About the position
Financial Advisor Services (FAS) is the largest and fastest-growing of Vanguard's four client-facing businesses. FAS provides investments, services, education, and research to more than 150,000 financial advisors - and by extension 24 million individual investors - representing about $3 trillion in assets. Vanguard's financial advisor clients include broker-dealers, asset managers, bank trust departments, registered investment advisors, and insurance companies. Aligned with Vanguard's core purpose, the FAS vision is to be the advisor to the advisor. This means having low cost, high quality enduring products through intermediaries, where we can scale our impact. The Key Accounts Sales Executive for the Bank Channel is responsible for cultivating and growing strategic partnerships with regional and community banks to drive sales of the company's financial products and services. This role requires a deep understanding of the unique operational models, client bases, and regulatory environments of regional and super regional banking institutions and focuses on delivering tailored solutions that align with both partner and corporate objectives. The executive will lead relationships with approximately 15-20 regional banks across southern states (e.g., TX, LA, AL, MS, GA), primarily in Texas, and key relationships in Hawaii.
Responsibilities
- Put clients first and deliver results with integrity - Build trust by leading with integrity, delivering real value, and upholding Vanguard's Code of Ethics in every interaction.
- Drive growth with purpose - Develop and execute strategic territory plans that uncover new opportunities, expand relationships, and deliver measurable outcomes.
- Engage at the highest level - Influence senior and executive partners with credibility and insight to advance shared goals.
- Communicate with conviction - Present Vanguard's capabilities clearly and persuasively across in-person, written, and digital channels.
- Prospect with intent - Execute focused outreach strategies to build awareness, open doors, and deepen engagement.
- Manage complexity with clarity - Serve as a strategic partner to your most sophisticated clients, aligning long-term plans with evolving business needs.
- Achieves established sales and retention goals through personal direction of all executive and staff level activities of the sales process.
- Develops a strategic sales plan for a specific territory and/or target client segment to efficiently identify quality new business relationships.
- Effectively presents Vanguard's investments capabilities and services to prospects, clients, consultants and industry organizations.
- Develops positive relationships with senior and executive management of prospect and client organizations.
- Implements long term relationship growth strategies for key territory prospects.
- Uses expertise of market and competitive environments to help position Vanguard's services appropriately.
- Develops knowledge of regulatory environment and ensures that Vanguard operates in compliance with applicable regulations.
- Coaches, collaborates, and provides insight and direction to less experienced sales executives and internal partners.
- Participates in special projects and performs other duties as assigned.
Requirements
- Minimum five years of experience in financial services sales, with a focus on bank or institutional channels.
- Strong understanding of the regional and community banking landscape, including distribution models and compliance considerations.
- Proven ability to develop and execute strategic account plans and deliver results.
- Strong Fixed Income acumen.
- Ability and willingness to travel a minimum of 60% required.
- FINRA Series 6 or 7 and 63 or ability to obtain.
Nice-to-haves
- CFA highly preferred.
