Relationship Developer

at  John G Ullman Associates

This is an essential position in our company, and will play a significant role in the company’s strategic plans to
grow and expand the business.
This position is designed to be flexible with regards to your work location. We have an on-site work station
available for the days you need to be in the office. There also may be days where you have the option to work
remotely from your home office. You will work in collaboration with the Executive Vice President/Chief Operating
Officer to determine where you should work on any given day.
The Relationship Developer will focus on generating leads using a relationship-based approach that will involve
developing strategies to identify, attract, and acquire groups and/or individual prospective clients; developing
meaningful relationships with referral sources and prospective clients; marketing the firm’s competitive position
as a leader in the industry, the value proposition provided by our services and capabilities, and the strong
commitment to our Ethics and Values.
The firm will provide prospect lists that the Relationship Developer will be responsible for contacting to develop
meaningful relationships with prospective clients. In addition to referrals from the firm, the Relationship
Developer will be responsible for establishing their own networks and developing meaningful relationships with
referral sources and prospective clients.
Working in partnership with the Executive Vice President/Chief Operating Officer and the Financial Advisors, the
Relationship Developer will develop relationship management initiatives to convert prospective clients into new
business for the firm.

JOB DESCRIPTION:

To view the full job description go to https://jgua.com/relationshipdeveloper

ABOUT US:

John G. Ullman & Associates is a wealth management firm committed to bringing human connection, attention to
detail and trust to every aspect of financial planning. For over 40 years, we have helped clients plan for a lifetime
of financial security, creating highly customized financial plans to manage, grow, and protect our client’s wealth.
Our team has grown to include a diverse group of expert financial planners, tax professionals, investment
researchers, legal professionals and support staff in three separate New York State Locations; including our
headquarters located in Big Flats, NY; and branch offices located in Corning, NY, Rhinebeck, NY and Charlotte, NC.

The Relationship Developer will:
Relationship Development and Marketing Programs
Develop strategies and action plans to implement specific marketing and relationship development plans
customized for each prospective client to enhance the firm’s ability to convert relationship initiatives
into new business.
Develop plans to utilize and leverage the Firm’s marketing and communication materials, to create
awareness and emphasize the Firm’s competitive position as a leader in the industry, the value
proposition provided by our services and capabilities, and the strong commitment to our Ethics and
Values.
Develop and implement marketing and relationship development programs and the relationship
development techniques that will effectively support the overall new business development goals for a
Client Service Team and/or the Firm.
Market Development
Establish, develop and maintain business relationships with current and prospective business partners
and prospective clients to generate new business for a Client Service Team and/or the Firm.
Promote the Firm’s brand to individual business partners, and prospective clients.
Build and foster a network of referrals to create new opportunities for relationship development and
revenue growth.
Identify opportunities to conduct information-only presentations, such as seminars, conference
presentations, and other efforts designed to create awareness about the Firm’s competitive position as a
leader in the industry, the value proposition provided by our services and capabilities, and the strong
commitment to our Ethics and Values.
Perform professional presentations to prospective business partners and/or individual business partners,
to create awareness about the Firm’s competitive position as a leader in the Industry, the value
proposition provided by our services and capabilities, and the strong commitment to our Ethics and
Values.
Relationship Development Activities
Develop relationship development strategies that create opportunities to attract and acquire groups of
prospective clients and/or individual prospective clients.
o The firm will provide prospect lists that the Relationship Developer will be responsible for
contacting to develop meaningful relationships with prospective clients.
o The firm will refer prospects that respond to marketing initiatives. The Relationship Developer
will be responsible for following up in a timely manner to provide additional information and to
develop meaningful relationships with prospective clients.
o In addition to referrals from the firm, the Relationship Developer will be responsible for
establishing their own networks and developing meaningful relationships with referral sources
and prospective clients.
Develop presentations supported by the Firm’s marketing and communication materials, which are
custom-designed to meet the specific needs and expectations of prospective client groups or individual
prospective clients.
Make telephone calls and make in-person visits to conduct presentations to prospective clients to
generate leads.
Coordinate relationship development activities and assignments with the Executive Vice President/Chief
Operating Officer and the Firm’s Financial Advisors; share prospect leads that are positioned to be
converted into new business; provide detailed information including prospect biography/profile,
background about the relationship, the referral source, the relationship management strategy, action
steps taken, and the recommended acquisition strategy.
Monitoring and Reporting
Utilize the Firm’s technical resources and systems to enter, track and monitor all relationship
development activities and prospective client interactions.
Maintain accurate records, including prospect call reports, expense reimbursement forms, billing
invoices, and other documentation; monitor the systems to ensure Financial Advisors are following up by
entering Relationship Development and Marketing Activities into the system.
Monitor market channeling and referral networking activities to determine how effective the Firm is
generating prospect leads.
Monitor and track the status of the acquisition strategies being implemented in collaboration with the
Financial Advisors.
Monitor and track the conversion rates from prospect leads to client acquisitions; identify issues and/or
opportunities to enhance our processes to increase the conversion rates to meet the Firm’s new
business development, client acquisition, and revenue growth objectives.
Make a front-line assessment of marketing conditions and advise the Executive Vice President/Chief
Operating Officer; as well as the Marketing team of the findings.
Build and maintain ongoing awareness of new products and services, competitor activities, and other
research conducted.
Keep the Executive Vice President/Chief Operating Officer informed by submitting activity and results
reports, such as daily call reports, weekly work plans, and monthly and annual market segment/channel
analyses.
Monitor competition by gathering marketplace information on pricing and fee structures, products and
services offered, customer service techniques, etc.
Recommends changes in products, services, and policy by evaluating results and competitive
developments.
Professional Training and Development
Keeps abreast of products and services being offered throughout the industry, market conditions,
competitive activities, advertising and promotional trends through reading of pertinent literature and
consulting with marketing and technical service areas.
Participated in trade shows and conventions.
Maintains professional and technical knowledge by attending educational workshops, reviewing
professional publications, establishing personal networks, and participating in professional associations
and societies.
Qualifications:
Successful candidates must have a Bachelor’s Degree, a graduate or advanced degree would be
preferred; with 5-10 years of applicable experience in field sales; preferably in the financial services or a
comparable industry. We are open to considering candidates that have a lower level of education if
they have the equivalent in training and experience.
5-10 years of applicable experience in field sales; preferably in the financial services or a comparable
industry.
We are open to considering a mid-career or second career candidate who may have previously served as
a consultant who is interested in re-entering the private sector. We also will consider candidates who
want to make a career change and are interested in transitioning into the financial services industry,
and /or candidates who are interested in re-entering the workforce for a second career.
Candidates must be self-driven, with a high level of intensity, and be motivated to drive business
activities to meet performance metrics and have a successful track-record of meeting and/or exceeding
their new business development goals and objectives on a consistent basis.
Must have the ability to leverage current relationships and networks, as well as establishing and
managing new relationships and networks with high net worth individuals that can be converted into
new business opportunities.
Candidates must be highly organized, have strong time management skills, and pay close attention to
details.
Must have strong interpersonal skills, and have demonstrated the ability to effectively interact with a
wide-range of people.
Must have experience working with desktop applications (Word, Excel, and PowerPoint); the Outlook
application, including scheduling; informational and database systems; and the ability to work with a
CRM system.