Job Description:
As a Vice President, Managing Director in Large Market you will be responsible for building, maintaining, and growing strong and committed client relationships with key decision makers, influencers, and C- suite committee members. The Book-of-Business will be comprised of Defined Contribution (DC) clients with an array of complexities, challenges, and opportunities and may also have other relationships (additional assets) with Fidelity such as Stock Plan Services, Defined Benefits, Health and Welfare Benefits, Non-Qualified Plans, etc.
The role is a consultative role, requiring a clear understanding of the business needs and relevant challenges of each client. Client loyalty is developed by seeking feedback, anticipating needs and proactively providing solutions.
This role leads and collaborates with an internal team of service-based associates and partners across the organization to resolve client problems and offer solutions for client needs. Together with your internal teams and partnering with the Plan Sponsors, you will help our institutional clients lead a successful benefits program to improve their employees’ overall wellbeing.
Licensing and Experience
- We require associates in this role to acquire a Series 7 and 63 within the first 3 months of acquiring the position.
- We prefer associates to have 8+ years of Relationship Management or Client Service experience; preferably within the Retirement/401k industry.
- Experience with Health and Welfare, Defined Benefits and Stock Plan Services is also helpful, but not mandatory.
Key Responsibilities
Relationships
- Engages key decision makers and advisors/consultants frequently to develop a deeper understanding of client needs and opportunities.
- Monitors trends impacting client satisfaction within own book of business. Summarizes and communicates to others as needed; develops a response plan to maintain or improve client satisfaction.
- Maintains proactive awareness of changes in the client's business, their competition, industry, and marketplace, through proactive solicitation and/or research, in order to influence and impact client satisfaction within a book of business.
- Responsible for external business planning and service reviews to be sure we understand client's goals and objectives. Appropriately position products and services that will help the client achieve their overall benefits goals.
- Works with consultants on inbound inquiries, plan sponsor presentations, plan design, product, technology, customer concerns, fund changes, revenue requirements, pricing negotiations, Fidelity thought leadership, plan analytics, etc.
- Frequently works with consultants as appropriate to prepare for client meetings and follows up on Fidelity commitments post client meetings.
- In partnership with Consultant Relations, builds productive long-term relationships with consultants and/or advisors.
- Develops and maintains collaborative relationships across a broad spectrum of business partners to drive operational accuracy, efficiency and problem resolution. Leads internal team in problem resolution.
Strategic Book Management
- Develops a comprehensive, customer-centric relationship management strategy and business plan for each client in your book of business.
- Manages a diverse multi-product mix including: Defined Contribution, Health Savings Accounts, Health and Welfare, Defined Benefits, Stock Plan Services, Student Debt and Workplace Giving.
- Differentiates Fidelity's benefits approach against competitive benefit solutions.
- Proactively evaluates client pricing and fees for appropriateness using all available pricing levers and client dynamics.
- Is responsible for collaborating with your extended service teams to provide information on fiduciary duties, participant communication and education strategies as required to support book of business.
- Advocates for the client within the boundaries of sound financial judgment and long term Fidelity interests.
- Makes decisions based on long-term view of trends, issues and business implications and cross-Fidelity impacts.
- Provides analysis and advice to resolve the needs of internal/external customers.
- Handles difficult client interactions and solves multi-dimensional book of business/client challenges. Solves issues and leads escalations appropriately.
- Excellent presentation, influence and negotiation skills, as well as strong organizational, time management and executive presence capabilities will be needed to excel in this position.
Certifications:Series 07 - FINRA, Series 63 - FINRA
Category:Relationship Management
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.
