Sales Director - Large Market Retirement Recordkeeping Plans (Finance)

Role Summary

Deliver full-service 401(k) platform bundled recordkeeping to qualified DC plans in the $75M+ segment through advisors and consultants. The territory will be determined in consultation with the successful candidate. Develop the assigned territory advisor and consultant relationships for the purpose of repeat business and long-term sales success. 

Responsibilities

The sales professional will need to:                                                      

• Execute a detailed segmentation strategy to identify and develop the select mid-market advisors and consultants who regularly work in the target market and understand their sales strategy.
• Maintain and ultimately increase the current close/win ratio including RFPs and finals presentations.
• Research and maintain an understanding of each client/prospect in order to draft strategic answers to RFP questions.
• Work collaboratively with dedicated internal Sales Support Liaison to deliver RFPs, maintain a high level of relationship building activity, manage and optimize pipeline, and develop the territory for long term success.
• Develop strategy and actively participate in finals and site visit deal prep with all team members, including review of all prospect materials.

To be accomplished within the first 6 months:

• Identify and create specific target lists, based upon defined criteria.
  • Continually profile key advisor prospects to measure current success against targeted goals
  • Continually develop relationships with advisors and consultants to gain market intelligence and ensure receipt of RFI/RFPs.

• Describe and create effective sales formula and create a territory business plan that includes the following:
  • Bi-Weekly 1 on 1 planning and sales discussions.
  • Deal specific win strategy planning.
  • Client specific prep meetings to learn everything relevant about that client.
  • Gather information to better understand each client, organize it, and engage each prospect to provide research about their plans. This would include accessing all plan documents, 5500s, 10K, etc. and use that information to better position T. Rowe in closing business.
  • Planned Marketing Events and best practices sessions for Advisors and Consultants.
  • Identify preferred DCIO partners to provide leads and introductions.

Qualifications

Required:

• Four-year college degree required
• Minimum 5+ years sales experience in retirement platform sales through intermediaries with an emphasis on recordkeeping
• Comprehensive knowledge of 401(k) service components, industry trends, fiduciary responsibility, advisor value proposition and emerging best practices
• Polished, articulate, research driven salesperson with consultative selling style leading to success in committee and boardroom presentations
• This role requires FINRA Series 6 or 7 & 63 license

Preferred:

• Strong knowledge of retirement industry and ERISA

FINRA Requirements

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

Work Flexibility

This role is eligible for full time remote work.

Base Salary Ranges

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

$130,000.00 - $236,000.00 for the location of: Maryland, Colorado, Washington and remote workers
$130,000.00 - $236,000.00 for the location of: Washington, D.C.
$130,000.00 - $236,000.00 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. 

This job posting is expected to be available until:

12/30/2025

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.