Field Sales Executive

2 weeks ago

Norcross, United States Vanguard Full time

Overview

Vanguard is seeking an established and successful sales professional with strong existing relationships in the RIA space to join our team as an External Field Sales Executive. You will perform on a senior team, alongside an internal sales partner, and you will be responsible for the territory management, pipeline, and day-to day management of a specific territory.

As the Field Sales Executive-RIA, Atlanta you are responsible for the growth and retention of assets among the Registered Investment Advisors in the territory. The focus is on growing market share and net cash flow within your defined book of business (Atlanta, Birmingham, Knoxville, and the Florida Panhandle). An ideal candidate has a track record of establishing and deepening RIA relationships, leading to increased retention, loyalty, and product/asset growth.

About Vanguard

At Vanguard, our core purpose is to take a stand for all investors, to treat them fairly, and to give them the best chance for investment success. We put our investors first in all we do, and because of it, clients, advisors, and institutions have entrusted $9.9 trillion in AUM to us.

Vanguards Financial Advisor Services is the largest and fastest growing division within Vanguard. Our sales team serves broker-dealers, RIAs, and bank clients by consulting them on their business and offering up investment products, research, and non-investment solutions to our clients, both to home office decision makers and advisors alike. We aim to be the advisor to the advisor, bringing the full breadth and depth of Vanguard to each interaction. The RIA Field Sales Executive identifies, builds, and develops new relationships in the independent advisor community, predominantly through in-person interactions.

Vanguards CEO, Salim Ramji has emphasized a strong focus on fixed income, and our aim will be to continue to show the value of Vanguard fixed income to the financial advisor community. Vanguard is a leader in both indexed and active product, but there is an opportunity for us to do more to bring superior performance at lower costs to the RIA community. We have the potential to disrupt the industry with our growing, world class lineup of fixed income funds while remaining a leader in indexed equities.

What it takes

  • Generates new relationships and broadens existing relationships with Registered Investment Advisors (RIAs) using a combination of electronic and in-person communication, with greater than 60% of interaction in-person. Seeks to understand the philosophy, preferences, and dynamics of RIAs and their client base. Acts as a trusted advisor/consultant in matching client needs with Vanguard resources.
  • Drives results by raising awareness of Vanguard's investments, products, and related services. Delivers key Vanguard messages through targeted activities including in-person meetings, virtual visits, phone calls, and attendance at national and regional industry conferences.
  • Builds and maintains a pipeline of viable sales opportunities, evidencing wins on a regular basis within the defined book of business.
  • Demonstrates a high level of expertise of capital markets, the investment management industry, and marketplace developments. Utilizes this expertise, along with product knowledge, to be a credible resource to clients and prospects and to effectively position Vanguard products and services.
  • Achieves established sales and activity goals within the spirit of Vanguard's Code of Ethics. Develops and implements a strategic sales plan to effectively identify quality new business relationships and retain current relationships while leveraging Vanguard capabilities for maximum success.
  • Develops strong relationships with senior and executive management (including C-suite) of prospect and client organizations.
  • Leverage technology and experimentation in the sales process
  • Coaches, collaborates, and provides insight and direction to less experienced sales executives, internal sales executives, and key internal stakeholders and partners.
  • Efficiently and effectively manages time to ensure prompt and accurate work on administrative tasks and responsibilities.
  • Meaningfully contributes to Vanguards corporate initiatives helps shape the vision, drive work forward, develop solutions, and ensure successful implementation/adoption.

Qualifications

  • Minimum ten years related experience. At least five years on experience selling into the Registered Investment Advisor channel required.
  • Undergraduate degree or equivalent combination of training and experience.
  • FINRA Series 7 & 63, required.

Special Factors

  • Candidate must be currently based in Atlanta, or willing to relocate to Atlanta.
  • Territory covers Atlanta, GA, Birmingham, AL, The Florida Panhandle, and Knoxville, TN.
  • Existing relationships and connectivity in the Atlanta RIA market is strongly preferred.
  • Knowledge of fixed income markets and fixed income investment landscape preferred.
  • CFA preferred.

Special Factors

Sponsorship

Vanguard is not offering visa sponsorship for this position.

About Vanguard

At Vanguard, we don't just have a missionwe're on a mission.

To work for the long-term financial wellbeing of our clients. To lead through product and services that transform our clients' lives. To learn and develop our skills as individuals and as a team. From Malvern to Melbourne, our mission drives us forward and inspires us to be our best.

Our commitment to diversity, equity, and inclusion

Vanguards commitment to diversity, equity, and inclusion (DEI) is central to our ability to deliver on our mission. We aspire to create a work environment that is inclusive, equitable, and diverseone that enables our employees, whom we call crew, to thrive and bring their best selves to work every day on behalf of our clients.

Cultivating DEI lifts our entire organization, and everyone shares accountability for our progressfrom our senior leaders who lay the foundation and set the example for inclusive behaviors to crew who are growing in their personal DEI learning experiences.

Together, were on a mission. We are fueled by the value of diverse voices and connected through friendships and a culture of carefor our clients, our communities, and each other.

Vanguards DEI journey has no finish line. Our commitment is enduring, and we remain focused on the path ahead. To learn more about Vanguard goals and progress toward DEI, download our Diversity, Equity, and Inclusion Report.

How We Work

Vanguard has implemented a hybrid working model for the majority of our crew members, designed to capture the benefits of enhanced flexibility while enabling in-person learning, collaboration, and connection. We believe our mission-driven and highly collaborative culture is a critical enabler to support long-term client outcomes and enrich the employee experience.

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