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Internal Sales Consultant - VA Channel

Company: T. Rowe Price
Location: Owings Mills
Posted on: September 22, 2018

Job Description:

Our mission as a leading investment management firm is to help our clients achieve their long-term financial goals. We believe our associates are the key to this mission and we are always looking for talented individuals who share our commitment to our client's success.

If you're looking for challenging work experiences and the ability to learn in a collaborative culture, we invite you to explore the opportunities available at T. Rowe Price. PRIMARY PURPOSE OF THE POSITION

The Intermediary Sales Consultant develops and maintains relationships within regionally assigned territories serving as a hybrid sales support resource for prospecting and relationship management engagements intermediary sales professionals in the variable annuity channel.

In this specialized role, the ISC maintains a highly-leveraged sales and relationship management intersection to optimally engage this broad client landscape with elevated frequency because of the ISC's internally-domiciled sales resource capabilities.


Relationship Management: The incumbent works in conjunction with the Intermediary Sales Consultant - RIA/Banks to optimize client coverage within a specified region. The incumbent serves in a hybrid capacity and maintains ownership of cultivating relationships with regionally assigned Internal Sales Desks and External Wholesalers. These intermediary client constituents are strategically targeted because of their essential point-of-sale influence of insured product solutions with financial advisors. The incumbent is accountable to elevate TRP brand awareness, build client loyalty and drive sales with VA clients and financial advisors. The incumbent is also responsible for consultative promotion of TRP investments currently positioned on the VA provider's investment platform as well as value-add collateral through proactive outbound call initiatives, e-mail campaigns and other conventional forms of communication. The incumbent advocates on behalf of the firm's internal selective disclosure policies and is accountable for maintaining a high level of industry knowledge, familiarity of the client's business strategy and product/distribution structure. The role is benchmarked on internal and third party satisfaction ratings, net new flows, new wins, call-profiling completed, and other pertinent KPI's.

Territory Management: The incumbent maintains ownership of prioritized client relationship assignments developed in conjunction with National Accounts, DS Management, and their respective Intermediary Sales Consultant - RIA/Banks business partners. Identifies key short and long-term opportunities and tracks territory sales measurements towards attainment of sales/service goals and overall growth of territory. Works with external counterpart to develop annual client service plans for assigned clients within the region and monitors progress. Assesses territory client activity to identify trends, issues and opportunities. Partners with other key TPD stakeholders in developing actionable VA wholesaler engagement themes/campaigns that serve as essential supplements to help increase VA sales. The incumbent collaborates with ISC Manager and Intermediary Sales Consultant - RIA/Banks to ensure consistency in delivery method and messaging of sales campaigns. Strictly adheres to standard reporting practices to maintain and measure ongoing CRM data capture integrity.

Business Development: The Role requires a high degree of investment and VA product knowledge, and the ability to influence internal/external platform wholesalers. The incumbent works independently on most opportunities but also maintains accountability of collaborating in a regional partnership with their respective TPD external business partners to proactively identify sales opportunities and deepen overall territory management efficiencies . Serves as creditable external meeting proxy for highly-leverageable intermediary client engagements.



  • College degree and four years of related work experience
  • FINRA Series 7 & 63 Licenses
  • Intermediate investment/product knowledge
  • Advanced oral and written communication skills
  • Advanced relationship management skills
  • Strong consultative phone and sales skills
  • Advanced interpersonal skills and goal oriented personality
  • Advanced organizational skills
  • Team player
  • Willingness and ability to travel periodically


    • Bachelor's degree in finance or economics
    • MBA
    • CFA
    • CIMA
    • CFP
    • Comprehensive knowledge of the financial services industry
    • Previous intermediary wholesaling experience

      T. Rowe Price is an Equal Opportunity Employer

      Keywords: T. Rowe Price, Sterling , Internal Sales Consultant - VA Channel, Sales , Owings Mills, Virginia

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