Job Description

KM4

POSITION PURPOSE

This Relationship Manager (“RM”) position is responsible for pursuing, establishing and maintaining relationships with clients and prospects in the German- and Italian-speaking part of Switzerland. Working in conjunction with another RM covering the rest of Switzerland and reporting to the Head of Mid-Europe Distribution based in Frankfurt, this position co-develops and supports/executes the sales strategy in Switzerland. The RM will be supported by Sales Support colleagues to appropriately and efficiently manage existing assets and position solutions. In close cooperation with the team and Portfolio Specialists, the associate is expected to demonstrate high levels of investor engagement. The candidate will deliver market and fund specific presentations to new and existing clients. The associate helps position and improve brand awareness for TRP with the aim of becoming a long-term trusted partner and to further develop and grow the Swiss business.

Principal Responsibilities

• Primary relationship owner for a defined portfolio of Swiss intermediary clients
• Territory strategy ownership with strategic/key account planning
• Manages the sales strategy and process, retaining AUM and achieving sales goals with Swiss intermediaries
• Helps identifying and cultivating new business prospects, initiating and following up on new opportunities
• Identifies cross-sell and upsell opportunities across TRP capabilities
• Builds in-depth knowledge of investment strategies. Attends meetings, reads research, utilizes information/data, liaises with PM’s / Portfolio Specialists/Analyst team, to build and maintain knowledge base and relationships required to successfully represent TRP investment strategies
• Works collaboratively with the sales and client service support teams to grow AUM through client cross-selling
• Shares information with sales support and all associated business partners including investments, product and pricing, marketing, legal and compliance aiming to meet the needs of prospects and clients are met
• Contributes to events by generating interest and attendance, as well as comprehensive follow ups to ensure full value of events is achieved
• Consistent usage of CRM/Salesforce for engagement, opportunities and assets at risk tracking

Core Competencies:

• Focuses on clients, building collaborative and trustful partnerships with appropriate clients and prospects, looking to offer both consultative prospecting with a focus on commercial growth
• Demonstrates sound judgment and problem solving, integrating a range of organizational perspectives & data into decision making and commercial proposals.
• Influences and communicates with others across the organization.
• Delivers sales and client service results, actively pursuing additional sales opportunities, and holding oneself and others accountable for work progress.
• Establishes effective communication with clients, adapting to their preferences and needs.
• Exhibits adaptable approach and recommendations to specific client situations.
• Provide market intelligence and client feedback to investment/product/marketing teams
• Leverages prospect, client and market knowledge, proposing solutions that meets client needs.
• Shows integrity in client interactions, raising insights within the organization
• Shows drive and persistence, exhibiting a high degree of effort to achieve work metrics/targets

PERSONAL ATTRIBUTES / SKILLS / QUALIFICATIONS

Required:

• Native/fluent German, English fluency
• Minimum of 8 years sales experience within an investment management sales role with similar or complementary coverage responsibilities
• Builds multi-level relationships and positions T. Rowe Price as a long-term partner vs product provider
• Strong sales acumen being self-motivated and confident in both managing and building a growing book of clients within the coverage universe
• Track record of successfully covering the German-/Italian-speaking Swiss intermediary market, including GFIs
• Working closely with cross border teams and other colleagues
• Outstanding sales management skills – able to identify, target, convert and retain accounts.
• Strong investment knowledge, including understanding of the firm’s investment process as well as the fund range and performance across time periods.
• Knowledge of the Marco backdrop, high level industry insight and near term market drivers.
• Strong and confident presenter in one-to-one situations, small groups and larger audiences. This includes, where necessary, representing the firm at conferences and the team at TRP sales events
• Strong interpersonal skills – ability to build sustainable, trust-based relationships.
• Team player and strong collaborator across all functions
• A working knowledge of salesforce

Preferred:

• CFA/CIIA/IMC or other financial industry qualifications
• Professional French and/or Italian language skills