Client Account Executive-West

Overview

At Vanguard, our core purpose is to take a stand for all investors, to treat them fairly, and to give them the best chance for investment success. We put our investors first in all we do, and because of it, our clients have entrusted $10.4 trillion of their hard-earned savings to us. 

Within the Institutional Investor Group (IIG), we manage $1.7 trillion in assets, providing institutional clients, plan sponsors, and participants with recordkeeping, investment, and advice services, in defined contribution plans such as 401(k)s. Our mission is to give participants in these plans the best chance for retirement success. We are operating as one team to deliver the best that Vanguard has to offer across recordkeeping, investments, advice, and products—to all clients, across all channels. 

This role is responsible for the West territory that has a book of business which includes $1 billion+ plan sponsor client relationships where Vanguard has a recordkeeping and/or investment relationship. 

Summary 

As the Client Account Executive – West you are responsible for protecting and growing lifetime value for your book of business and driving new business with existing clients. Including establishing and deepening client relationships leading to increased retention, loyalty and product/asset growth while developing positive relationships with key client decision makers. 

What it takes 

· Responsible for the growth and retention of existing clients within their assigned book. Book of business includes some of the largest and most sophisticated plans and with most significant opportunities for Client Lifetime Value growth across Recordkeeping, Advice, and Investment Only. 

· Develops and communicates strategic business plans for current clients and all prospects within assigned book of business (e.g., Miller Heiman Group gold sheets). Implements long term relationship retention & growth strategies. 

· Strategically navigates organizations to evaluate needs and position Vanguard IIG services, solutions, and products to solve their needs. 

· Develops strong relationships with senior and executive management of client organizations. 

· Leads and executes on RFP and re-bid processes. 

· Achieves established sales, satisfaction, and retention goals through personal direction of all executive and staff level activities of the sales process. 

· Coach internal teams towards achieving book of business strategy, shares best practices and learnings. 

· Facilitates strong business support by working with team members to promote a consistent approach to decisions and client propositions. Drives connection across all appropriate internal and external partners. Influences and collaborates with divisional business partners to offer and dedicate the right SMEs and resources when appropriate. 

· Diligently maximises and reinforces the client support structure to improve the time Client Success Executives spend with clients. 

· Implements long term relationship growth strategies for key territory. Travel expectation-up to 50%  

· Participates in special projects and performs other duties as assigned. 

Qualifications 

· Minimum ten years financial services experience with at least five years in a senior level institutional client-facing sales and/or relationship management role. 

· Expertise in the retirement plan and/or benefits ecosystem required.