**Job Summary** External sales role, covering the Northeast Territory, that include the following states: WV, PA, DC, MD, DE, NJ, NY, CT, RI, MA, VT, NH, ME. **Essential Duties and Responsibilities** + Manages the sale of personal trust accounts to clients of Raymond James affiliated Financial Advisors with branch locations within a specified geographic region. + Manages the sale of personal trust accounts to individuals who are not Raymond James affiliated Financial Advisors from any geographic region. + Performs public speaking at seminars designed to train and educate professional tax and legal advisors, current and prospective clients, and Financial Advisors. + Prepares sales illustrations, seminar outlines and other documentation used in the sales and marketing of trust services. + Builds and maintains working relationships through communication and personal meetings with the client the Financial Advisor and the client’s professional legal and tax advisors. + Supplies technical estate tax and estate planning information in response to Financial Advisor and client inquiries. + Reviews trusts, wills and other documents to determine whether the company can serve in a fiduciary capacity. + Plans and executes an efficient and extensive personal travel schedule generally exceeding 70% of this individual’s time. + Plans, assigns, monitors, reviews, evaluates and leads the work of assigned staff. + May perform human resource management activities, including coaching and mentoring subordinates, identifying performance problems and seeking guidance for remedial action and participating in interviewing and selecting staff. + May coach and mentor subordinates and identifies training needs and create development plans. + Establishes objectives and develops processes and procedures for subordinates to ensure efficient and timely work flow. + Performs other duties and responsibilities as assigned. **Knowledge, Skills, and Abilities** **Knowledge of** + IRS Gift and Estate Tax Code laws, Uniform Principal and Income Act (UPAIA), and general Trust Laws, rules and regulations. + Advanced concepts, practices and procedures of income tax planning and preparation process. + Advanced concepts, principles and practices of personal trust administration process. + Fundamental investment concepts, practices and procedures used in the securities industry. + Principles of banking and finance and securities industry operations. + Financial markets, products, financial advisory function and investment process. + Broad knowledge of Finance and Accounting. + Basic management and supervisory principles. **Skill in** + Excellent interpersonal and leadership skills to provide a high level of customer service. + Cultivating and maintaining effective working relationships at all levels of the organization. + Excellent public presentation skills. + Outstanding oral and written communication skills. + Demonstrate uncompromising adherence to ethical principles. + Operating standard office equipment and ability to learn software applications including computer based trust accounting systems and other common estate planning software programs. **Ability to** + Proven ability to sell trust services. + Function in a professional office environment. + Demonstrate efficiency and flexibility in performing detailed transactional tasks and assignments with frequently changing priorities and deadlines in a fast-paced work environment with frequent interruptions. + Provide efficient service to internal and external clients. + Perform human resource management activities. + Identify training needs and coach/ mentor more junior staff. + Partner with other functional areas to accomplish objectives. + Facilitate meetings, ensuring that all viewpoints, ideas and problems are addressed. + Attend to detail while maintaining a big picture orientation. + Gather information, identify linkages and trends and apply findings to assignments. + Incite enthusiasm and influence, motivate and persuade others to achieve desired outcomes. + Interpret and apply policies and identify and recommend changes as appropriate. + Work independently, make non-routine decisions and resolve complex problems. + Communicate effectively, both orally and in writing, with all organizational levels, including senior management. + Lead meetings and contribute to team efforts by ensuring all relevant information is included in the outcomes. + Establish and maintain effective working relationships at all levels of the organization, including negotiation resources. **Educational/Previous Experience Requirements** **Education/Previous Experience** + Bachelor’s Degree (B.A.) in business, finance or related discipline and a minimum of ten (10) years of experience with personal trust accounts in a sales or business development capacity with prior management/leadership responsibilities. + OR ~ + Any equivalent combination of experience, education, and/or training approved by Human Resources.