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Associate VP of Sales 

EOE Statement We are an equal employment opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, national origin, disability status, protected veteran status or any other characteristic protected by law.  
Category Sales and Marketing  

The Associate Vice President of Sales has four primary areas of focus:

  1. Pre sales support which includes cold calling, emailing and demos, focused on driving meetings for themselves and in some cases on behalf of the Regional Vice President (RVP).  This includes doing research to pre-qualify the prospects and ensure the RVP is exceptionally well informed in advance of a prospect meeting.
  2. Leads the sales efforts in secondary markets as determined by the RVP.  This aspect of the role includes the steps identified in item 1 but also completing the sales process with the prospect.  This includes face to face meetings, demos, IRT preparation, commitments/contracts and following through with conversions.
  3. Post-sales support.  This aspect of the role includes helping drive asset conversions, removing of road blocks both internal and external, training, marketing assistance and fostering the new client not only to achieve exemplary conversion results but also to position for future growth with the new client.
  4. Performs demos for their assigned region plus 2 to 4 additional regions.  Demos include researching prospects, modifying Liberty to the brand of the prospect and tuning the demo delivery to the specific needs of the prospective client.

And also:

  • Generates leads through emails, calls and written correspondence
  • Contacts financial industry prospects and sells them on the benefits of converting some of their assets to Trust Company of America accounts
  • Coordinates and leads demonstrations of proprietary software
  • Uses to record all prospect activity
  • Manages the end-to-end sales process inclusive of post sales activities
  • Negotiates mutually beneficial outcomes
  • Manages client relationships by troubleshooting and resolving issues
  • Keeps abreast of the financial industry and the competitive landscape
  • May represent company at trade shows and conferences
  • Tracks expenses and sales
  • Other duties as may be assigned by the RVP & SVP

Minimum Requirements:

Must know the latest trends in the financial industry and be aware of the competitive landscape.  Must have knowledge of different sales strategies and is familiar with A Bachelor’s Degree is preferred with 2-5 years of sales or customer support experience preferably in the financial services field.

Must be able to demonstrate the sales skills of asking probing questions, understanding client goals and objectives, business issues and problems. Needs to be able to understand the desired solution and design a solution that meets client requirements and delivers high value that is acknowledged by client. Must be skillful at overcoming objections and influencing others. Must be able to write clear, concise communications that demonstrate consultative selling skills.

Trust Company is an entrepreneurial style environment, challenging the status quo and the large competitors in the space.  The ideal candidate would embody this spirit both within the office environment and outside with clients and prospects. Must have been trained in consultative sales processes such as “Value Selling” and be a disciplined user of such processes.  Must also have active listening skills, project a credible and professional demeanor, and be able to skillfully negotiate in complex situations. These complex situations include trading, technology interfaces and varying personalities within a prospective RIA.  The candidate is able to inspire clients with the “vision” of a solution that will resolve business issues.   Must be able process rejection at time where the prospect is not the proper fit to work with Trust Company. Must represent the company in a professional way including dress and conduct.

Position Requirements

At Trust Company of America, we develop software and provide service to Registered Investment Advisors, giving them everything they need to reach their full potential. We are a challenger, going up against the big guys with a faster, simpler way to succeed. Innovation and technology are a key part of our game plan. We stand up for the RIA, fighting for them, because when they win, we win.

But here's the thing: We want to do exactly the same thing for each and every one of our team members. Because when you're happy, successful and thriving, so is TCA.

We are committed to creating a collaborative culture, where doors are always open and ideas always shared. We're here to give you:

  • Support from colleagues and leadership teams

  • Open lines of communication

  • Insight and education

  • Opportunities to achieve and advance

Our team members receive a comprehensive package of benefits. Some of the highlights include:

  • Paid vacation

  • Nine paid holidays and six PTO days annually

  • Comprehensive medical and dental insurance plans

  • On-site fitness center, nutrition counseling, personal training and quarterly massage options

  • Concierge service

  • A fun, hard-working atmosphere! (Softball & bowling teams, Company sponsored happy hours etc.)

  • Casual dress

  • Company-paid life insurance

  • Company-paid long-term and short-term disability insurance

  • 401(k) plan with 25% match

  • Section 125 plan

  • Education assistance programs
Full-Time/Part-Time Full-Time  
Position Associate VP of Sales  
Exempt/Non-Exempt Exempt  
Location Trust Company of America  
About the Organization Since 1972, Trust Company of America (TCA) has been a champion of Registered Investment Advisors, dedicated to helping them realize their full potential. TCA is the only independent RIA custodian offering fully integrated real-time technology, consultative services and back office support built exclusively for RIAs.

Here at TCA, we firmly believe that your clients should be in charge - of their practice, their growth and their clients' financial futures. That's why we provide the technology and support needed to run their business their way.


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