Head of DCIO Field Sales
Owings Mills, MD
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 Head of DCIO Sales is responsible for developing and leading a team of territory based sales associates who are responsible for promoting the distribution of T. Rowe Price's investment management strategies and related mutual funds/vehicles through the intermediary distribution teams of providers that target their sales efforts in the Independent Broker/Dealer and Wirehouse advisor channels. In addition, this position is required to identify, acquire, and develop relationships with key senior leaders with our partner firms. A critical responsibility for the Head of DCIO Sales and their supporting team is to retain the firm's current book of business while also continuing to develop new client opportunities broadly. As a member of the US Intermediaries (USI) Retirement lead team, this position will assist in the development of the USI Retirement strategy, goals/objectives, and the creation of the infrastructure and governance model. The ideal candidate will also be responsible for developing and executing a business model that is scalable and flexible as USI Retirement expands - monitoring resources, processes and systems to deliver world class service. The ideal candidate will identify efficiencies and ensure processes and policies are in place to support the business, meet client needs and minimize risk to T. Rowe Price.
•Manages remote associates who provide proactive sales to prospective and existing clients to deepen our awareness and product share across the client set. Travels extensively to provide direct coaching and feedback to direct reports. Responsible for ensuring compliance with policy and regulatory requirements in regard to day-to-day client interactions. Develops and executes appropriate metrics for staff. Liaises with shared services to develop service protocols.
•Manage Senior Leadership Client Interactions – identifies, develops, builds, and maintains strong client relationships with senior leadership and home office representatives, as appropriate with our DCIO clients. These interactions include attending client national sales meetings, conducting senior leadership meetings with targeted clients, attending industry conferences, partnering close with our home office National Accounts team and serving on industry boards.
•Assists in informing and own delivering of strategy for the DCIO business by working across various teams within the firm to address formulation of sales policies and designs. These projects entail working with various groups within T. Rowe Price; leveraging tools to deliver services in the most efficient manner possible while minimizing conflict with existing policies and practices. Synthesizing data to help inform innovative solutions for the business on behalf of our clients. Gains understanding of issues and negotiates as necessary to reach desired results while minimizing conflict. Ensures adequate documentation of workflow processes. Doing all while maintaining a voice of the client and brining that into internal conversations.
•Leadership: Develop, design and lead strategy, change, communications, and teams toward our annual goals as well as our long-term strategic goals for the business and for T. Rowe Price clients.
•College degree and 6 years of related work experience, or
•Associate degree and 8 years related work experience, or
•High School diploma/equivalent and 10 years related work experience
•FINRA Series 7 and Series 63 licensed
•FINRA Series 24 within first 90 days of employment, if not already registered
•Deep experience providing coaching and feedback to impact long term growth trajectory of direct reports
•Strong verbal and written communication skills for impact to direct team as well as broadly across the segment, enterprise-wide distribution, and the firm at large
•Exceptional Interpersonal skills to influence decisions
•Experience within the DC and/or DCIO specific space
•Ability to work across teams and proven strong collaboration capabilities
•Project leadership experience and ability to deliver strategy and execute for top notch results
•Ability to set expectations with others and negotiate as well as hold them accountable to those expectations
•Exceptional time management skills
•Deep knowledge of financial markets
•Advanced sales, service, and relationship management skills
•Outstanding sales and business leadership skills
•5 or more of sales management experience
•MBA, CFA, CIMA or CFP designation
•Knowledge of T. Rowe Price's US Intermediaries business processes
•Knowledge of T. Rowe Price's products divisions and investment management systems and operational processes
•Knowledge of intermediary distribution and associated servicing requirements
•Ability to adapt to quickly changing priorities and ad hoc requests
•External client-facing or client management experience in the financial services industry
•Broad and deep knowledge of DCIO industry
T. Rowe Price is an Equal Opportunity Employer