Institutional Client Service Executive – Western US Territory

About this Position

T. Rowe Price is an organization that has grown organically through superior long-term investment results and a deep commitment to the clients it serves. T. Rowe Price has been serving the investment needs of institutional clients for decades – maintaining and expanding these relationships is a key strategic priority for the firm.  To effectively service this important client segment, the firm has built a global team of Institutional Client Service Executives (ICSE) who serve as the primary relationship managers for all existing institutional clients.

Role Summary

The ICSE will develop and execute client service strategies for complex, multi-mandate, high-visibility client relationships and their consultants, focusing on retention, satisfaction, relationship deepening, and growth. These clients, based in the western region of the US, include public and corporate defined benefit, defined contribution investment only (DCIO) plan sponsors, endowments, foundations, and their investment consultants. The ICSE will build relationships with key stakeholders to influence decision-making, aiming to enhance profitability for both clients and T. Rowe Price. Acting as a trusted advisor, the ICSE will guide clients and field consultants on leveraging T. Rowe Price's capabilities and services to meet client needs and drive relationship growth.

Success in this role requires leadership across matrixed teams and business functions, utilizing the firm's resources to deliver industry-leading client service in collaboration with sales, consultant relations, marketing, and other colleagues. The ability to engage clients in comprehensive investment and capital markets discussions within the framework of their multi-asset portfolio structures and T. Rowe Price’s capabilities is highly desired. The ultimate goal is to establish solution-oriented partnerships by understanding clients' complex challenges and priorities and aligning T. Rowe Price's investment and beyond-mandate capabilities with those needs. 

Responsibilities

• Retain and grow existing client relationships by delivering superior advisory-level service, requiring frequent travel and extensive communication with clients and consultants in the western region of the US. 
• Develop solution-oriented partnerships by understanding client challenges and leveraging T. Rowe Price resources, fostering strategic relationships that build trust and opportunities for asset growth.
• Utilize consultative and commercial expertise to navigate client relationships and dialogue across all areas of T. Rowe Price’s investment platform (equities, fixed income, multi-asset, private credit, etc.) and beyond our investment capabilities, nurturing comprehensive client relationships.
• Lead the development of robust account plans in the firm’s CRM system in close collaboration with sales, consultant relations, and investment teams to drive retention and cross-sale opportunities.
• Evaluate and respond to the most complex information requests from clients and their consultants.
• Guide team members in preparing technical materials, synthesizing multiple sources of information into a cohesive and knowledgeable response, including recommendations for action by the client and cross-sell leads.
• Engage with consultants impacting large clients, coordinating with service colleagues, consultant relations, and sales teams.
• Drive new processes or strategies to enhance the firm’s and western region team’s ability to gain client trust and encourage deeper engagement.

• Provide critical voice of client feedback to inform initiatives that establish T. Rowe Price as a leading strategic resource to institutional asset allocators.
• Offer leadership to junior professionals and effectively balance investment team capacity with the demands of delivering high-quality client service.

Qualifications

Required:

• 15+ years of institutional client service experience with demonstrated success developing relationships with institutional clients including corporate and public plans, endowments, foundations, and their investment consultants. This experience must be coupled with a deep understanding of and connectivity to the key decision makers that influence asset allocation, manager selection, and retention.
• Must have experience building, retaining, and expanding relationships with institutional investors. The ideal candidate will have extensive and long-standing relationships with key plan sponsors and investment consultants.
• Appreciation for the trends and buying behavior of institutional client segments.
• Ability to convey a deep knowledge of equity, fixed income, multi-asset and alternative strategies with a strong understanding of capital markets, portfolio management and asset allocation.
• Superior relationship-building skills with executive presence and credibility through subject matter expertise.
• Reputation as a consensus-driven influencer who inspires trust and motivates others.
• Ability to assess risk across client relationships, asset classes, and investment strategies, to effectively signal this risk within an investment organization, and to drive well-coordinated retention strategies.
• Strong interpersonal, organizational, and problem-solving skills, known as a collaborative and diplomatic team player.
• Exceptional written and verbal communication skills, able to articulate complex concepts to diverse audiences.
• Personal presence and presentation skills that command respect from clients, consultants, prospects, and colleagues.
• Highly motivated, intelligent, with a track record of integrity and service excellence; self-starter, entrepreneurial, and goal oriented.
• FINRA Series 7, 63 and/or 6

Preferred:

• CFA, CAIA, CFP, and/or MBA highly desired 

• Location - Preferably in Western US

FINRA Requirements

FINRA licenses are required and will not be supported for this role.

Work Flexibility

This role is eligible for full time remote work.

Base Salary Ranges

Please review the job posting for the location of this specific opportunity.

Placement within the range provided above is based on the individual’s relevant experience and skills for the role.  Base salary is only one component of our total compensation package.  Employees may be eligible for a discretionary bonus, which is determined upon company and individual performance. 

This job posting is expected to be available until:

Commitment to Diversity, Equity, and Inclusion

At T. Rowe Price, our associates are our greatest asset. We thrive because our company culture is built on inclusion and because we sustain a work environment where associates can bring their best selves to work every day. The backgrounds, talents, and experiences of our global associates allow us to embrace new ideas and perspectives that move our business priorities forward and enable us to deliver strong client outcomes. Here, you can expect equal opportunity and fair and consistent treatment for all. 

Benefits

T. Rowe Price is an equal opportunity employer and values diversity of thought, gender, and race. We believe our continued success depends upon the equal treatment of all associates and applicants for employment without discrimination on the basis of race, religion, creed, color, national origin, sex, gender, age, mental or physical disability, marital status, sexual orientation, gender identity or expression, citizenship status, military or veteran status, pregnancy, or any other classification protected by country, federal, state, or local law.