Intermediary Sales Consultant – Broker/Dealer Channel
Owings Mills, MD
About the Position
The Intermediary Sales Consultant is a sales and relationship partner with external sales professionals (Regional Investment Consultants) with whom they aid in the development of each respective territory and the management of relationships and sales opportunities with Broker Dealer Financial Advisors. Independently covers identified advisors based on advisor needs and/or refers them to external counterpart as appropriate. In this specialized role, the ISC maintains a highly leveraged relationship to optimize engagements directly to Broker Dealer advisors with an elevated frequency via phone based sales capabilities. The role is responsible for prospecting, selling, and retaining Broker Dealer advisors clients within each assigned territory through a consultative process and will contribute to gross sales, net new flows, redemption rates, and select activity targets, as well as maintain shared accountability for territory goals with external counterparts.
Principal Responsibilties
Relationship Management
The ISC works in partnership with the assigned RICs to assist in optimizing client coverage within three specific territories at once. This work includes both cultivating existing relationships to deepen and broaden those with T. Rowe Price while also strategically prospecting within key firms to discover those that could provide mutual benefit for the territory. The incumbent is accountable to aiding the RICs in elevating T. Rowe Price’s brand awareness, building client loyalty, and growing the distribution of TRP products, and driving sales among Broker Dealer financial advisors within the assigned territories. Sales ability, prospecting experience, knowledge of TRP investment products and service offerings, knowledge of broker dealer platforms and products availability, well as marketing offering will be necessary in this role.
Business Development
Accountable for new business development within the assigned territory in partnership with external counterpart. The incumbent requires a high degree of investment knowledge and the ability to present to and to influence key decision makers (ranging from Independent Broker Dealer advisors to wire house complex branch managers and admin gatekeepers to dedicated analysts on branch teams) to uncover potential opportunities for assigned RICs to deepen relationships and to influence sales for the firm. The incumbent works collaboratively with the assigned RICs to proactively identify sales opportunities, deepen overall territories and will independently sell to prospects as well as deepen relationships with existing advisors. Advisor segmentation will vary based on territory and needs of advisors to determine who will provide primary coverage and own relationship. Internal Sales Consultants will utilize the Service Associate role to perform some specific non-client engagement activities for the internal partners and their advisors.
Territory Management
Maintains list of prioritized advisors that has been developed in conjunction with their external counterpart and manager, prospects short and long-term opportunities. Tracks territory sales measurements towards attainment of sales/service goals and overall growth of territory. Works with manager to develop territory plan and monitors progress. Monitors territory client activity to spot trends, issues and opportunities.
Sales Support and Follow up
The incumbent will work closely with the assigned RICs to deliver on preparation and follow up items that help to ensure that each RIC has optimization when in the field. This includes but is not limited to activities such as the following: post face to face meeting follow up emails and outbound calls to BDFAs; preparation work for Investment Professional meetings and/or due diligence meetings held by either the ISC or the assigned RICs; Coordination with Service team of other non-client facing activities, such as Morningstar reports
Travel/Client Facing Engagements
The ISC can expect to attend periodic conferences to represent the firm and to win leads for all territories within the Broker Dealer channel. Regular field travel alongside the assigned RICs is also required.
CRM
Appropriately document and update our CRM (Salesforce.com) to ensure the integrity of our data as well as deepening expertise within the system. Expected to provide insight and proactive ideas for enhancement to optimize internal/external sales people’s time as well as to create improved client experience.
Qualifications
Required
- Strong investment/product knowledge
- Sophisticated relationships management skills
- Strong interpersonal skills and ability to flex to the client
- Energized by a collaborative and competitive environment
- Flexibility and a willingness to grow and change within an evolving organization
- Proven results using a consultative sales process
- Strong desire to remain aware of continuous developments in the economy and financial services industry
- Advanced presentation and communication skills
- High attention to detail and documentation process
- Have a high level of client service and relationship management skills
- College degree and two years of related work experience
- Series 7 and 63 Licenses
- Intermediate investment/product knowledge
- Strong consultative phone and relationship management skills
Preferred
- Bachelor’s degree in finance or economics
- MBA, CFA, CFP, CIMA
- Comprehensive knowledge of the financial service industry
- Previous intermediary experience
Interested in applying to this career opportunity?
Please email Taylor Frank, [email protected], and include T. Rowe Intermediary Sales Consultant in the subject line.
About T. Rowe Price
Our mission as a leading investment management firm is to help our clients achieve their long-term financial goals. We believe our associates are the key to this mission and we are always looking for talented individuals who share our commitment to our client’s success.
If you’re looking for challenging work experiences and the ability to learn in a collaborative culture, we invite you to explore the opportunities available at T. Rowe Price.
