Director, Institutional Investments

At FNBO, our employees are the heart of our story—and we’re committed to their success! Please see below the details of this career opportunity and how it fits into our organization’s success. Summary of the Job: The Director, Institutional Wealth Management, is accountable for the growth, development, and management of institutional wealth management relationships within the FNN footprint. The role combines senior-level institutional relationship management, investment sales and business development, client service, account oversight, and coordination of comprehensive wealth management solutions. The Director serves as a senior relationship manager, developing and expanding institutional business while ensuring exceptional client experience, strong operational execution, appropriate risk management, and long-term relationship profitability. The role works across Wealth Management and the broader Bank to identify opportunities, coordinate subject matter expertise, and strengthen the Bank’s position as a financial services provider and community partner. About This Role: 1. Institutional Relationship Management Serves as a primary relationship manager for assigned institutional investment management clients and prospects. Builds and maintains trusted relationships with client executives, finance personnel, trustees, benefit administrators, and board members. Develops and executes a proactive relationship management plan for institutional clients and prospects. Conducts recurring client meetings to review account activity, financial objectives, service needs, investment needs, and future opportunities. Anticipates client needs and coordinate internal resources to deliver comprehensive wealth management solutions. Maintains high levels of client satisfaction, relationship retention, and long-term profitability. Collaborates with peers across the Bank to ensure consistent and exceptional client experience. 2. Institutional Investment Sales & Business Development Markets and sells First National investment and wealth management solutions to institutional clients. Develops and expands Institutional Investment Management business within the FNN footprint. Identifies strategic opportunities within existing relationships to market and sell First National fixed income and other investment management solutions. Focuses business development efforts on foundations and endowments, insurance and healthcare companies, investment consultants, and other appropriate institutional markets. Identifies opportunities for referrals to FNCM fixed income sales and introduce appropriate internal partners. Participates in client presentations, proposal development, RFPs, and other business development activities. Defines and maintains a consistent RFP and institutional sales process across markets. Develops call tracking and sales reporting methodology utilizing Salesforce or an approved alternative. Provides market feedback and industry intelligence to support institutional investment strategy and growth. 3. Account Administration & Client Service Oversight Oversees administration of complex institutional relationships, including pension, custody, investment management, trusts, foundations, endowments, escrow, and employee benefit relationships. Ensures transactions, distributions, contributions, cash activity, funding requirements, and other account activities are executed accurately and timely. Ensures account documentation and systems of record remain complete and current. Coordinates client onboarding, account transitions, and annual administrative reviews. Monitors service standards and address issues that may affect client experience or relationship retention. Reviews fees, pricing, and service levels in support of appropriate relationship profitability. 4. Risk Management & Compliance Ensures institutional relationship activities comply with bank policies, fiduciary standards, OCC regulations, BSA/AML requirements, and applicable laws. Identifies and appropriately addresses operational, fiduciary, documentation, and relationship risks. Resolves documentation deficiencies and compliance exceptions promptly. Prepares relationships for internal audits, regulatory examinations, and quality reviews. Escalates significant fiduciary, legal, policy, pricing, or operational matters to management as appropriate. Makes decisions that are informed, timely, logical, and risk controlled; takes ownership of outcomes and makes appropriate adjustments. 5. Operational Excellence & Business Leadership Partners with Wealth Management, Investment Officers, Relationship Managers, Commercial Bankers, Treasury Management, and other internal subject matter experts to deliver integrated solutions. Recommends and implements process improvements that improve efficiency and enhance client experience. Supports department projects, technology implementations, workflow enhancements, and operational initiatives. Identifies opportunities to improve institutional business processes, consistency, and scalability. Influences others to create commitment and action using logic, persuasion, inspiration, and change-management techniques. Shares institutional market knowledge, business trends, and best practices with team members. 6. Community & Industry Leadership Represents First National in the communities served and supports a strong, positive perception of FNBO/FNNI. Participates in local business committees and appropriate board memberships to develop beneficial business relationships and understand local market perceptions. Interacts with industry professionals and investment consultants to market and grow institutional AUM. Serves as a subject matter expert on First National investment strategies and institutional wealth management capabilities. 7. Teamwork & Leadership Builds collaborative relationships across Wealth Management and the broader Bank. Serves as a resource and mentor to less experienced associates and supports development of institutional talent. Shares best practices that improve department performance and client outcomes. Demonstrates professionalism, accountability, sound judgment, initiative, and continuous improvement. Decision-Making Authority This position exercises significant independent judgment in managing institutional client relationships, developing business opportunities, coordinating internal resources, resolving client and operational issues, and making decisions within approved policies and risk parameters. Matters involving significant fiduciary risk, policy exceptions, legal issues, material pricing exceptions, or other matters outside established authority are escalated to management. Success Measures (Key Performance Indicators) Institutional AUM growth and retention New institutional business and investment sales production Client satisfaction and relationship retention Revenue growth and appropriate fee administration Accuracy and timeliness of account administration Compliance, audit, and risk-management results Documentation quality and completion of annual administrative reviews Achievement of institutional sales and business development objectives Operational efficiency and process improvement Cross-functional collaboration and internal partner effectiveness Community and industry relationship development Key Skills: Institutional Relationship Management Investment & Financial Acumen Business Development & Sale Client Service Excellence Fiduciary Administration Risk Awareness Regulatory Compliance Communication Collaboration Influence Analytical Thinking Problem Solving Decision Making Community Focus Initiative Accountability Continuous Improvement Professional Judgment The Ideal Candidate for This Role: Minimum Qualifications: Required Bachelor’s degree in business administration, finance, accounting, economics, related field, or equivalent professional experience, Minimum of 10 years of business experience, with a significant portion focused on investment management, institutional wealth management, or sales, Demonstrated experience developing and executing strategies for institutional markets, Strong understanding of institutional investment management, client relationship management, and fiduciary account administration, Proven sales producer with strong business development capabilities, Excellent written and verbal communication skills, Strong analytical, problem-solving, decision-making, and relationship management skills, Ability to manage multiple priorities while maintaining attention to detail and sound risk judgment, Demonstrated ability to work independently while collaborating effectively across business lines, and Proficiency with Microsoft Office, Salesforce or comparable CRM, and financial technology platforms. Desired: MBA or other graduate degree, or commensurate work experience, CTFA, CFP®, CFA®, CPA, CWS®, JD, or similar professional designation, or willingness to obtain, Subject matter expertise in investment and asset management, Experience with FIS TrustDesk or comparable trust accounting platform, Experience supporting defined benefit plans, foundations, endowments, escrow, custody, insurance, healthcare, or other institutional relationships, Strong marketing, product development, or training experience, and Experience participating in process improvement or technology implementation initiatives. Candidates must possess unrestricted work authorization and not require future sponsorship. Compensation: Compensation range (base pay): $126,830.00-$215,612.00 This role may have a specific starting pay within this range. Final compensation offer to candidate may vary from posted hiring range based upon work experience, education, and/or skill level. Work Environment: It is anticipated that the incumbent in this role will work onsite at the posted location. Our onsite environment fosters innovation, mentorship, and a vibrant culture where ideas flow freely and relationships flourish. As part of our team, you'll experience the energy of our collaborative spaces designed to support your professional growth while working alongside talented colleagues who inspire excellence daily. Please note that work location is subject to change based on business needs. Benefits Overview: We offer a variety of benefits designed to keep you and your family physically and financially healthy. Not only do we offer a competitive salary and work-life balance, we offer benefits to match your needs: Medical, Dental, Vision Insurance 401k, With Matching Contributions Time Off Programs Health Savings Account (HSA)/Dependent Care Employee Banking Growth Opportunities Tuition Assistance Short-Term/Long-Term Disability Insurance Learn more about FNBO benefits here: . For additional information regarding compensation and benefits, e-mail FNBO at . To ensure you receive a response, include the number of this job (listed below) in the subject line of your message. Job number: R-20261609 Equal Opportunity & Belonging: FNBO believes that the quality of our employee experience is at the heart of our customer experience. One key pillar of our intended employee experience is Belonging. Belonging means we are committed to fostering a workplace culture where employees of all backgrounds feel valued, recognized, and empowered to be their authentic selves—no matter their role or where they are in their journey. Learn more here. FNBO is an equal opportunity employer for all employees and applicants and makes employment decisions without regard to status or identity. Click here to download 'EEO is The Law' Self-Print Poster Click here to download 'EEO is The Law' Supplement for Federal Contractors Click here to download 'EEO is The Law' GINA Supplement FNBO is an Equal Opportunity/Affirmative Action/Veterans/Disability Employer - Member FDIC FNBO follows federal law regarding the use of marijuana (this applies to all non-California applicants) Application Deadline: All our jobs will be posted for a minimum of 5 calendar days. Job postings may come down prior to 5 calendar days based on volume of applicants.