Senior Relationship Manager, Consultant Relations

Job Description:

Consultant Relations – Senior, Relationship Manager

Drive AUM growth by elevating our asset management brand and marketing Fidelity's investment management capabilities to institutional investment consultants. Create and execute strategic business plans that drive sales and retention activities. Develop and enhance existing consultant relationships and forge new ones. Influence internal product development and commercial messaging by bringing external market feedback back into the organization.

Job Description

As a Consultant Relations – Senior, Relationship Manager, you will cultivate partnerships with the research teams and field offices of investment consultants to elevate Fidelity’s institutional brand and develop conviction in our range of traditional and alternative investing capabilities. Your coverage remit will include both the research groups and field offices of global, national, and regional consultants. Ideal candidates will have established relationships with these consultants and a background in selling or covering strategies in both traditional and alternative assets classes. Your engagement with consultants should be driven by a clear sense of mutually beneficial outcomes and you should have a history of identifying new growth opportunities.  

A successful candidate will:

• Develop engagement strategies for consultants under their purview, outlining growth opportunities for our broad range of investment capabilities and identifying gating issues that need to be addressed to develop and/or deepen relationships with consultants

• Work with our Investment Portfolio Managers and sales teams to define prospect targets, understand pricing structures and outline current product structures for different client types

• Have a deep understanding of industry competitive dynamics and how to develop and articulate compelling value propositions for investment strategies

• Lead the process for consultants’ review and underwriting of Fidelity strategies including the coordination of RFP responses, due diligence meetings, investment reviews, etc.

• Serve as an internal spokesperson and proponent for consultants under your purview; provide consultant feedback to internal partners

• Develop opportunities for thought leadership content creation and distribution including partnering with marketing to develop white papers, case studies, trickle marketing campaigns, and press releases

• Collaborate with marketing and sales to sponsor consultant focused events such as roundtable discussions, webinars, and conferences

The Expertise and Skills You Bring:

• 10+ years working with institutional investment consultants and/or experience working with alternatives in product development, relationship management or sales

• Outstanding partnership skills and ability to collaborate effectively with internal stakeholders such as portfolio managers, product development teams, senior management, legal and compliance, and various channel sales teams

• High investment knowledge at both asset class and strategy level with ability to articulate use cases for both. Keen understanding of the differences in investment objectives of various asset owner segments e.g., corporate DB and DC, endowments & foundations, Taft Hartley, public funds, insurance, etc.

• Demonstrated record of engaging with senior level consultants and researchers on strategic investment and/or market-related topics. Ability to articulate complex investment concepts and strategies to clients
• Firm grasp of trends impacting institutional markets and understanding of how these trends affect asset managers.
• Working knowledge of investment manager competitive landscape with ability to recognize and articulate the value proposition of an organization's people, business model, strategies, etc.
• Experience in the private markets industry, including hedge funds, real estate, private credit, and liquid alternatives a plus

• Bachelor’s Degree required; MBA and/or CFA strongly desired

• Series 7 and 63

The Team

The Investment Consultant Relations (CR) group sits within Fidelity Institutional, which is a business unit dedicated to the distribution of Fidelity’s equity, fixed-income, alternatives, high-income and global asset allocation investment capabilities to institutional channels. This role joins a team of 13 seasoned relationship managers and analysts dedicated to the investment consultant channel. CR is responsible for all consultant interactions, ratings development, and support of Fidelity investme