to ensure delivery of integrated wealth management services
3 Lead the selection and implementation process for clients who choose to diversify to additional external advisors Serve as the ultimate point of escalation for resolution of all client-related issues and requests Financial Planning Communicate Balentine s approach to financial planning and how the firm develops and updates long-term plans Help clients articulate and define their financial goals, set a plan to achieve them, and review progress with clients regularly Review and advise on outside or legacy assets, communicating Balentine s consolidated reporting capabilities to clients Investment/Portfolio Management Implement and communicate to clients all investment decisions made by the Investment Strategy Team Build customized portfolios based on the client's particular situation focusing on risk tolerance, liquidity, and total balance sheet Participate in portfolio monitoring activities, such as reviewing exception reports, leading annual client reviews, and approving all implementation plans and trade requests Business Development Find and develop prospective client opportunities and assist other RMs with closing existing opportunities Team up with other business development personnel to convert identified leads into qualified opportunities, sharing best practices and insightful suggestions Develop and maintain relationships with outside professionals including attorneys, accountants, and other advisors Manage delivery of targeted firm messaging to clients, prospects, external advisors and friends of the firm Coordinate efforts with the Marketing and Investment teams to create customized presentations as supplement to the sales process (PRISM, RFP/RFIs)
4 Leadership Mentor less experienced members of the team on Balentine s approach to client service and how Balentine differentiates itself in the marketplace Initiate efforts to achieve revenue growth, cost reductions, and improved efficiencies Lead various committees to address both ad hoc and strategic issues as they arise Contribute to building the firm s external brand by engaging with the local communities and other peer and industry groups Work with current team to create redundancy plan for book of business Competencies While we acknowledge there can be multiple approaches to success, the below competencies outline some of the characteristics we expect an accomplished Relationship Manager to embody. Client-focused Predisposition to take care of clients, to put others first Ability to meet the needs of the client Emotional Intelligence & Interpersonal Skills Ability to read and connect with people and respond accordingly in varying situations Ability to recognize own and others emotions to create positive interactions Influencing / Persuading Ability to direct the outcome of a situation Ability to influence through effective communication Results-oriented Ability to be accountable for yourself and for the actions and results of your team Ability to demonstrate a strong work ethic resulting in goal achievement Creativity / Innovation Ability to dream and actualize new ideas to help the firm and our clients Ability to put aside accepted boundaries or concepts and approach problem solving in new ways Ethics and Integrity Unquestioned commitment to doing what is right Awareness and care of the effect your actions will have on others High Standards & Confidence
5 Ability to instill a sense of trust and aptitude through successful and authentic interactions Recognition that the RM represents the firm as well as the client and should embody the highest performance standards possible Excellence & Entrepreneurialism Ability to demonstrate examples of never settling for the status quo Ability to calmly and efficiently solve problems with resourcefulness, innovative solutions, and limited direction Ability to demonstrate entrepreneurial zeal with a strong business sense Self-Regulated Ability to stay focused and service an entire book of business with little supervision Ability to self-manage, prioritize, and work hard both individually and collaboratively Compensation A competitive compensation package will be offered including an attractive base salary, an incentive compensation plan, and benefits. If interested, please send a cover letter and resume to CEasterlin@Balentine.com.
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