VP, Relationship Management Team Lead

Job Description:

The Vice President, Relationship Management Team Lead (Team Lead) has overall accountability for a team that oversee Workplace Investing client relationships.

The Team

The Team Lead will manage 10-15 Managing Directors (MDs) with approximately $5-10B in 401(k) assets under administration. MDs are also responsible for a portfolio of multi-product client relationships that span services such as other Defined Contribution plans, Managed Accounts, Self-Directed Brokerage, and Health Savings Accounts.

The position involves extensive and ongoing client contact with advisors and senior-level client decision makers (CFO, CEO, VP of HR) of existing and prospective customers, placing a premium on executive presence, benefits and financial services acuity, and consultative sales skills.

• Responsible for the overall strategy of the territory to improve business results.
• Focus areas include client retention and dedication, revenue growth, cross selling, and relationship risk mitigation strategies.
• Additional management duties include associate development, performance evaluation, compensation planning, and hiring.

• College degree preferred
• Relationship management experience preferred
• Management experience preferred
• Complete series 7, 24 & 63 exams within 90 days of hire.

• Strong proven negotiation skills spanning sophisticated financial and service delivery related topics, both internal and client facing
• Ability to navigate and influence executive level business leaders, both internal and client facing across multiple functions and businesses
• Strong revenue management and overall financial acuity
• Lead multiple, sometimes conflicting priorities, balancing the needs of the client and the organization
• Leadership, mentoring, and career developments skills with a tenured team of professionals
• Validated consultative sales skills
• Experienced presentation, meeting management, and interpersonal skills

• In partnership with Core Market Segment Leadership, develop and execute strategy and goals for organization that produce year-over-year profitability.
• Accountable for retention, client loyalty, and revenue opportunities of assigned territory.
• Develop and maintain strong client relationships (along with MD), including multiple constituencies including HR, Treasury, Legal, Procurement, Advisors and Third Party Administrators.
• Serve as a senior point of contact for key Plan Sponsor and Advisor clients; address client issues and mitigate risk
• Provide leadership and support for all client re-pricing, renewal, and competitive rebid activity on team. Collaborate with MD, Sales (when applicable) and other business partners in these retention activities.
• Drive engagement with internal business leaders in joint planning and client strategies to deliver upon desired outcomes.
• Serve as functional liaison for optimally representing client and organizational interests with senior leaders across Fidelity.
• Coach and mentor to provide continued career development and evaluate performance.
• Proactively nurture relationships with desired feeder organizations (internal and external) to produce and maintain a talent pipeline.
• Ensure that team is aligned with all appropriate rules and regulations. For example: review customer correspondence, licensing, sales literature and client presentations.