Job Description:
Account Executive (AE) will lead acquisition effort with Mid and Large Market corporate Defined Contribution plan sponsor prospects in a multi-state territory (TX, LA, AL, AR, MO, MS, OK) . Emphasis is on effective sales process execution and territory development.
The Expertise We're Looking For
- 10+ years institutional sales or client-facing experience required
- Advisor/ Consultant or intermediary sales experience
- Defined contribution experience required
- Mid or Large Market experience preferred (50-250 Million Plan Assets)
- Requires ~40% travel.
- NASD Series 7 and 63 required.
- College degree required.
The Purpose of Your Role
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As an institutional sales executive, you will be responsible for prospecting and advancing opportunities through financial intermediaries. You'll help lead pursuit teams, responsible for developing and maintaining strong relationships internally and externally.
The Skills You Bring
- Ability to comprehend and conceptualize prospect needs / interests and devise effective strategies
- Critical listening, questioning and communication skills (written and verbal).
- Relationship selling skills (B2B client and external consultant)
- Ability to sustain the complex sale and longer institutional cycle (typically 2+ months).
- Complex and competitive fee and contract negotiation.
- Ability to analyze plan design, operations, investments, and recommend specific solutions.
- Demonstrated product and service subject matter expertise.
- Ability to coordinate RFP process.
- Exceptional prioritization, time management and organizational skills.
The Value You Deliver
- Defined Contribution sales (full-service recordkeeping).
- AUA (assets under administration) sales.
- AUM sales.
- Multi-product sales.
- Deal strategy development (in close collaboration with manager).
- Creative thinking (deal strategy / tactics)
- Real Deal Prep Process.
- Finals preparation and presentation.
- Post Finals advancing and closing strategy / execution.
- Coverage and activity requirements (calls, emails, meetings, LinkedIn).
- Salesforce.com reporting and forecasting.
- Consultant/ Advisor relationships.
- Internal business partner leadership and collaboration.
- Efficient hand-offs to Implementation.
- Compliance with WI Finance pricing / risk and policies
- Adherence to FINRA / other sales practice and other reqs.
- FINRA licensing
How Your Work Impacts the Organization
You will help Fidelity and WI grow through the acquisition of new clients, assets and multi-product relationships. AEs also help retain existing clients merging with other organizations.
Certifications:
Series 07 - FINRA, Series 63 - FINRA
Category:
Sales
Fidelity's hybrid working model blends the best of both onsite and offsite work experiences. Working onsite is important for our business strategy and our culture. We also value the benefits that working offsite offers associates. Most hybrid roles require associates to work onsite every other week (all business days, M-F) in a Fidelity office.