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Fidelity Institutional (FI), a $1.2 Trillion institutional business provides products, solutions and services to banks, broker/dealers, registered investment advisors, family offices, and other financial intermediaries to meet their brokerage, operations, risk, and technology needs. Reporting to the Senior Vice President of Product Consulting, the Vice President, Trust Product Consultant will increase market penetration (adoption and usage) and retention for FI's Personal Trust Products and Services to existing and prospective clients to meet revenue, profitability and client satisfaction goals. This person will play a critical role in providing education and awareness to the FI organization as well as client decision makers and the sales force to understand product benefits, features, and functions.
Primary Responsibilities:
SALES * Develop a strategy with Sales and Relationship Management to achieve business goals. Work with Sales and Relationship Management to execute the sales strategy. Proactively pursue and close Personal Trust sales opportunities based on the potential value to FI. * Provide "expert" level of product consulting/knowledge to clients and prospects. * Maintain and document Territory/Pipeline management to ensure appropriate progress toward goals * Effectively communicate products value proposition supporting pricing. Negotiate pricing with internal partners and clients when required. ADOPTION AND GROWTH * Consult with high-opportunity product users to develop growth plans. * Responsible for developing representative/advisor adoption programs/campaigns to penetrate product sales post sale (including WebEx's, calls, and visits when appropriate). * Work with targeted opportunities to develop a wholesaling strategy when appropriate. PRODUCT DEVELOPMENT * Work with Product Management to ensure accurate competitive information and industry intelligence is maintained and used appropriately in support of the sales strategy. * Gather and provide feedback to all relevant areas (Product Management, Sales, Relationship Management, Client Integration, Finance, and Training) about enhancements necessary to win competitive business and achieve/maintain high client satisfaction with our existing client relationships. MARKETING, EDUCATION & AWARENESS * Educate existing sales force on features and benefits of FI Personal Trust offering, including profiles, success stories, overall marketplace * Develop an overall FI sales/marketing strategy with internal partners (including the sales story and presentations) to meet stated product goals. * Work with internal partners to identify and develop materials needed to support launch plans, sales strategies and campaigns. * Present at internal and external conferences as appropriate in support of the product/service sales/marketing strategy. ADMINISTRATIVE * Prepare client-level reporting detailing product use to support RMs * Consultative education * Respond to RFPs
Education and Experience * Bachelors degree required. Advanced degree preferred. CFA or CFP a plus * Minimum 10 - 15 years relevant experience in financial services industry * Direct experience with Trust products and working with intermediaries required * Minimum of 8 years sales or product development experience preferred * NASD Series 7, 63, and 65 Registration required Skills and Knowledge * Knowledge of Broker Dealer, Family Office and RIA industries preferred * Knowledge of securities regulations / SRO rules and standard industry policy and procedures * Ability to work consultatively with clients and internal business partners. * Excellent interpersonal, communication and influencing skills is required. * Ability to think strategically and tactically across all levels of a broad organization
About Fidelity Investments
Fidelity Investments is one of the world's largest providers of financial services. Founded in 1946, the firm is a leading provider of investment management, retirement planning, portfolio guidance, brokerage, benefits outsourcing and many other financial products and services to more than 20 million individuals and institutions, as well as through 5,000 financial intermediary firms. For more information about Fidelity Investments, .
