Job Description

The Senior Retirement Plan Sales Executive sells 401(k) Retirement Plan Services (RPS) full-service recordkeeping to small and mid-market clients (Defined Contribution plans under $50 million in AUA) with the objective of creating a partnership with T. Rowe Price. This incumbent works with the most complex and strategic sales opportunities.

The Senior Retirement Plan Sales Executive will be based in the geographical territory in which he/she resides, and where he/she has an established network.

PRINCIPAL RESPONSIBILITIES

·Develops sales pipeline through multiple marketing activities. This includes attending conferences, networking with competitors to stay current on industry practices, developing consultant and sponsor relationships through face-to-face meetings. Actively develops relationships with intermediaries in segments.

·Manages all aspects of the sales cycle including, but not limited to, development and execution of the proposal; determining sales strategy; developing presentations and orchestrating all of the internal lines of business and resources. In addition, this person is responsible for leading / preparing the deal team and negotiating final terms of the sale.

·Builds effective working relationships with internal partners, working groups and other internal distribution channels. Leverages sales support resources to develop RFP and coordinate activities throughout the sales process. Provide sales support strategic guidance regarding T. Rowe Price offering for unique client needs.

·Keeps abreast of the current industry trends and practices. This is through networking with colleagues (outside of RPS) in the Defined Contribution business and exchanging ideas with RPS colleagues.

·Manages the negotiations process after the RFP has been submitted. This is a very iterative process of “fine tuning” the RFP to better meet the client’s needs. The Retirement Sales Director will follow up with the potential client and/or consultant to gauge if there are areas where T. Rowe Price can be more competitive. The sales professional then works with Sales Managers on the issues. This may include adjustments to pricing and/or how T. Rowe Price is going to service a client.

QUALIFICATIONS

Technical & Industry Knowledge

·An established and extensive professional network within the assigned geographical territory that can be leveraged to develop and advance highly complex and strategic sales opportunities for T. Rowe Price.

·A demonstrated track record of success in developing a sales pipeline in the small and mid-market segment (i.e., Defined Contribution plans under $50 million in AUA).

·Series 7 and 63.

Cultural and Behavioral Attributes

·Intelligent, driven, detail-oriented, hard-working, and able to work effectively with professional, high caliber executives in various business areas.

·Exemplary interpersonal and presentation skills. Outstanding oral and written communication skills. Proven determination, ability to show persuasiveness and leadership in difficult situations.

·Collaborative and collegial in approach and style.

·Lead by example and thrive in a rapidly evolving environment, whereby one is influencing the change and concurrently driving daily execution and results.

·Entrepreneurial, achievement-oriented mindset with a disciplined approach to working independently and an ability to assess people and quickly understand their preferences and style in receiving information.

·High integrity and an uncompromised reputation.