PRIMARY PURPOSE OF THE POSITION
The Intermediary Sales Consultant is a sales and relationship partner with external sales professionals (Regional Investment Consultants) with whom they aid in the development of each respective territory and the management of relationships and sales opportunities with Broker Dealer Financial Advisors. Independently covers identified advisors based on advisor needs and/or refers them to external counterpart as appropriate. In this specialized role, the ISC maintains a highly leveraged relationship to optimize engagements directly to Broker Dealer advisors with an elevated frequency via phone based sales capabilities. The role is responsible for prospecting, selling, and retaining Broker Dealer advisors clients within each assigned territory through a consultative process and will contribute to gross sales, net new flows, redemption rates, and select activity targets, as well as maintain shared accountability for territory goals with external counterparts.
Relationship Management: The ISC works in partnership with the assigned RICs to assist in optimizing client coverage within three specific territories at once. This work includes both cultivating existing relationships to deepen and broaden those with T. Rowe Price while also strategically prospecting within key firms to discover those that could provide mutual benefit for the territory. The incumbent is accountable to aiding the RICs in elevating T. Rowe Price’s brand awareness, building client loyalty, and growing the distribution of TRP products, and driving sales among Broker Dealer financial advisors within the assigned territories. Sales ability, prospecting experience, knowledge of TRP investment products and service offerings, knowledge of broker dealer platforms and products availability, well as marketing offering will be necessary in this role.
Business Development: Accountable for new business development within the assigned territory in partnership with external counterpart. The incumbent requires a high degree of investment knowledge and the ability to present to and to influence key decision makers (ranging from Independent Broker Dealer advisors to wire house complex branch managers and admin gatekeepers to dedicated analysts on branch teams) to uncover potential opportunities for assigned RICs to deepen relationships and to influence sales for the firm. The incumbent works collaboratively with the assigned RICs to proactively identify sales opportunities, deepen overall territories and will independently sell to prospects as well as deepen relationships with existing advisors. Advisor segmentation will vary based on territory and needs of advisors to determine who will provide primary coverage and own relationship. Internal Sales Consultants will utilize the Service Associate role to perform some specific non-client engagement activities for the internal partners and their advisors.
Territory Management: Maintains list of prioritized advisors that has been developed in conjunction with their external counterpart and manager, prospects short and long-term opportunities. Tracks territory sales measurements towards attainment of sales/service goals and overall growth of territory. Works with manager to develop territory plan and monitors progress. Monitors territory client activity to spot trends, issues and opportunities.
Sales Support and Follow up: The incumbent will work closely with the assigned RICs to deliver on preparation and follow up items that help to ensure that each RIC has optimization when in the field. This includes but is not limited to activities such as the following: post face to face meeting follow up emails and outbound calls to BDFAs; preparation work for Investment Professional meetings and/or due diligence meetings held by either the ISC or the assigned RICs; Coordination with Service team of other non-client facing activities, such as Morningstar reports
Travel/Client Facing Engagements: The ISC can expect to attend periodic conferences to represent the firm and to win leads for all territories within the Broker Dealer channel. Regular field travel alongside the assigned RICs is also required.
CRM: Appropriately document and update our CRM (Salesforce.com) to ensure the integrity of our data as well as deepening expertise within the system. Expected to provide insight and proactive ideas for enhancement to optimize internal/external sales people's time as well as to create improved client experience.