Vice President Cash Management Specialist

at  Morgan Stanley

Vice President Cash Management Specialist
Job Number:

3258373
POSTING DATE: Aug 29, 2024
PRIMARY LOCATION: Americas-United States of America-New York-New York
EDUCATION LEVEL: Bachelor’s Degree
JOB: Wealth Management
EMPLOYMENT TYPE: Full Time
JOB LEVEL: Vice President

DESCRIPTION

Morgan Stanley is a global financial services leader with three core businesses - Institutional Securities, Asset Management, and Wealth Management. Wealth Management is offered by Morgan Stanley Smith Barney (MSSB), which has one of the world’s largest network of Financial Advisors. Morgan Stanley is pleased to announce that we are expanding our suite of world-class banking and lending products exclusively for MSSB Financial Advisors and their clients. In addition to our comprehensive financial services, which include brokerage, investment advisor, financial and wealth planning, annuities, insurance and retirement, Morgan Stanley will develop and enhance their lending and cash management capabilities. We believe that now is the perfect time to build and support a new venture along with our Global Wealth Management partners. By combining our lending financial services business with private banking products built specifically to service the needs of Financial Advisors and their clients, we can tailor banking and lending solutions to client needs.
The Cash Management Specialist will consider the needs of the client and recommend cash management services and solutions to WM’s FAs and their clients with the ultimate goal of better integrating cash management services within the wealth management process. The Cash Management Specialist will be assigned to a Region (or a subset of Markets within a Region), as applicable.
Cash Management Specialists need to have a subject matter expertise in bank products, card products and cash management services and be able to provide product, training and sales support to Financial Advisors, Private Wealth Advisors, Support Professionals, Regionally Client Engagement Associates, members of field management, Private Bankers, Associate Private Bankers, members of the PBG Sales and Product Desks and the Client Service Center (CSC) and Morgan Stanley Virtual Advisory Center.
Expert knowledge will be required for products and services within our Cash Management Solutions platform.
1. Bank & investment products including but not limited to, Bank Deposit Program, Savings and CD offerings, and Global Currency Deposits,
2. Card Products including Morgan Stanley MasterCard Debit Card and the Morgan Stanley American Express Credit Cards and,
3. Various Cash Management Services including Checking Capabilities, Direct Deposit, Funds Transfer / Wires Functionality and Online Bill Pay, available through both the wealth management branches as well as through digital and mobile channels.

Position Responsibilities:

• Partner with Financial Advisors to provide clients with advice and guidance regarding our full suite of Cash Management Solutions.
• Build Cash Management Solution awareness and understanding among Financial Advisors (FAs), Support Professionals (SP) and well as local and regional field management. This will include the clear and effective articulation of the cash management solutions value proposition.
• Partner with Financial Advisors to profile their client base, identify and analyze business opportunities and succeed in growing adoption of cash management solutions, including deposit gathering, utilization of cash management features and related services tied to the Active Assets Account and/or the CashPlus brokerage account.
• Build, promote, market and maintain a pipeline of cash management opportunities around cash management product balance, revenue and FA engagement. This includes leveraging opportunity lists (e.g. money in motion/liquidity events, wires/external funds transfer to other financial institutions or card issuers) and other analytics.
• Establish a reputation of client focus and executional excellence. Build trust with FAs to collaborate in fully developing cash management services opportunities with their clients.
• Act as the subject matter expert for all FA and Branch staff inquires on Cash Management Solutions and client offerings.
• Understand competitive environment and be able to effectively communicate our cash management value proposition and comparative strengths vis a vis key competitive offers.
• Work with and communicate effectively with Field/Branch management, Financial Advisors, Branch Service staff and Product partners.
• Act as resource point for any cash management services issues to gain FA/SP confidence on ease of use for cash management products.
• Support the identification of FA and SP cash management champions within the branch/complex and develop strategies to leverage best practices identified.
• Partner with FA to incorporate cash management into client onboarding and client review processes.
• Work collaboratively with the Private Banker, identifying lending referral opportunities and promptly executing on reciprocal or bundled cash management opportunities as they present themselves.

QUALIFICATIONS

The successful candidate for this position is expected to have the following skills:

• Strong relationship building capabilities with Field / Branch Management, Financial Advisors, Service staff, Clients, Product Specialists and matrix partners.
• Strong understanding of the suite of all Cash Management Solutions with ability to collaborate/refer business to the Private Banker for lending opportunities.
• Ability to understand the cash flow management needs in specific and the general financial goals in general of the full service wealth management client.
• Excellent business development and marketing skills and desire to consistently achieve top revenue and other key results (penetration, utilization, etc).
• Ability to maintain poise, presence and professionalism with FAs and their affluent clients in the most difficult circumstances.
• Ability to demonstrate positive initiative, leadership and comfort working in a fast paced environment.
• Detail orientation with strong organizational and analytical skills.
• Ability to train and influence Financial Advisors and their team on the product suite and how to get cash management better incorporated into their business planning process.
• Possess excellent oral and written communication skills. Exceptional presentation skills.
• Ability to meet deadlines and manage Financial Advisor and client expectations.
• Good collaboration skills in a team-oriented environment

• This role involves significant travel as required supporting a Regional territory (multi-State region). Travel requirements can vary significantly dependent upon the territory covered and while we approximate 50%, travel requirements may be more.

  Experience:

• Minimum of 5 years of successful banking sales / cash management sales / treasury management sales and business development experience within Wealth Management.

• Knowledge of cash management services products such as credit/debit cards, online bill pay, funds transfers, direct deposits, mobile banking and other treasury management solutions for both individuals as well as commercial
• Experience in understanding the financial needs of all types of clients.
• BA/BS required

Expected base pay rates for the role will be between $120,000 and $180,000 per year at the commencement of employment. However, base pay if hired will be determined on an individualized basis and is only part of the total compensation package, which, depending on the position, may also include commission earnings, incentive compensation, discretionary bonuses, other short and long-term incentive packages, and other Morgan Stanley sponsored benefit programs.
Morgan Stanley’s goal is to build and maintain a workforce that is diverse in experience and background but uniform in reflecting our standards of integrity and excellence. Consequently, our recruiting efforts reflect our desire to attract and retain the best and brightest from all talent pools. We want to be the first choice for prospective employees.
It is the policy of the Firm to ensure equal employment opportunity without discrimination or harassment on the basis of race, color, religion, creed, age, sex, sex stereotype, gender, gender identity or expression, transgender, sexual orientation, national origin, citizenship, disability, marital and civil partnership/union status, pregnancy, veteran or military service status, genetic information, or any other characteristic protected by law.
Morgan Stanley is an equal opportunity employer committed to diversifying its workforce (M/F/Disability/Vet

• Partner with Financial Advisors to provide clients with advice and guidance regarding our full suite of Cash Management Solutions.
• Build Cash Management Solution awareness and understanding among Financial Advisors (FAs), Support Professionals (SP) and well as local and regional field management. This will include the clear and effective articulation of the cash management solutions value proposition.
• Partner with Financial Advisors to profile their client base, identify and analyze business opportunities and succeed in growing adoption of cash management solutions, including deposit gathering, utilization of cash management features and related services tied to the Active Assets Account and/or the CashPlus brokerage account.
• Build, promote, market and maintain a pipeline of cash management opportunities around cash management product balance, revenue and FA engagement. This includes leveraging opportunity lists (e.g. money in motion/liquidity events, wires/external funds transfer to other financial institutions or card issuers) and other analytics.
• Establish a reputation of client focus and executional excellence. Build trust with FAs to collaborate in fully developing cash management services opportunities with their clients.
• Act as the subject matter expert for all FA and Branch staff inquires on Cash Management Solutions and client offerings.
• Understand competitive environment and be able to effectively communicate our cash management value proposition and comparative strengths vis a vis key competitive offers.
• Work with and communicate effectively with Field/Branch management, Financial Advisors, Branch Service staff and Product partners.
• Act as resource point for any cash management services issues to gain FA/SP confidence on ease of use for cash management products.
• Support the identification of FA and SP cash management champions within the branch/complex and develop strategies to leverage best practices identified.
• Partner with FA to incorporate cash management into client onboarding and client review processes.
• Work collaboratively with the Private Banker, identifying lending referral opportunities and promptly executing on reciprocal or bundled cash management opportunities as they present themselves