Bank of the West Wealth Management - Insurance Specialist in Los Angeles, California

Wealth Management - Insurance Specialist


Wealth Management is GROWING!

What sets Bank of the West apart from other banks is our team members–they embody the optimistic spirit of the West. There is a spirit here that drives us to do more. Our team of more than 10,000 employees is vital to the success of our Bank. They reflect our modern western values—straightforward, entrepreneurial and optimistic. We seek to create a corporate culture that fosters and rewards excellence, encourages creative thinking and respects diversity – an environment where team members are engaged, supportive of one another and enthusiastic about serving our customers. Bank of the West offers the stability of a company that has a 135 year history and is part of BNP Paribas, a European leader in global banking and financial services and one of the 6 strongest banks in the world. We offer opportunities across our diverse business lines – Retail Banking, Commercial Banking, National Finance, and Wealth Management.

Job Description Summary

The Wealth Management Group (WMG) Insurance Specialist is a sales professional with the Wealth Management Group at Bank of the West. S(he) is an external wholesaler selling insurance solutions/products through Financial Advisors and/or Private Client Relationship Managers who, in turn, sell these products to individual clients. Responsible for driving insurance revenue and advisor participation by providing insurance specialist and wholesaling support to Wealth Management Group advisors and clients on life, disability, and long-term care solutions/products. Sales are part of a holistic planning based model to support client goals, in coordination with other WMG offerings such as custom credit, deposit solutions, investment management, and fiduciary services. The role is responsible for, but not limited to, conducting training and education on risk management & insurance opportunity identification for the WWG teams and referral partners. S(he) will serve as a subject matter expert with a broad knowledge of insurance carrier & product value propositions, features, benefits, advanced insurance based strategies and sales concepts . The WMG Insurance Specialist will be expected to learn the financial planning software tools used by WMG and train/educate others on how to use the tools to best identify and illustrate insurance needs.

Essential Job Functions

  • Proactively partners with Financial Advisors to profile life, disability, and long-term care insurance candidates and tailor individual needs.

  • Increase sales by working with WMG Relationship Managers, BWIS Financial Advisors, BWIS Wealth Financial Advisors, Private Client Advisors, or other WMG and Bank of the West partners on life, disability, and long-term care insurance based solutions. This may include risk management, business succession planning, estate tax reduction, and legacy planning. Meets with WMG advisors and clients to collect data, assess needs, provide recommendations and implement the insurance components of financial plans in concert with bankers, CPAs, attorneys, trust officers and/or insurance providers, leading to sales and revenue for the bank. Meets or exceeds performance and budget goals as determined by management.

  • Develops and implements a business plan.

  • Monitors regional insurance pipelines and is accountable for insurance revenue goals

  • Provides case management and case design support

  • Works with Wealth Management Group business partners where appropriate to ensure clients insurance solutions needs are met.

  • Provides and maintains excellent customer service to all clients, team members, outside advisors, product vendors, and bank employees.

  • Provides a high level of communication and customer service to WMG advisors, WMG Clients and their outside advisors (CPAs, attorneys) in conveying concepts, advantages/disadvantages involved with various insurance solutions available to improve the client’s financial situation.

  • Prospects, prepares client/prospect proposals and presentations. Helps identify and drive advisor participation and insurance sales by helping to source appropriate candidates for insurance solutions sales, and manages the process. Actively manages cases and book of business for client retention and revenue growth. Provides activity management and reporting as directed by management.

  • Develops and maintains working relationships with Bank employees and provides ongoing education on products and services.

  • Will be expected to gain working knowledge of all Client Solutions offerings, how they fit together, and gain a mastery of the WMG value proposition, client segments, business model and how Insurance Solutions fit.

  • Provides training, seminars, monthly meetings, one-on-one discussions with WMG advisors and team members.

  • Attends management meetings, WMG/Bank events, industry seminars/conferences as directed.

  • 50% of time in front of advisors and clients discussing needs, presenting solutions.

  • LI-LH1


Required Experience

  • Requires advanced knowledge of job area typically obtained through advanced education combined with experience.

  • University Degree or equivalent experience, and minimum 5 years of prior relevant experience to include insurance sales, sales management, and or insurance wholesaling

  • Sales focused with demonstrated ability to operate in a multitask environment and stay organized

  • Fully licensed (Life, health, variable contracts, Series 7, 63)

  • Industry recognized designations such as CLU®, CFP®, and ChFC® are highly desirable

  • Practical knowledge of project management a plus


  • Ability to establish rapport and credibility quickly

  • A broad and comprehensive knowledge of the life, disability, and long-term care insurance business and sales process

  • A confident public speaker, must possess excellent presentation skills

  • Strong verbal and communication skills

  • Resourcefulness and superior problem solving skills

  • Strong understanding of client segments and sales process

  • Able and willing to travel 50 % of the time

  • Proven ability to be part of a successful team

  • Strong territory management experience highly desirable

Equal Employment Opportunity Policy

Bank of the West is an Equal Opportunity employer and proud to provide equal employment opportunity to all job seekers without regard to any status protected by applicable law. Bank of the West is also an Affirmative Action employer - Minority / Female / Disabled / Veteran.

Bank of the West will consider for employment qualified applicants with criminal histories pursuant to the San Francisco Fair Chance Ordinance subject to the requirements of all state and federal laws and regulations.

Job: Advisory Services

Location: United States-California-Los Angeles

Other Locations: United States-California-San Francisco, United States-California-Newport Beach

Requisition ID: 037947