Institutional Retirement and Trust Territory Manager in San Francisco, California | DiversityInc Careers
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Institutional Retirement and Trust Territory Manager

Job Description

At Wells Fargo, we have one goal: to satisfy our customers’ financial needs and help them achieve their dreams. We’re looking for talented people who will put our customers at the center of everything we do. Join our diverse and inclusive team where you’ll feel valued and inspired to contribute your unique skills and experience. 


Help us build a better Wells Fargo. It all begins with outstanding talent. It all begins with you. 


Wealth and Investment Management (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.


Institutional Retirement and Trust is a Top 10 retirement plan provider serving 3.7 million participants in more than 5,100 retirement plans, and we continue to invest and grow in this area. Wells Fargo Institutional Retirement and Trust (IRT) develops workplace retirement plans for both employers and employees. As a leading retirement plan provider our mission is to help America’s diverse workforce prepare for a better retirement. We offer support, guidance and solutions to help make decisions regarding a plan easy and clear at all stages of the process. We strive to build lasting partnerships, and that only happens if we’re listening to our clients. We want to genuinely understand how our clients feel about doing business with us. Our team members always show up with a collective can-do attitude and our clients vote with their feet by staying loyal to IRT because working with us makes a difference – for them, and for their employees.


We are seeking a sales leader who possesses a demonstrated record of success in selling retirement plan services to small and mid-sized corporate clients through bankers, advisors and consultants, and has experience in developing strong individual sales performers, creating a cohesive team selling environment, building strategic plans for successful sales initiatives, and monitoring business review and acceptance activities of team members. 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 Territory Manager is to sell Institutional Retirement and Trust products through key retirement plan advisors and consultants, Wells Fargo bankers, and direct calling efforts, while also managing a team of three Sales Directors covering the $3 million to $250 million market segment. 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 collaborate with Wells Fargo Business Banking and Middle Market Banking Offices on relevant opportunities. They will also work with the internal sales team (client services, and marketing) to achieve sales success, while managing their direct reports to these same standards.    

 Key accountabilities include:

  • Managing a team of three sales directors covering a defined geographic region with a market segmentation of $3 million to $250 million
  • Ensuring effective implementation of business and sales strategies across their region
  • Creation of regional business development plans with key stakeholders
  • Planning and implementing the business sales strategy for Institutional Retirement and Trust Products
  • Building and sustaining a pipeline of new business prospects focusing on bundled 401(k) plan opportunities between $3MM and $50MM  
  • 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 

Work location is flexible but must be based within territory.

 Territory includes: Northern CA, NV, OR, AK, MT, WY, ID, CO, WA, UT, NE, KS







Required Qualifications

  • 2+ years of institutional retirement experience
  • 5+ years of sales experience

Desired Qualifications

  • 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
  • Excellent verbal, written, and interpersonal communication skills
  • Strong presentation skills

Other Desired Qualifications
  • Leadership skills and competencies
  • Experience creating and leading transformative projects
  • 3+ years direct experience effectively managing a territory through consultative sales and time management
  • 3+ years of progressive success in sales of retirement services, investments, trust services and/or mutual funds
  • Demonstrated working knowledge of qualified and non-qualified benefit plans, specifically an understanding of how they work and how decisions are made
  • Experience creating and leading transformative projects
  • Ability to make effective sales presentations that win client's business, based on your recommendations
  • Experience creating and leading transformative projects
  • 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.