Director Custody Pricing – FI Finance

Fidelity • Boston, MA

4d • Onsite

About The Position

The Director is responsible for all financial elements within the end-to-end lifecycle of sales deals and pricing negotiations in the Registered Investment Advisor (RIA) and Fidelity Family Office Solutions (FFOS) segments of the Fidelity Institutional (FI) business. This process typically includes in-depth financial analysis to evaluate deal profitability, engagement with FI senior management for deal escalations, and significant interaction with the Sales and Relationship Management (RM / RMD) organization. The role also engages with business partners across FI on key initiatives including new pricing constructs and product solutions to drive revenue growth. The Director will work for the VP of Finance, Custody Pricing. In addition to the above, the Director will drive a programmatic shift in workload (e.g. automate margin requests, drive transparency to the RMD / RM business community on all aspects of pricing). The goal will be to leverage capacity from automation to win in the space – help drive artificial intelligence / predictive analytics, discover MA opportunities (aggregators), better support Clients in Common, / hybrid models, deliver a process for lookback analysis / handoffs, design automated dashboards w Client Analytics team, redefine rack rates on margin, and work on pricing architecture for the future of the Custody space. This role supports the pricing efforts of the competitive and evolving RIA and FFOS market segments. Analysts work closely with Relationship Management, Sales, Product, and Platform specialists to develop and evaluate various pricing strategies and value business opportunities. Primary activities include valuing prospects, formulating pricing strategies, translating that strategy to a financial model/forecast, drafting pricing documentation, and effectively articulating the analysis and resulting strategy to senior finance and business management. As a senior analyst, this position will lead large complex deals, act as a leader within the group, become a subject matter expert in an evolving market place, and bring experience and thought leadership to the group and the group’s business partners.

Requirements

• Strong MS Excel financial modeling skills and the ability to work with large amounts of data.
• Experience with Business Objects or other database tools a plus.
• Understanding of valuation concepts including NPV, IRR, and Return on Invested Capital.
• Familiarity with the financial advisory business model.
• Understanding of the products and services involved in the brokerage business, including deep knowledge of mutual funds and the associated economics.
• A Bachelor's degree in Finance, Accounting, Economics or equivalent training.
• 8 years of financial analysis work experience.
• Confidence, business maturity, and presence to work independently and drive sales and RM client opportunities to completion through the creation of timely and accurate financial analysis to aid senior leaders in decision making.
• Outstanding critical thinking, problem solving, and analytical skills, including the ability to broadly apply financial and accounting principles to a variety of standard and ad-hoc analysis and to quickly learn multiple financial data and reporting systems and navigate them simultaneously.
• Strong interpersonal skills to effectively and confidently communicate findings and influence senior decision makers.
• Proven ability, flexibility, and resourcefulness to manage several priorities in a deadline driven environment, having comfort with ambiguity.
• The ability to independently construct a business case.

Nice To Haves

• Experience with Business Objects or other database tools.

Responsibilities

• Responsible for all financial elements within the end-to-end lifecycle of sales deals and pricing negotiations in the RIA and FFOS segments.
• Conduct in-depth financial analysis to evaluate deal profitability.
• Engage with FI senior management for deal escalations.
• Interact significantly with the Sales and Relationship Management (RM / RMD) organization.
• Engage with business partners across FI on key initiatives including new pricing constructs and product solutions to drive revenue growth.
• Drive a programmatic shift in workload, such as automating margin requests and driving transparency to the RMD / RM business community on all aspects of pricing.
• Leverage capacity from automation to win in the space, including driving artificial intelligence / predictive analytics, discovering MA opportunities, better supporting Clients in Common / hybrid models, delivering a process for lookback analysis / handoffs, designing automated dashboards with the Client Analytics team, redefining rack rates on margin, and working on pricing architecture for the future of the Custody space.
• Value prospects, formulate pricing strategies, and translate that strategy to a financial model/forecast.
• Draft pricing documentation.
• Effectively articulate the analysis and resulting strategy to senior finance and business management.
• Lead large complex deals.
• Act as a leader within the group and become a subject matter expert in an evolving market place.
• Bring experience and thought leadership to the group and its business partners.
• Deliver timely, accurate, and decision-ready financial information to business partners.
• Go above and beyond the base level of analysis to deliver pricing strategy and guidance to sales and relationship management partners.
• Take complex topics and explain the key points to technical and non-technical audiences.

Benefits

• Comprehensive health care coverage
• Emotional well-being support
• Market-leading retirement
• Generous paid time off
• Parental leave
• Charitable giving employee match program
• Educational assistance including student loan repayment, tuition reimbursement, and learning resources to develop your career.

What This Job Offers

• Job Type: Full-time
• Career Level: Director