Senior Sales Development Manager- Western Division

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, you will be responsible for the development of strategic relationships with the Centers of Influence (COI) at our largest broker dealer clients to execute on account plans and firm goals. In this role you will:

Be responsible for sales and revenue generation and/or client relationship management for large, highly complex accounts with our top Broker Dealer clients (Morgan Stanley Wealth Management, LPL, Raymond James, UBS, and Wells Fargo Advisors). 

Create, monitor, and revise lead generation plans for the development of new revenue pipelines. Initiate and uncover local, regional and national opportunities.

Maintain extensive industry experience and proactively researches trends, competitor services/offerings, and clients' business environment.

Oversee the most complex or large/key client relationships with high visibility across the Centers of Influence (COI) within the organization. 

Serve 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 the achievement of substantial sales targets in critical markets by partnering with TRP Field sales associates on localized opportunities targeted areas requiring increased resources.

Lead COI engagement within assigned territory, assisted by a Senior Client Engagement Manager (CEM) and Associate Client Engagement Manager, to Position TRP capabilities and resources available to accelerate Financial Advisor engagements leading to new business.

Utilize available data to prioritize and target top branches/complexes needed to “win” within regions to gain market share.

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 teams across the business unit to deliver tailored presentations based on custom needs of large, complex clients.
• Develops new leads with large, complex clients and pitches new opportunities.  Serves as a highly regarded expert on best practices, new regulatory requirements, industry trends, and competitor services/offerings throughout the business unit.
• Partners with business leaders to understand primary sales issues and gaps in products and services to develop strategies to improve performance.
• Analyzes highly complex data, trends, plan changes, and strategies to keep up to date with sales/relationship performance.
• Leverages expertise to interpret and apply highly complex key metrics in advising clients. Applies significant influence, guiding client decision-making on matters of high importance and significant financial risk.
• 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. 
• Presenting TRP’s Practice Management Programs to varying audience sizes
• Travel required within territory.  Estimated percentage of travel is 75% of time.  

Qualifications:

Required:

• Bachelor's degree or the equivalent combination of education and relevant experience AND 10+ years of total relevant work experience.
• Series 7 required. 

Preferred qualifications:

• Experience working with target firms such as Merrill Lynch, Morgan Stanley Wealth Management, LPL, Raymond James, UBS, and Wells Fargo Advisors. 
• Experience driving sales and revenue generation and/or client relationship management for large, highly complex accounts.
• Experience leading idea generation and driving the development of effective messaging and tactics to successfully promote the organization's products and services to senior client contacts.
• Strong organizational, time management, and relationship management skills
• Ability to drive results and operate independently.
• Team orientation with intentional mindset to partner and build business collaboratively.
• Ability to travel extensively in the territory.

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:

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:

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

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.