Leads and Builds Customer Relationships:

• Builds personal relationships with customers by being attentive to their personal lives and interests and by relating to their personalities, preferences, emotions and financial dreams
• Takes a conversational approach in balancing personal rapport building and qualitative and quantitative data gathering to identify customer financial priorities and objectives
• Guides customer interactions by setting meeting agendas and leading the conversation to remain focused on maximizing time with customer to match products and services with customer needs
• Demonstrates knowledge, confidence and enthusiasm for First Horizon products, services and specialists in all interactions with existing and prospective customers
• Proactively cross-sells customer relationships through telephone contacts, customer referrals, networking, building relationships in the community and in reactive sales situations.
• Obtains the customer’s preferred contact information (i.e., home or work numbers, email address) for efficient follow-up questions as needed
• Accepts ultimate responsibility for the quality of the deal and customer relationship

Trusted Advisor/Personal Impact:

• Proactively and systematically educates customers about financial strategies and First Horizon products and services (e.g., Financial Planning, Deposits, Investments, Insurance, Credit, Small Business) based on customer needs
• Communicates in an honest and straightforward manner with the customer
• Builds customer awareness of personal experience, certifications and licensing, First Horizon support team and focus on delivering customer value
• Attentively listens to customer questions and concerns to identify level of financial knowledge and customer priorities
• Draws from experience, completed financial plans and specialist support to appeal to the customer’s life stage, financial knowledge level and priorities for effective customer communication
• Delivers on customer commitments
• Respects the confidentiality of the customer relationship

Financial Analysis, Planning & Judgement:

• Analyzes customer’s financial information and credit worthiness and reviews financial plan recommendations to identify customer needs and opportunities for creating customer value
• Identifies relationship success factors while creating picture of customer, their financial relationships and needs
• Engages customers in problem-solving and creating their own profile and financial plan
• Partners with Financial Planning teammates to efficiently deliver a high quality financial plan to the customer

Customer Value Delivery:

• Manages own sales activities by setting goals, identifying targets, checking progress and maintaining efforts to sell, upsell, and cross-sell to the customer’s needs
• Demonstrates effective presentation skills in discussing financial plan recommendations and matching First Horizon products and services to customer needs
• Takes a positive and tactful, honest approach to discuss the customer’s financial gaps and goals outlined in the financial plan in terms of opportunities that can be supported by First Horizon products and services
• Continuously seeks customer understanding, agreement and commitment (verbal and non-verbal) regarding the product and service recommendations and redirects approach as needed to close the sale
• Demonstrates knowledge of First Horizon products and services and customer needs by coordinating the appropriate First Horizon specialists to build customer value with cross-selling efforts
• Builds confidence in the customer regarding the expertise of First Horizon specialists, the value of product and service recommendations and the ability of First Horizon to help him/her achieve financial goals
• Works to seek additional market, customer and First Horizon knowledge that supports delivering added customer value

Banking Center Portfolio Optimization:

• Demonstrates knowledge of the profitability of First Horizon products through consultative sales actions and results
• Demonstrates understanding of the loyalty and profitability link by actively working to build customer value and retain profitable customer relationships
• Uses creative problem solving in customizing products, features and combinations to deliver personalized service without sacrificing profitability
• Reviews customer accounts, portfolio reports and market information to identify sales opportunities and drive revenue

Team Player/Business Partner:

• Shares and seeks information from internal business partners to leverage First Horizon specialists in servicing and cross-selling based on customer needs
• Develops cooperative relationships with Banking Center teammates and other First Horizon team members to keep current on internal trends, policies, procedures, goals and efforts and delivery customer value
• Actively listens to First Horizon team members’ concerns about customer issues
• Seeks out coaches and mentors to use as a resource in helping serve and sell to customer needs
• Serves as a coach to others by sharing lessons learned and best practices to help teammates and specialists serve and sell to customer needs

Qualifications Include

• Bachelor’s degree and two or more years high performing sales experience demonstrated though sales awards, incentives and recognition or an equivalent combination of education and experience.

• Experience in a financial services environment is a plus.

• Proven leadership ability, supervising two or more subordinate employees. 

• Willingness to acquire Wealth Management licenses is strongly encouraged and may be required as indicated by market conditions and competitive environment.

• Note: As part of the employment process for this position, you will have to meet the requirements of a background credit check. This position requires compliance with the S.A.F.E Mortgage Licensing Act of 2008 and all related regulations. Ongoing employment is contingent upon meeting all such requirements.