Senior Alternative Investment Specialist- BD Channels (Northern California Territory)

Role Summary

T. Rowe Price, and its affiliates, has more than 7,000 associates and over $1.7 trillion in assets under management globally.  This role will support the US Intermediary business, consisting of Wealth Management and Retirement accounts and representing over $650B in AUM.  The Wealth Management distribution group strives to build strong long-term relationships through outstanding customer service and a comprehensive suite of investment management solutions to our diverse client base which include Banks, Broker/Dealers, RIA, TAMP’s, and Intermediary Platform providers throughout the United States.  

The Senior Alternative Investment Specialist (B/D) position offers a unique opportunity to expand and deepen TRP’s significant presence in the advisor sold market by expanding our relationship with financial advisors across segments into the alternative investment space.  Combining entrepreneurial opportunity to start and grow a business while partnering with an established team and leveraging the resources of an established global investment firm. 

About the Role

• The position works closely with the US Intermediaries (USI) business unit and will report to the Head of Alternative Investment Specialists for Broker/Dealer
• This role is directly responsible for distribution of alternative investment products, and will work closely with peers on partner teams which include Wealth Management (WM), Retirement, and Oak Hill Advisors (OHA) in pursuit of driving sales.
• This is a field sales specialist role, accountable for the distribution/sale of Alternative Investments (Alts) through financial advisors within US based financial intermediaries.

• The role has location flexibility in northern CA or WA state, but is ideally located in the San Francisco Bay area or Seattle.
• Responsibilities include:
  • Drive sales of Alternative Investment strategies with targeted financial advisors & intermediaries across all USI WM channels 
  • Partner with dedicated generalist field sales teams in driving sales of alternatives within existing sales regions/channels
  • Present TRP’s Alternative capabilities to Financial Advisors and Investors
  • Educate TRPs generalist sales team(s) on available alternative strategies
  • Manage an alternative sales pipeline
  • Develop relationships with prospect wealth firms across all WM channels 

Responsibilities

Accountable for driving sales in alternatives with target advisors in region: 

• Collaboration with generalist coverage teams to identify sales opportunities and deepen relationships with existing advisors.
• Prospect new advisor relationships with the goal of directly driving sales across alternative products
• Support efforts with various T. Rowe Price distribution teams on training/education on our Alternative Investments
• Utilize existing data infrastructure to identify, aggregate and prioritize targets of opportunity (both current clients and prospects) within the assigned territory and segment
• Appropriately document and update our CRM (Salesforce) to ensure the data integrity and deepening expertise within the system.
• Provide insight and proactive ideas for improvement to optimize team's time and improve client experience
• Work with senior leadership across T. Rowe Price and Oak Hill Advisors to ensure client needs are represented in the Alts product development process, and design effective go-to-market distribution strategies that directly result in new AUM.
• Develop in-depth knowledge of assigned clients and prospects, their sensitivities, and their business needs to effectively influence their decision-making.
• Accountable for representing voice of client in alternatives positioning and product innovation for the USI WM and TRP / OHA leadership teams, and to represent client feedback pertaining to our Alts offer, industry buying trends, and competitor insights.
• Maintain a deep understanding of the Alternatives landscape, including competitor updates, product trends, advisor preferences for both private and registered investment structures.

Qualifications

Required:

• Prior experience in private credit
• Proven direct new business generation experience
• Proven ability to drive sales directly with clients / intermediaries
• Previous experience and proven success with fundraising through Broker/Dealer relationships (strongly preferred)
• In-depth knowledge of Alts and investment vehicles such as interval funds, BDCs, Non-traded REITS, private funds, etc.
• Minimum of 5+ years of Alts experience, preferably more than 10 years
• Exceptional communication skills including written, verbal, and delivering p