RVP, Relationship Management

Job Description:

The Role

The Regional Vice President (RVP) role is a critical leadership position within Fidelity Institutional Wealth Management Services (FIWMS). The RVP will lead and support a team of Relationship Managers who are jointly focused on the following: business development and transformation, client retention and satisfaction, and risk management. Applying the 'CEO Mindset' will enable the RVP to understand the strategic imperatives of his/her clients and to support Relationship Managers’ efforts to add meaningful value in ways that matter most to clients. Leveraging Fidelity’s broad set of solutions and resources, the Relationship Management team consults and delivers critical support on activities such as client and advisor acquisition and retention, growth strategies, and digital optimization for efficiency and enhanced user experience. 

One of Fidelity's most valuable assets is its people, so a key aspect of the role is ensuring that the team is fully leveraging various business partner specialists to support clients’ needs (Investments, Platforms, Capital Markets, etc.). The RVP will also lead strategic, segment-wide initiatives that drive value to the broader organization and client base and will spend time thinking critically about key topics including industry trends, products, platforms, client opportunities, and sharing best practices with peers and clients. A final critical element of this role is people management; an RVP must be able to strike a balance between being engaged and supportive while also providing the appropriate level of latitude for Relationship Managers to establish themselves as the primary strategic contact for the client.

This position will report directly to the head of the Specialty Segment within the IWMS CRG RIA Custody business.

The Expertise and Skills You Bring

• Bachelor’s degree
• Series 7, 63, and 24 required (may be attained after hire)
• 10-15 years successful sales or relationship management experience in the financial services industry; strong knowledge of the Brokerage, Bank/Trust and RIA markets
• Prior leadership experience that will enable practical execution of strategic initiatives
• Ability to lead team of Relationship Managers to optimize team performance and development
• Ability to engage with C-Suite executives, particularly the CEO, to ensure strategic alignment and deliver solutions that will drive maximum relationship value
• Experience negotiating complex business development, financial, operational, legal/compliance, and technology matters
• Ability to drive business development opportunities and incremental revenue
• CEO Mindset
• Proven ability to successfully build and manage relationships with demanding and complex clients and essential internal business partners
• Management and leadership skills necessary for leading a high-performing team
• Track record of success with client and prospect interactions
• Ability to execute upon specific business goals such as asset flows, client retention and satisfaction, etc.
• Financial, business, and data analysis acumen
• Exceptional communication skills and a consultative approach
• Strong project management and organizational skills
• Consultative background to drive client business transformation
• Ability to provide various options while formulating a specific recommendation
• Understanding of how to appropriately delegate work and prioritize time
• Ability to differentiate Fidelity from key competitors by monitoring global industries, markets, opportunities, and trends
• Be a catalyst for business transformation (firm value proposition, technology stack, and associated digital experience)
• Help firms harness the value of Fidelity
• Share best practices with RMs, peers, and clients
• Lead strategic, segment-wide initiatives
• Ensure that business plans are developed and implemented
• Analyze data to inform and prioritize decisions and to create a point of view that can be shared with clients
• Initiate strategic business discussions with your team and regional clients; Regional Manager and/or team to provide proactive consultation and practice management solutions to clients to uncover opportunities to gather additional assets
• Monitor trends impacting business development and client satisfaction within your region, including competitive, industry, and marketplace data. Develop a response plan to maintain or improve business development and client satisfaction
• Share information and collaborate with colleagues across Fidelity to leverage best practices and work on cross-company initiatives

The Team

The Institutional Custody Team oversees Fidelity’s r