Vice President

Director - Wealth Management Sales

Salary: $175,500 - $255,000 annually

At Midland States Bank, the base salary is one element of our Total Rewards program. The precise compensation is influenced by factors such as education, skills, internal equity, and experience. This role offers additional compensation through short-term incentives (i.e., bonuses and/or commissions) and may include long-term incentives (i.e., stock awards). Benefits for this position encompass comprehensive healthcare, well-being benefits, paid family leave, and generous paid time off. Total Rewards also feature banking perks, an Employee Stock Purchase Plan, a 401K plan with company match, and may include the opportunity to participate in our Non-Qualified Deferred Compensation plan. Incentives and benefits are subject to eligibility requirements.

Position Overview

The Director - Wealth Management Sales is accountable for steering all sales, service experience, and human capital dimensions of the wealth management division. This leadership role guarantees the growth and development of the Wealth, Financial Planning, and Financial Advisory segments of the business line. Reporting to the EVP – Wealth Management, this position collaborates with business line leaders to formulate and implement effective wealth management strategies aimed at acquiring, deepening, and retaining wealth clients. This includes strategies for identifying consumer and business investor needs, efficiently onboarding new clients, and developing strategies in Salesforce for effective follow-up and cross-selling. This role will lead and coordinate with various leaders of the division to foster consistent client engagement and sales behaviors across all positions within the Wealth division, including Financial Advisors, Wealth Advisors, and Retirement Planning Services.

Key Responsibilities

Team Leadership

• Oversees a team of professionals in a customer-focused culture to thrive in a dynamic environment.
• Conducts coaching and feedback sessions as necessary, aligning with development plans and succession management, while managing the annual performance review process for direct and indirect reports.
• Identifies high-potential employees for advanced training and development opportunities.
• Effectively addresses underperformance.

Business Growth

• Recruits, leads, and develops Financial Advisors, Wealth Advisors, Client Service Associates, and Retirement Planning Services talent to engage in business development, retention, and deepening, while also referring clients and prospects to Midland Trust Company and other areas of Midland States Bank.
• Designs, implements, and expands a Branch-based and Virtual/Remote Advisory business model and team. Establishes plans to scale and grow a remote advisor (Centers of Excellence) approach to extend our reach beyond the current geographic footprint.
• Collaborates with Wealth Executives to design, implement, and enhance the usage of self-directed and hybrid investing technology and solutions.
• Drives the sales growth process by monitoring and establishing sales goals to achieve growth, revenue, and profitability targets for wealth management.
• Actively engages in prospecting and developing high-value prospects and clients of the Bank to market trust and investment management services, while working with centers of influence to cultivate similar types of business.
• Demonstrates a proven track record of accelerating organic growth in fee-based AUA.

Strategic Initiatives and Client Relationship Management

• Partners with Senior Leadership to design and implement business processes that enhance client experience, practice management, overall service, and profitability while minimizing business risks to support organizational growth.
• Collaborates on Salesforce design for wealth and API integration to platforms.
• Promotes a unified approach to increase referral activities.
• Enhances the use of digital tools, co-browsing, and account aggregation to ensure staff and client engagement.
• Works with support and operations on process improvement and operational integrity.
• Establishes and manages a "planning as central" mindset and disciplined rituals to grow and deepen client relationships. Planning penetration with both new and existing tiered clients across all sales leadership areas.
• Leads cultural and process changes in bank and advisor book acquisition strategies.
• Plans client events and virtual forums to engage clients and prospects.
• Utilizes Advisor support tools and Investment Asset Management expertise to provide the most suitable solutions for clients.
• Models effective recruiting, selling, and client engagement strategies while also meeting and serving top clients.
• Represents the advisor group to enhance the Bank's image in community organizations and activities.
• Participates in strategy, business review, and financial forecasting practices as necessary.
• Upholds all ethics and sales incentive program parameters while monitoring risk.
• As a working manager, provides joint calling assistance, referrals, and support to the team.
• Meets and exceeds all team goals related to revenue, pipeline targets, calling, and referrals.

Additional Information

• This role necessitates regular travel for training and team meetings, along with a willingness to travel periodically as needed.
• Requires work in a Midland office to ensure collaboration and support of internal and external customers.
• Maintains compliance with all applicable regulations, including, but not limited to, the Bank Secrecy Act (BSA).
• Other duties as assigned.

Position Qualifications

Education/Experience:

• Bachelor's Degree in Business, Finance, or a related field, or equivalent experience.
• Advanced degree (J.D. or MBA) preferred.
• 10 or more years of previous experience in financial services, sales/relationship development management, advanced designations, and/or preparatory work or guidance may sometimes be assessed in lieu of experience.
• Preferred licensing and experience with Insurance, 6/63, SIE, 7, and supervision.
• Preferred Certified Financial Planner (CFP) or additional professional certifications.
• Minimum of 10 years of experience leading teams with demonstrated success in coaching and motivating team members.
• Coaching experience leading team-based affluent and emerging affluent advisors, and associates/assistants.
• Sales-oriented, friendly, and persuasive personality.
• Professionalism, ethics, and courtesy in dealings with customers and bank employees.
• Effective communicator and engagement catalyst.
• Self-starter, energetic, assertive, curious, innovative, and growth-focused.
• Deep knowledge of investment products.
• Excellent oral, written, and interpersonal communication skills with the ability to instruct others, interpret documents, and write reports and correspondence.
• Excellent organizational and time management skills.
• Ability to navigate complex problems involving multiple facets and variables in non-standardized situations.

Competencies:

• Business insight
• Cultivates innovation
• Drives results
• Makes sound decisions
• Being a brand champion
• Collaborates
• Communicates effectively
• Customer focus
• Being Authentic
• Emotional Intelligence
• Self-development
• Being flexible and adaptable

At Midland States Bank, we believe that when we can bring our whole selves to work each day, we become happier, more comfortable, more confident, and more excited to do great things for our customers, each other, and our company. We're proud to be an Equal Opportunity and Affirmative Action employer. At Midland, we recruit, employ, train, compensate, and promote without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. If you are looking for a place to grow, we encourage you to apply at Midland States Bank, because you belong here.

This job description does not constitute a contract for employment.