Sales Director - Large Market Retirement Recordkeeping Plans

At T. Rowe Price, we identify and actively invest in opportunities to help people thrive in an evolving world. As a premier global asset management organization with more than 85 years of experience, we provide investment solutions and a broad range of equity, fixed income, and multi-asset capabilities to individuals, advisors, institutions, and retirement plan sponsors. We take an active, independent approach to investing, offering our dynamic perspective and meaningful partnership so our clients can feel more confident. 

We believe doing the right thing for our clients and our associates is good business. With a career at the firm, you can expect opportunities to create real impact at work and in your community. You’ll enjoy resources to support your career path, as well as compensation, benefits, and flexibility to enrich your life. Here, you’ll find a collaborative culture that respects and values differences and colleagues who share a spirit of generosity.  

Join us for the opportunity to grow and make a difference in ways that matter to you. 

Role Summary

Deliver full-service 401(k) platform bundled recordkeeping to qualified DC plans in the $75M+ segment through advisors and consultants. The territory will be determined in consultation with the successful candidate. Develop the assigned territory advisor and consultant relationships for the purpose of repeat business and long-term sales success. 

Responsibilities

The sales professional will need to:                                                      

• Execute a detailed segmentation strategy to identify and develop the select mid-market advisors and consultants who regularly work in the target market and understand their sales strategy.
• Maintain and ultimately increase the current close/win ratio including RFPs and finals presentations.
• Research and maintain an understanding of each client/prospect in order to draft strategic answers to RFP questions.
• Work collaboratively with dedicated internal Sales Support Liaison to deliver RFPs, maintain a high level of relationship building activity, manage and optimize pipeline, and develop the territory for long term success.
• Develop strategy and actively participate in finals and site visit deal prep with all team members, including review of all prospect materials.

To be accomplished within the first 6 months:

• Identify and create specific target lists, based upon defined criteria.
  • Continually profile key advisor prospects to measure current success against targeted goals
  • Continually develop relationships with advisors and consultants to gain market intelligence and ensure receipt of RFI/RFPs.

• Describe and create effective sales formula and create a territory business plan that includes the following:
  • Bi-Weekly 1 on 1 planning and sales discussions.
  • Deal specific win strategy planning.
  • Client specific prep meetings to learn everything relevant about that client.
  • Gather information to better understand each client, organize it, and engage each prospect to provide research about their plans. This would include accessing all plan documents, 5500s, 10K, etc. and use that information to better position T. Rowe in closing business.
  • Planned Marketing Events and best practices sessions for Advisors and Consultants.
  • Identify preferred DCIO partners to provide leads and introductions.

Qualifications

Required:

• Four-year college degree required
• Minimum 5+ years sales experience in retirement platform sales through intermediaries with an emphasis on recordkeeping
• Comprehensive knowledge of 401(k) service components, industry trends, fiduciary responsibility, advisor value proposition and emerging best practices
• Polished, articulate, research driven salesperson with consultative selling style leading to success in committee and boardroom presentations
• This role requires FINRA Series 6 or 7 & 63 license

Preferred:

• Strong knowledge of retir