Central Investment Advisors Sales Manager

The Sales Manager is responsible for recruiting, developing, managing, and growing a network of financial advisors to service CIA’s 20,000+ clients. This role drives revenue by recruiting new advisors, strengthening existing relationships, and executing sales strategies that increase production, retention, and program profitability. The Sales Manager acts as a primary liaison between the brokerage channel and internal teams, ensuring brokers have the tools, training, and support needed to succeed.

Key Responsibilities:

• Advisor Development & Relationship Management

• Recruit, onboard, and manage a network of Financial Advisors.

• Take lead on all contracts and compensation negotiations with new or existing advisors.

• Ensure that new Financial Advisor hires are a “fit” for the Central Bank market area where they will be located - Build strong, long-term relationships with Financial Advisors to drive sustained growth. - Serve as the primary point of contact for Financial Advisors, addressing inquiries, issues, and escalations. Ensure that all resolutions of client complaints are promptly reported to the correct group (i.e. broker dealer, bank, etc.)

• Monitor broker dealer branch exams for possible systemic or chronic issues that need to be addressed with additional training. o Schedule periodic sales meetings with advisors

• Lead meetings

• Determine agenda and topics pertinent to the program or current market environment

• Invite outside speakers and secure meeting sponsorships to help offset expenses

• Sales Strategy & Revenue Growth

• Work with CIA’s controller and the Financial Advisors to set annual revenue goals as well as the overall revenue goal for the program o Develop and execute sales plans to meet or exceed revenue and production targets.

• Identify new market opportunities and expand the Central Investment Advisors program footprint.

• Monitor Financial Advisor performance and implement strategies to increase productivity.

• Training & Enablement

• Provide training, coaching, and ongoing support to brokers on products, processes, and sales best practices.

• Provide commentary where appropriate or make recommendations regarding pertinent industry publications or articles

• Collaborate with marketing to deliver sales materials, campaigns, and promotional initiatives.

• Ensure brokers are compliant with program guidelines, licensing, and regulatory requirements.

• Performance Management & Reporting

• Track and analyze sales metrics, pipeline activity, and Financial Advisor performance.

• Maintain frequent communications with new or underperforming Financial Advisors through phone calls and one-on-one meetings/sales training

• Prepare forecasts, reports, and performance updates for leadership.

• Recommend improvements to compensation structures, incentives, and program design.

• Ensure changes to compensation and incentive plans are approved by the broker dealer (LPL Financial).

• Perform form annual reviews for all Financial Advisors

• Advisor Compensation

• Periodically benchmark advisor payouts to ensure that the CIA Program remains competitive with the advisor payout structure

• Ensure that payouts follow all the guidelines of the broker dealer as well as all regulatory guidelines.

• Monitor any advisor incentive pay to ensure that it is driving the desired behavior

• Periodically, review incentives paid to determine if the criteria should change or if the incentive should be terminated.

• Cross-Functional Collaboration

• Work with the CIA Program Manager and head of Wealth Management in setting annual CEO scorecard referral goals for CIA incoming & outgoing.

• Partner with underwriting, operations, compliance, and customer service teams to ensure smooth execution and high Financial Advisor satisfaction.

• Provide market feedback to leadership to inform product development and program enhancements.