Sr. Retirement Sales Executive, Large and Mid-Market (>$50m)- Mid Atlantic at T. Rowe Price in Owings Mills, Maryland

Job Description:

There is a place for you at T. Rowe Price to grow, contribute, learn, and make a difference. ​ We are a premier asset manager focused on delivering global investment management excellence and retirement services that investors can rely on today and in the future. The work we do matters. We invite you to explore the opportunity to join us and grow your career with us.

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 of customer to help shape our offers and experiences


• Strong sense of end to end accountability for territory outcomes and results

FINRA Requirements

FINRA licenses are required and will be supported for this role.

Work Flexibility

This role is eligible for full time remote work.

Base salary ranges:

$126,500.00 - $228,500.00 for the location of: California, New York
$126,500.00 - $228,500.00 for the location of: Washington, D.C
$126,500.00 - $228,500.00 for the location of: Colorado, Maryland, Washington and all other US locations

Placement within the range provided above is based on the individual’s relevant experience and skills for the role.  Base salary is only one component of our total compensation package.  Employees may be eligible for a discretionary bonus, which is determined upon company and individual performance. 

This job posting is expected to be available until:

11/30/2024

Commitment to Diversity, Equity, and Inclusion

We strive for equity, equality, and opportunity for all associates. When we embrace the power of diversity and create an environment where people can bring their authentic and best selves to work, our firm is stronger, and we create greater value for our clients. Our commitment and inclusive programming aim to lift the experience for each associate and builds allies for our global associate community. We know that a sense of belonging is key not only to your success at the firm, but also to your ability to bring your best each day.

Benefits

We value your goals and needs, at work and in life. As an associate, you’ll be supported with resources, benefits, and work-life balance so you can thrive in ways that matter to you.   

  

Featured employee benefits to enrich your life:   

• Competitive compensation  

• Annual bonus eligibility  

• A generous retirement plan  

• Hybrid work schedule  

• Health and wellness benefits, including online therapy  

• Paid time off for vacation, illness, medical appointments, and volunteering days  

• Family care resources, including fertility and adoption benefits  

  

Learn more about our benefits.  

 

Our policies may change as our working lives evolve. Yet, our commitment to supporting our associates’ well-being and addressing the needs of our clients, business, and communities is unwavering.

T. Rowe Price is an equal opportunity employer and values diversity of thought, gender, and race. We believe our continued success depends upon the equal treatment of all associates and applicants for employment without discrimination on the basis of race, religion, creed, color, national origin, sex, gender, age, mental or physical disability, marital status, sexual orientation, gender identity or expression, citizenship status, military or veteran status, pregnancy, or any other classification protected by country, federal, state, or local law.

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