T. Rowe Price Senior Retirement Sales Executive in Owings Mills, Maryland
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 Senior Retirement Sales Executive sells 401(k) Retirement Plan Services (RPS) full -service record-keeping to small and mid-market clients (Defined Contribution plans under $50M in AUA) with the objective of creating a partnership with T. Rowe Price. The Sales Executive will work with the most complex and strategic sales opportunities. The Sales Executive will be based in the geographical territory in which he/she resides, and where he/she has an established network.
Develops sales pipeline through multiple marketing activities. This includes attending conferences, networking with competitors to stay current on industry practices, developing consultant and sponsor relationships through face-to-face meetings. Actively develops relationships with intermediaries in segments.
Manages the semi-finals / finals (onsite) process. This includes determining the appropriate strategy, developing sales presentations, and orchestrating all of the T. Rowe Price involved parties and other resources (Relationship Management, Installations, and Compliance). This person is responsible for leading / preparing the team for the sales presentation. In addition to managing this process, they will follow up on any meetings—both written and via telephone, and carry out any necessary subsequent negotiations. Builds effective working relationships with internal partners, working groups and other T. Rowe Price distribution channels.
Leverage sales support resources to develop RFP and coordinate activities throughout the sales process. Provide sales support strategic guidance regarding T. Rowe Price offerings for unique client needs. Keeps abreast of the current industry trends and practices. This is through networking with colleagues (outside of PS) in the Defined Contribution business and exchanging ideas with RPS colleagues.
Manages the negotiations process after the RFP has been submitted. This is a very iterative process of “fine tuning” the RFP to better meet the client’s needs. The Retirement Sales Executive will follow up with the potential client and/or consultant to gauge if there are areas where T. Rowe Price can be more competitive. The sales professional then works with Sales Managers on the issues. This may include adjustments to pricing and/or how T. Rowe Price is going to service a client.
College degree with 5+ years relevant experience
FINRA Registered Representative
Ability to think strategically
Strong organization skills
Excellent interpersonal skills with the ability to effectively communicate with individuals at all levels.
Flexible style with the ability to assess people and quickly understand their preferences and style in receiving information.
Must demonstrate strong communications skills – articulate with excellent writing skills
Strong platform presentation skills
Disciplined in their approach with an ability to work independently.
Entrepreneurial, self-starter, achievement oriented
Significant experience and network/book of business in the territory in a specific geographical location.
Sales Executives in Florida, Texas, or in New York/New Jersey are preferred, but not required.
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.