Institutional Sales Executive - Small Market

Vanguard•Los Angeles, CA

About The Position

To successfully build the institutional asset base with new business relationships and support the retention of client assets. Manages assigned territory to generate new relationships and broaden existing relationships with distributors, advisors, and other intermediaries in the Retirement Plan landscape and maximizes Vanguard asset capture for 401k clients with $0-$50M in assets under management. Works predominantly through field sales activity (65%) as well as through electronic and telephone communication (35%).

Requirements

Undergraduate degree or equivalent combination of training and experience.
Eight to ten years financial services experience with three to five years of successful institutional sales experience preferred
Three to five years of successful institutional sales experience preferred.
Proven ability to think and perform strategically, bringing innovative solutions to complex client or prospect situations.
Proven ability to successfully develop strong working relationships with executive management in the prospect organization and internally within Vanguard.
Extensive knowledge of institutional investment offerings and/or retirement plan services and competitive landscape.
Strong knowledge of the institutional competitive environment, preferred.
Excellent executive presence, poise and presentation skills.
Proven leadership and personnel development skills.
Series 7 and 63 licenses (or ability to obtain within 60 days).
Travel required.
Vanguard is not offering visa sponsorship for this position.

Nice To Haves

Master’s degree and/or Chartered Financial Analyst (CFA) preferred.

Responsibilities

Achieves established sales and retention goals through strategic selling activities.
Provides leadership and guidance to other sales executives, extended sales team members, and support staff to achieve the highest levels of performance in new business development.
Develops a strategic sales plan to efficiently identify new, quality business relationships and leverage Vanguard capabilities for maximum success.
Partners with advisor organizations to raise awareness and drive acceptance of Vanguard solutions that will help them achieve their goals.
Effectively represents Vanguard's investments and services to prospects, clients, and industry organizations in client/prospect meetings, at industry conferences, and via written, verbal and electronic media.
Leverages vendor partnership to deliver 401k plan solutions to prospective clients.
Develops strong relationships with senior and executive management of prospect and client organizations.
Effectively identifies prospect/client needs and proposes appropriate Vanguard solutions.
Raises awareness of Vanguard's investments and services through targeted prospecting activities.
Uses expertise of market and competitive environments to help position Vanguard's services appropriately.
Participates in special projects and performs other duties as assigned.