Relationship Management Associate, Institutional (Sales)

Role Summary

Responsible for partnering with the Americas sales executives on sales and revenue generation and/or client relationship management for larger/more complex accounts. Responsibilities include developing and monitoring lead generation plans for new revenue pipelines; building industry experience and proactively researching trends, competitor services/offerings, and clients' business environment; identifying opportunities based on client goals that may cross multiple business unit services/offerings. Support the achievement of sales targets.

Responsibilities

• Partners with RMs to sell the organization's products and/or services and promotes the firm's services and offerings. Participates in the negotiation of sales of products and services across internal departments, and in structuring deals in the best interests of the client and the firm. Identifies and qualifies prospects for RMs, develops a “trusted advisor” relationship, and helps them find solutions to address client needs. Evaluates the potential of prospects; develops and executes a plan for capitalizing on those opportunities. Develops knowledge of Americas clients, their sensitivities, and their business needs to affect their decision-making. Coordinates sales opportunities for assigned clients across T. Rowe Price business units, as necessary.

• Partners with marketing team contacts and other sales teams to drive marketing programs and content. Participates in idea generation and the development of messaging and tactics to promote our products and services. Keeps abreast of engagement activity occurring throughout the firm. Liaises with relevant business contacts (internally and externally) to coordinate services to the client. Escalates relevant issues to senior team members or management. Applies high client service protocols to ensure client satisfaction.

• Develops relationships with client contacts to conduct meetings and deliver presentations on new products and services. Generates new leads through client and market research. Develops custom approaches for clients based on individual needs.

• Partners with teams across the enterprise to understand best practices in client services, applicable regulatory requirements, industry trends, and competitor services/offerings. Applies research findings to generate regional sales strategies and materials generation. Completes assigned action plan implementation tasks and may assign implementation activities to less experienced professionals. Analyzes complex data, trends, plan changes, and strategies to keep up to date with sales/relationship performance. Leverages data and uses complex key metrics to directly manage and respond to client inquiries; resolves problems and makes recommendations within scope of knowledge.

• Negotiates sales across a wide product and services portfolio, engaging the appropriate internal contacts, as directed, to ensure contract requirements are in alignment with organizational policies and standards. Seeks final approval from all required parties.

Qualifications

Required:

• Bachelor's degree or the equivalent combination of education and relevant experience AND

• 5+ years of total relevant work experience

• FINRA licenses (Series 7 and 63) licenses are required and will be supported for this role.

Preferred:

• Knowledge of fixed income markets and fixed income products preferred

• CFA certification preferred, but not required

FINRA Requirements

FINRA licenses are required and will be supported for this role.

Work Flexibility

This role is eligible for hybrid work, with up to two days per week from home.

Base Salary Ranges

Please review the job posting for the location of this specific opportunity.

$106,000.00 - $181,000.00 for the location of: Maryland, Colorado, Washington and remote workers
$106,000.00 - $181,000.00 for the location of: Washington, D.C.
$106,000.00 - $181,000.00 for the location of: New York, California

Placement within the range provided above is based on the individual's relevant experience and skills for the role.  Base salary is only one component of our total compensation package.  Employees may be eligible for a discretionary bonus, which is determined upon company and individual performance.

Commitment to Diversity, Equity, and Inclusion

At T. Rowe Price, our associates are our greatest asset. We thrive because our company culture is built on inclusion and because we sustain a work environment where associates can bring their best selves to work every day. The backgrounds, talents, and experiences of our global associates allow us to embrace new ideas and perspectives that move our business priorities forward and enable us to deliver strong client outcomes. Here, you can expect equal opportunity and fair and consistent treatment for all. 

Benefits

T. Rowe Price is an equal opportunity employer and values diversity of thought, gender, and race. We believe our continued success depends upon the equal treatment of all associates and applicants for employment without discrimination on the basis of race, religion, creed, color, national origin, sex, gender, age, mental or physical disability, marital status, sexual orientation, gender identity or expression, citizenship status, military or veteran status, pregnancy, or any other classification protected by country, federal, state, or local law.