Trust Advisor

City National Bank; City of Rochester (NY); On-site; USD 123,000 - 209,000; Full time

Benefits offered by this job

Healthcare coverage

401(k) matching

Tuition reimbursement

Upskilling resources

Time off benefits

Family planning benefits

Recruitment help

Networking groups

Job summary

City National Bank is seeking a Trust Advisor to identify, evaluate, and onboard new fiduciary relationships, driving revenue growth across trust administration, investment management, and estate planning. You will qualify prospective clients, collaborate with partners, and expand offerings to maximize client lifetime value.

Responsibilities include meeting with Private Bank partners and COIs, assessing profitability, and ensuring risk and compliance standards. Travel up to 25% may be required.

Qualifications

• Bachelor's Degree or equivalent.
• 10+ years of experience in a financial or legal services organization.
• 5+ years of experience in trust administration.
• Ability travel up to 25% of the time.

Responsibilities

• Regularly meet with Private Bank partners, external financial advisors and COIs to develop and strengthen relationships while providing education and insight into CNB's fiduciary capabilities.
• Meet revenue goals around sales expectation.
• Lead with advice and a solution-oriented mindset.
• Build strong relationships with key COI’s, Bankers, and Financial Advisors.
• Meet with partners and clients virtually or travel to meet in person if requested.
• Work with external advisors and attorneys to expand trust’s brand and garner larger market share within region.
• Work with Bankers, Portfolio Managers, and external advisors to gather the necessary information and documentation to ensure we understand the risk and other issues associated with new opportunity.

Skills

Experience in financial/legal services

Experience in trust administration

Travel up to 25%

Education

Bachelor's Degree or equivalent

Job description

TRUST ADVISOR

Identify, evaluate, and onboard new fiduciary relationships to drive revenue growth across trust administration, investment management, and estate planning solutions. In this role, you will qualify prospective clients and COI referral opportunities, assess new trust and investment business for growth and profitability potential, and partner strategically with Business Development teams (Bankers, Financial Advisors, Portfolio Managers) to develop and close relationships. You will conduct initial legal and trust administration reviews to ensure alignment with RBC's risk appetite and operational capacity, while positioning comprehensive fiduciary solutions—including personal trusts, estates, charitable vehicles, conservatorships, guardianships, ILITs, family foundations, and specialty accounts—to maximize client lifetime value. Your focus is to expand RBC's fiduciary client portfolio profitably while maintaining rigorous risk and compliance standards.

WHAT WILL YOU DO?

• Regularly meet with Private Bank partners, external financial advisors and COIs to develop and strengthen relationships while providing education and insight into CNBs fiduciary capabilities.
• Meet revenue goals around sales expectation.
• Lead with advice and a solution-oriented mindset.
• Build strong relationships with key COI’s, Bankers, and Financial Advisors.
• Meet with partners and clients virtually or travel to meet in person if requested.
• Work with external advisors and attorneys to expand trust’s brand and garner larger market share within region.
• Work with Bankers, Portfolio Managers, and external advisors to gather the necessary information and documentation to ensure we understand the risk and other issues associated with new opportunity (e.g., agreements, fee schedules, transfer directions, receipt of assets, reporting correct cost basis and tax acquisition dates, missing form and signatures, etc.).
• Perform a preliminary document and asset review of potential new business to vet if within new business framework.
• Set proper expectations with all internal and external partners around timing and progress of new opportunity.
• Serve as a point of escalation for problem resolution.
• Manage risk to ensure all relationships are within CNB’s risk appetite.
• Provide regular tracking for review of new business activities.
• Maintain a proactive commitment to established Bank programs, such as CustomerFirst, Community Reinvestment Act (CRA) and Equal Employment Opportunity.
• Comply fully with all Bank Operational and Wealth Management policies and procedures as well as all regulatory requirements (e.g. Bank Secrecy Act, Know Your Client, Community Reinvestment Act, Fair Lending Practices, Code of Conduct, etc.).
• Maintain all appropriate training and continuing education requirements for both internal programs and external licenses and certifications.

WHAT DO YOU NEED TO SUCCEED?

Required Qualifications*

• Bachelor's Degree or equivalent
• 10+ years of experience in a financial or legal services organization
• 5+ years of experience in trust administration
• Ability travel up to 25% of the time

Additional Preferred Qualifications

• Strong oral and written communication skills are required Specifically, excellent interpersonal skills with the ability to interact effectively with all levels of CNB personnel, clients and outside contacts
• The ability to profile clients with an emphasis on generating and retaining business
• Familiarity with state tax laws, income taxation with respect to trust investment management principles, California, Delaware and/or Nevada probate code
• Strong knowledge of current estate and tax planning techniques and ability to apply to a client’s wealth situation.
• Demonstrated strategic team player
• Anticipate needs and proactively seek solutions
• Strong organizational skills with the ability to work on multiple tasks/projects simultaneously is crucial in this position
• Must be PC literate and be familiar with trust accounting systems
• Microsoft Office (Word, Excel & PowerPoint) and CRM systems proficiency
• JD, LLM or other legal designation/degree preferred
• Completion of Trust Certificate and/or CTFA preferred

WHAT'S IN IT FOR YOU?

Compensation

Starting base salary: $122,535 - $208,715 per year. Exact compensation may vary based on skills, experience, and location. This job is eligible for bonus and/or commissions.

Benefits and Perks

• Comprehensive healthcare coverage, including Medical, Dental and Vision plans, available the first of the month following start date
• Generous 401(k) company matching contribution
• Career Development through Tuition Reimbursement and other internal upskilling and training resources
• Valued Time Away benefits including vacation, sick and volunteer time
• Specialized health and family planning benefits including fertility benefits, and cancer, diabetes and musculoskeletal support programs
• Career Mobility support from a dedicated recruitment team
• Colleague Resource Groups to support networking and community engagement

Get a more detailed look at our Benefits and Perks.

ABOUT US

Since day one we've always gone further than the competition to help our clients, colleagues and communities flourish. City National Bank was founded in 1954 by entrepreneurs for entrepreneurs and that legacy of integrity, community and unparalleled client relationships continues today. City National is a subsidiary of Royal Bank of Canada, one of North America’s leading diversified financial services companies. To learn more about City National and our dynamic company culture, visit us at About Us.

INCLUSION AND EQUAL OPPORTUNITY EMPLOYMENT

City National Bank fosters an inclusive environment where all forms of diversity are valued and leveraged to make us a better company and employer. We are an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sexual orientation, gender identity, national origin, disability, veteran status or other basis protected by law.

It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.

*Represents basic qualifications for the position. To be considered for this position, you must at least meet the required qualifications. careers.cnb.com accepts applications on an ongoing basis, until filled.

Unless otherwise indicated as fully remote, reporting into a designated City National location is an essential function of the job.