Head of Sales, Mass Affluent
Temple Terrace , Florida
December 12, 2017
Morgan Stanley is a leading global financial services firm providing a wide range of investment banking, securities, investment management and wealth management services. The Firm's employees serve clients worldwide including corporations, governments and individuals from more than 1,200 offices in 43 countries. As a market leader, the talent and passion of our people is critical to our success. Together, we share a common set of values rooted in integrity, excellence and strong team ethic. Morgan Stanley can provide a superior foundation for building a professional career - a place for people to learn, to achieve and grow. A philosophy that balances personal lifestyles, perspectives and needs is an important part of our culture. Department Overview The Client Advisory Center (CAC) within Morgan Stanley provides wealth management services to clients through 2 call centers, located in Tampa, FL and South Jordan, UT. CAC employees span a number of different roles including Financial Advisors, Client Service & Operations Associates. Position Summary The 'Head of Mass Affluent Sales' directly manages the multiple branches within the CAC. The primary focus of this role is to drive revenue, increase profitability, and manage risk within the business, across all site locations. Job functions also include maintaining a superior and consistent level of client service, developing cohesive teams, providing consistent leadership, and assuming accountability for the results of the entire complex. In addition, this role is responsible for fiscal management, personnel management and morale, business ethics and practices, and compliance with all Federal, State, and Local laws and regulations. This manager will be non-producing.

Role Responsibilities Product/Business Knowledge
•Has a thorough understanding of the Firm's products and those of its strategic partners; uses this knowledge to provide resources and direction in order to help drive sales.
•Possesses a strong understanding of the firm's resources; able to direct the sales force to the right resources in an efficient manner as to make the sales process more efficient.
•Effectively applies product/business knowledge to recruiting efforts; able to "translate" competitor offerings into Morgan Stanley Wealth Management products, and understand and explain how a recruit will be able to continue to help meet their clients' needs. Sales/Marketing.
•Seeks opportunities to grow business and drive sales by capitalizing on firm initiatives including Digital offerings; focuses on building strong relationships with corporate departments and strategic partners to achieve the marketing efforts of the branch.
•Drives corporate marketing initiatives to help increase market share with existing client base. Team Building.
•Builds an effective team across the complex by constantly communicating relevant information on a timely basis and conducting regular meetings.
•Leads and participates in Complex and Region initiatives, including sales, hiring, recruitment, diversity, and community outreach.
•Responsible for growing their complex through hiring, lateral recruiting and training. Leadership.
•Leads by example by maintaining a positive morale, a track record of personal growth or reputation for growth, has ethical business practices, and demonstrates a commitment to diversity and respect for others.
•Leads Complex's efforts of Sales and results.
•Participate in development of business strategy and complex policies. •Identifies and drives change across the business, in support of broader Wealth Management and/or Digital strategies.
•Identifies key talent in the complex, positions and develops that talent, and encourages those individuals to participate in the leadership of the complex. •Leverages the resources of the Firm to achieve the highest level of success. •Acts as a coach and mentor for all staff in order to help drive results accountability.
•Responsible for the complex's sales performance and financial performance. •Responsible for regulatory, legal and compliance issues including: Risk management for their Branch and complex in regards to monitoring sales, human resources, and legal and regulatory practices.
•Responsible for establishing a core compliance model in offices under supervision.
•Responsible for following supervisory procedures as outlined in the Branch Manager's Supervisory Manual.
•Responsible for delegating supervisory review/duties to the Complex Risk Officer.
•Responsible for the creation of an Annual Supervisory Plan.
•Responsible for effectively communicating the status of performance and issues to the Head of the Client Advisory Center.

Position Requirements
•10 or more years of related experience and/or training including demonstrated success managing a complex or a large branch office, or equivalent.
•Licenses & Registrations: Active Series 7, 8 (or 9 and 10), 66 (or 63 and 65) and 3 registrations (Series 31 acceptable if branch conducts managed futures business only). Other licenses as required for role or by management.
•Effective written and verbal communication skills.
•Ability to think critically.
•Ability to manage a team.
•Strong attention to detail.
•Ability to interact with senior management team, Financial Advisors, support. staff, clients and corporate and field personnel as needed.
•Ability to own projects at a Complex level.
•Ability to organize and prioritize work, meet deadlines and complete projects.

A little about us:
Since its founding in 1935, Morgan Stanley and its people have helped redefine the meaning of financial services.

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