VP, Institutional Relationship Manager

Fidelity Investments

1d•Hybrid

About The Position

The Vice President, Institutional Relationship Manager (IRM) acts as the primary strategic contact for several of Fidelity Charitable’s largest and most valuable institutional relationships. This role develops a detailed understanding of client's business and critical initiatives. The IRM will develop a proactive engagement plan that improves the overall relationship and accurately positions Fidelity Charitable solutions and products. This role will be responsible for business development, client growth, client retention, client satisfaction, risk management, acting as lead representative for Fidelity Charitable. The role is responsible for delivering thought leadership, consulting on industry trends, providing executive engagement and acting as the overall advocate for the client. The position will report to the Head of Institutional Relationship Management.

Requirements

10-15 years successful sales or relationship management experience in the financial services industry.
Strong knowledge of the RIA, Family Office, Brokerage and Wirehouse markets; understanding of the industry, financial markets and competitive influence.
BS Degree or equivalent experience required

Responsibilities

Navigates effectively across Fidelity Charitable and the Fidelity enterprise to bring appropriate resources to bear to help drive client growth in a scalable and economically viable manner.
Develops a deep understanding of client business model, evaluating key aspects of their business, employing consulting and discovery tools and best practices to develop the overall Fidelity Charitable relationship.
Conducts regular client business reviews to discuss and develop the Fidelity Charitable relationship.
Provide overall client accountability and book management of a sophisticated portfolio of clients.
Lead the client relationship management team comprised of members of Fidelity Charitable’s Client Experience, Complex Asset, Program, and other internal business partners with a common goal of overall client satisfaction.
Drives executive leadership engagement at industry events and keeps firms apprised of topical events/webinars to support staff development and growth in charitable space.
Responsible for contribution and adoption growth across the institutional relationships.
Lead implementation oversight of the key account relationship management model for top Fidelity Charitable relationships.
Responsible for deploying client account plan, lead all aspects of pipeline discussions and properly prepare institutions for annual planning and Giving Season readiness.
Documents client activities, business opportunities, call reports and all communications with clients on a timely basis.
Highlights Fidelity Charitable events and webinars and drives attendance.
Proposes and coordinates consulting engagements with Fidelity Charitable subject matter experts based on business need (e.g., Practice Management, Technology, Investments).
Develop strong working partnerships across the Client Engagement Group to drive engagement, coordinate field interaction and communicate best practices.
Is responsible for client satisfaction and retention by collaborating with service and other key business partners to improve and enhance their daily experience.
Mitigates risk to Fidelity and our clients (e.g., key policy awareness and compliance, looking for potential watch outs on firm practices, and collaborating with our internal partners to raise concerns).
Cultivates collaborative relationships with key internal business partners across Fidelity.
Fosters sharing of best practices across the segment and broader organization.
Recommends product/service improvements.
Commits to ongoing professional development (i.e., learns and articulates Fidelity value vs. competition, expands skills/knowledge/credentials)
Ability to effectively build and manage relationships with demanding and complex Firm Leaders and Centers of Influence in a highly competitive environment.