T. Rowe Price
Intermediary Sales Consultant – Variable Annuities – US Intermediaries (Finance)
Role Summary
The Intermediary Sales Consultant (ISC) is a sales and relationship partner with external sales professionals with whom they aid in the development of a specific territory and the management of relationships and sales opportunities with a target audience of Financial Advisors. Independently covers identified advisors based on advisor needs and/or refers them to external counterpart as appropriate. They maintain highly leveraged relationships to optimize engagements directly to advisors via phone and web-based sales capabilities. They're accountable for prospecting, selling, and retaining advisors within each assigned territory through a consultative process and will contribute to gross sales, net new flows (when applicable), redemption rates, and select activity targets, as well as maintain shared accountability for territory goals with external counterparts.
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Responsibilities
Relationship Management - this associate works with specifically Variable Annuities (VA) to optimize client coverage within a specified region. They have ownership for encouraging relationships with regionally assigned Internal Sales Desks, Internal Wholesalers and External Wholesalers. These client constituents are strategically targeted because of their crucial point-of-sale influence of insured product solutions with financial advisors. You are accountable to elevate TRP brand awareness, build client loyalty and drive sales with VA clients and financial advisors. You're responsible for consultative promotion of TRP investments currently positioned on the VA provider's investment platform as well as collateral through proactive outbound call initiatives, e-mail campaigns and other conventional forms of communication. You advocate on behalf of the firm's internal selective disclosure policies and are accountable for maintaining a high level of industry knowledge, familiarity of the client's business strategy and product/distribution structure.
Territory Management - You own prioritized client relationship assignments developed in conjunction with National Accounts, Divisional Sales Leadership, and their respective ISC business partners in other channels. This associate identifies key short and long-term opportunities and documents territory sales measurements towards attainment of sales/service goals and overall growth of territory. You work with an external counterpart to develop annual client service plans for assigned clients within the region and documents progress. This associate assesses territory client activity to identify trends, issues and opportunities. You partner with other key US Intermediary (USI) associates in developing VA wholesaler engagement themes/campaigns that serve as crucial supplements to help increase VA sales. You collaborate with Regional Managers and ISCs to ensure cross segment consistency in delivery method and messaging of sales campaigns.
Business Development - The role requires a high degree of investment and VA product knowledge, and the ability to influence internal/external platform wholesalers. You work autonomously on most opportunities but also maintain accountability of collaborating in a regional partnership with their respective business partners to proactively identify sales opportunities and deepen territory management efficiencies. You are a creditable external meeting proxy for highly-leveraged intermediary client engagements.
Sales Support and Follow-up - You work closely with the assigned external partner to deliver on preparation and follow-up items that help to ensure that each partner has optimization when in the field. This includes but is not limited to the following activities such: post face to face meeting follow-up emails and outbound calls to advisors/key contacts; preparation work for investment professional meetings and/or due diligence meetings held by either the ISC or the external partner; coordination with Service team of other non-client facing activities, such as Morningstar or Brightscope Reports.
Travel/Client Facing Engagements - You should expect to attend periodic conferences to represent the firm and to win leads for all territories. Regular territory travel with their territory partner 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. You're encouraged to provide insight and proactive ideas for improvement to optimize internal/external salespeople's time as well as to build improved client experience.
Qualifications
Required:
Regional Requirements:
Preferred:
Job Family: Sales & Relationship Management
Track: Knowledge Management
Level: KM3
Minimum Salary (USD) starts at:
$70,000
(Colorado only*) Salary range minimum is one component of our total compensation and benefits package.
Note: Disclosure as required by sb19-085 of the minimum salary compensation for this role when being hired into our offices in Colorado.
T. Rowe Price is committed to providing our associates with a comprehensive total rewards benefit program, including wellness, retirement and quality-of-life benefits. Please view What We Offer to see what's available to you.
As part of T. Rowe Price's Health and Safety protocols, effective October 19, 2021, any US-based new hires, including interns will be required to be fully vaccinated against COVID-19 or have a valid medical or religious exemption from receiving a COVID-19 vaccine.