T. Rowe Price Internal Sales Consultant in Colorado Springs, Colorado
Our mission as a leading investment management firm is to help our clients achieve their long-term financial goals. We believe our associates are the key to this mission and we are always looking for talented individuals who share our commitment to our client’s success.If you’re looking for challenging work experiences and the ability to learn in a collaborative culture, we invite you to explore the opportunities available at T. Rowe Price.
PRIMARY PURPOSE OF THE POSITION
The Internal Sales Consultant is a sales producing role that partners directly with external sales professionals (Regional Investment Consultants) to co-own the territory and 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 sales and relationship management intersection to optimize engagements directly to Broker Dealer advisors with elevated frequency because of the ISCs internal-domiciled and largely phone based sales capabilities. The role is responsible for prospecting, selling, and retaining Broker Dealer advisors through a consultative process and will be measured against 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 RIC to optimize client coverage within a specific territory. 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 advisors and/or teams that could provide mutual benefit for the territory and the firm. The incumbent is accountable to elevating T. Rowe Price’s brand awareness, building client loyalty, growing the distribution, and driving sales among Broker Dealer financial advisors within the assigned territory. Sales ability, prospecting experience, knowledge of TRP investment products and service offerings, broker dealer platforms and products availability, as 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 discover opportunities and to influence sales. The incumbent works collaboratively with the assigned RIC to proactively identify sales opportunities and to deepen overall territory 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 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 RIC to deliver on preparation and follow up items that help to ensure that the 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 RIC; 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 RIC 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.
College degree and two years of related work experience
Series 7 and 63 Licenses
Intermediate investment/product knowledge
Strong consultative phone and sales skills
Demonstrated success in an autonomous, proactive environment
Strong investment/product knowledge
Sophisticated relationships management skills
Strong interpersonal skills and ability to flex to the client
Energized by a collaborative and competitive environment
Flexibility and a willingness to grow and change within an evolving organization
Proven results using a consultative sales process
Strong desire to remain aware of continuous developments in the economy and financial services industry
Advanced presentation and communication skills
High attention to detail and documentation process
Bachelor’s degree in finance or economics
MBA, CFA, CFP, CIMA
Comprehensive knowledge of the financial service industry
Previous intermediary experience
T. Rowe Price is an Equal Opportunity EmployerT. Rowe Price is an asset management firm focused on delivering global investment management excellence and retirement services that investors can rely on–now, and over the long term.