Sr. Retirement Sales Executive, Large and Mid-Market (>$50m)

Role Summary

In partnership with management, responsible for the development of the sales and/or relationship management strategy for the organization. Responsible for sales and revenue generation and/or client relationship management for large, highly complex accounts that are often global in scale. Creates, monitors, and revises lead generation plans for the development of new revenue pipelines. Maintains extensive industry experience and proactively researches trends, competitor services/offerings, and clients’ business environment. Oversees the most complex or large/key client relationships with high visibility, ensuring satisfaction, a swift response to client needs, efficient problem resolution, contract and operational compliance, and risk mitigation. Serves as consultant to the client on how T. Rowe Price products and services can satisfy client needs as well as generate account growth. Responsible for ensuring less experienced professionals’ compliance with sales policies and programs and for the achievement of sales and profit goals for the function. Responsible for the achievement of substantial sales targets in critical markets.

Responsibilities:

• Uses extensive industry experience to sell the organization’s products and/or services to clients whose business has a significant impact on the financial performance of the business unit and its achievement of goals. Applies a unique understanding of clients’ business to serve as advisor on products and services across the business unit and possibly multiple business units. Responsible for new business development to strategic, high-profile prospects. Identifies and qualifies prospects, develops a “trusted advisor” relationship, and influences them to adopt recommended and unique solutions to address their needs. Evaluates strategic prospects, then develops and executes a plan for capitalizing on those opportunities, with a focus on long-term, sustained growth. Maintains in-depth knowledge of assigned clients, their sensitivities, and their business needs to effectively influence their decision-making. Coordinates sales opportunities for assigned clients across T. Rowe Price business units as necessary.
• Leads idea generation and drives the development of effective messaging and tactics to successfully promote the organization’s products and services to senior client contacts. Recommends approaches for delivery of requests for proposal for assigned clients. Contributes to the overall relationship management strategy and delegates tasks to ensure successful client relationship performance. Retains direct client management responsibility for key strategic, high-profile clients.
• Assembles and coaches teams across the business unit to deliver tailored presentations based on specific needs of large and mid-sized prospects. Develops new leads with advisors and consultants targeting mid and large sized opportunities and coordinates and delivers a compelling value proposition on behalf of T. Rowe Price.
• Serves as a highly regarded expert on best practices, new regulatory requirements, industry trends, and competitor services/offerings throughout the business unit and broader competitive landscape. Partners with business leaders to understand primary sales issues and gaps in products and services to develop strategies to improve performance. Assists in establishing the technical approach to analytical work within Sales and Relationship Management. Analyzes data, trends, plan changes, and strategies to keep up to date with sales/relationship performance. Leverages expertise to interpret and apply key metrics in advising clients. Applies significant influence, guiding client decision-making on matters of high importance and significant financial risk.
• Serves as chief negotiator and sales consultant to large and mid-market opportunities for the business unit. Develops new approaches and materials to facilitate improved sales and relationship management activity to be rolled out across the business unit and potentially the enterprise.

Qualifications:

Required:

• Bachelor’s degree or the equivalent combination of education and relevant experience AND
• 10+ years of total DC industry work experience

Preferred:

• Deep and expansive advisor and consultant distribution network
• Disciplined activity model, that has led to strong historical opportunity generation
• Deal management skills with demonstrated finals pull through and AUM win results
• Reasonably strong experience and understanding of asset management sales positioning
• Deep knowledge of technical recordkeeping topics and industry trends
• Demonstrated propensity for establishing and contributing to highly functioning teams
• Ability to represent the voice o