Direct Sales, Senior Specialist

Vanguard•Malvern, PA

2d•Hybrid

About The Position

This role is responsible for the growth of prospects within an assigned book of business, which includes small to mid-size prospects with higher complexity. The primary focus is on driving Client Lifetime Value growth across Recordkeeping, Advice, and I/O. The specialist will develop and execute strategic business plans, implement long-term relationship retention and growth strategies, and strategically navigate prospect organizations to position Vanguard IIG services, solutions, and products. The role also involves leading and executing RFP processes, achieving sales, satisfaction, and retention goals, and coaching internal teams and less experienced sales executives. Collaboration with divisional business partners to secure appropriate SMEs and resources is key, as is leveraging the client support structure to maximize the Client Service Executive's time. Travel up to 50% is required, and participation in special projects is expected.

Requirements

Five years financial services experience
At least three years in a senior level client or prospect relationship role
Undergraduate degree or equivalent combination of training and experience
This job requires a regulatory license and/or registration (e.g. FINRA, state, SFC). These will be determined by Compliance based on role-specific duties.

Nice To Haves

Graduate degree preferred

Responsibilities

Responsible for the growth of prospects within their assigned book of business, focusing on small to mid-size prospects with higher complexity and opportunities for Client Lifetime Value growth.
Develops and communicates strategic business plans for all prospects within the assigned book of business and implements long-term relationship retention & growth strategies.
Strategically navigates prospect organizations to evaluate needs and position Vanguard IIG services, solutions, and products.
Leads and executes on RFP processes.
Achieves established sales, satisfaction, and retention goals through personal direction of all executive and staff level activities of the sales process.
Coaches internal teams towards achieving book of business strategy, shares best practices and learnings.
Facilitates strong business support by working with team members to promote a consistent approach to decisions and prospect propositions, and drives connection across all appropriate internal and external stakeholders.
Influences and collaborates with divisional business partners to offer and dedicate the right SMEs and resources when appropriate.
Diligently leverages and reinforces the client support structure to maximize the CSE’s time for clients and prospects.
Coaches, collaborates, and provides insight and direction to less experienced sales executives and internal partners.
Travel requirement: Up to 50%
Participates in special projects and performs other duties as assigned.