Job Description

Let's talk about a rewarding career

It starts with you. Our goal is to attract, develop, retain and motivate the most talented people - those who care and who work together as partners across business units and functions. We value and promote diversity and inclusion in every aspect of our business and at every level of our organization.

Wells Fargo & Company (NYSE: WFC) is a nationwide, diversified financial services company with $1.7 trillion in assets. Founded in 1852, Wells Fargo provides banking, insurance, investments, mortgage, and consumer and commercial finance through more than 9,000 locations, more than 12,500 ATMs, online (, and mobile devices. Wells Fargo has more than 265,000 team members in 36 countries across our approximately 90 businesses. Wells Fargo & Company was ranked No. 30 on Fortune’s 2015 rankings of America’s largest corporations. Wells Fargo’s vision is to satisfy our customers’ financial needs and help them succeed financially. Wells Fargo perspectives are also available at Wells Fargo Blogs and Wells Fargo Stories .

Wealth and Investment Management (WIM) is one of the company’s four main divisions. WIM businesses build enduring client relationships through sound, thoughtful and objective advice. We help our clients by developing individualized plans for everything from retirement goals to business succession planning, to family legacy intentions. Services include comprehensive planning and advice, investment management, brokerage, private banking, estate planning strategies, trust, insurance and both individual and institutional retirement.

Retirement is a part of WIM and top retirement provider to institutional customers across the U.S. Wells Fargo ranks second in annuity distribution, sixth in IRA assets and eighth in retirement recordkeeping. The company also administers custody assets, provides investments and executive benefits to institutional clients and delivers reinsurance services to global insurance companies.

We are seeking a sales professional who possesses a demonstrated record of success in selling retirement plan services and other institutional financial products to mid-sized corporate clients through bankers and intermediaries. This person will have previous experience in investment sales and/or retirement services sales, possess outstanding communication and negotiation skills, and be highly self-motivated. The role of an Institutional & Retirement Trust Sales Representative is to sell Institutional Retirement and Trust products through key retirement plan intermediaries, Wells Fargo bankers, and direct calling efforts. They will implement a disciplined sales process that will promote focused activity and yield solid results. This individual will build strong working relationships with industry consultants, Wells Fargo Advisors, regional and independent broker dealers, as well as advisors operating in a fee only or RIA model. In addition, they will actively partner with Wells Fargo Business Banking and Regional Commercial Banking Offices on relevant opportunities. They will also work with the internal sales team (client services, and marketing) to achieve sales success.

Key accountabilities include:

  • Planning and implementing the business sales strategy for Institutional Retirement and Trust Products
  • Building and sustaining a pipeline of new business prospects focusing on 401K plans and Trust & Custody opportunities between $3MM and $100MM
  • Maintaining the Sales Relationship Management System (Microsoft Dynamics) through a disciplined sales process to support sales activity
  • Building and managing effective working relationships with key partners, both internal and external
  • Maintaining current knowledge of industry and regulatory events and issues relevant to retirement plans and assigned industry groups
  • Leveraging in-depth investment knowledge

Territory includes: Pennsylvania, upstate New York and Massachusetts. Preferred locations include Philadelphia and Conshohocken, PA. Other locations may be considered within region.


Required Qualifications

  • 2+ years of financial industry experience
  • 3+ years of financial services sales experience

Desired Qualifications

  • Excellent verbal, written, and interpersonal communication skills
  • Strong presentation skills
  • Experience meeting or exceeding sales goals with respect to products and/or services
  • Ability to consult, build, and maintain solid working relationships in and outside of immediate department
  • Ability to make effective sales presentations that win client's business, based on your recommendations

Other Desired Qualifications
  • 3+ years of progressive success in sales of retirement services, investments, trust services and/or mutual funds
  • 3+ years direct experience effectively managing a territory through consultative sales and time management
  • Demonstrated working knowledge of qualified and non-qualified benefit plans, specifically an understanding of how they work and how decisions are made
  • Understanding of Commercial Bank structures
Job Expectations

  • Ability to travel up to 75% of the time


    All offers for employment with Wells Fargo are contingent upon the candidate having successfully completed a criminal background check. Wells Fargo will consider qualified candidates with criminal histories in a manner consistent with the requirements of applicable local, state and Federal law, including Section 19 of the Federal Deposit Insurance Act.

    Relevant military experience is considered for veterans and transitioning service men and women.

    Wells Fargo is an Affirmative Action and Equal Opportunity Employer, Minority/Female/Disabled/Veteran/Gender Identity/Sexual Orientation.

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