PRIMARY PURPOSE OF THE POSITION
The Sales Support Liaison provides critical deal-specific sales support to sales executives in the field and general business support for the Sales Management Team. The liaison participates in every aspect of the sales process, including lead generation, pricing, RFP response, presentation prep, and onsite visits. The position exists so that the sales process can proceed quickly and efficiently, which leads to more new business and new assets for the firm. Liaison relies on product expertise and knowledge of sales processes to provide high level support for the largest and most complex accounts.
Evaluates new retirement plan opportunities by collecting data from RFPs and through direct working relationships with sales managers, sales executives, relationship managers, prospective clients, consultant firms, and advisor firms. Constructs pricing proposals for the most complex scenarios based on industry experience, competitive industry data and internal financial guidelines. Initiates preliminary pricing and service proposal strategy to come up with the most competitive combination of service levels and investment management strategies, often operating outside standard protocols in order to develop the most competitive approach. Cultivates relationships with prospective clients and intermediaries by responding to these opportunities quickly and accurately.
Direct relationship management with RFP coordinators at key intermediary firms, exerting influence as appropriate to ensure T. Rowe Price (TRP) is included and viewed favorably in new business opportunities. Oversees full cycle management of the RFP process from pricing through final editing and delivery. Reviewing, editing, customizing RFP responses to better position TRP to reach the finals.
Audits CRM opportunities and working with sales executives to improve future CRM accuracy.
Supporting the sales producers in preparing for prospect meetings and finals presentations through researching and creating prospect profiles, drafting finals prep memos, obtaining presenters for finals and references.
Provides key support with marketing efforts such as providing support to sales producers and intermediary sales and service professionals in fulfilling their marketing plans for their targeted prospects and intermediary relationships. Independently initiates calls for leads and often represents sales managers and sale operations in marketing related projects or initiatives.
Triaging TRAC micro leads, following up with both intermediary and prospects to close TRAC business.
Experience in Retirement Plan Services (RPS) pricing models
Experience with RPS database and reporting systems
Willingness and ability to travel periodically
Knowledge of TRP Products and Services
College degree and three to five years of relevant work experience (TRP, RPS knowledge preferred)
Series 7 and 66 licenses
Previous experience working in an Investor Center or Client Service environment
College degree and 1 year of related work experience, or Associate degree and 3 years related work experience, or High school diploma/equivalent and 5 years related work experience.
Series 6 & 63 licenses (or equivalent)
Strong client service focus and dedication
Solid business acumen
Attention to detail and accuracy
Analytical and project planning skills
Strong interpersonal and relationship management skills
Influencing and negotiation skills
Demonstrated ability to take initiative and follow up with prospects and sales leads independently
Strong oral and written communication skills
Collaborative team player
Strong Windows application software knowledge
Well-organized and able to balance competing priorities
T. Rowe Price is an Equal Opportunity Employer
T. Rowe Price Investment Services, Inc. - 2 years ago
T. Rowe Price Group administers an eponymous family of about 100 mutual funds in a variety of investment styles. Traditionally oriented...