Direct Sales, Senior Specialist

Vanguard; Malvern (Chester County); Hybrid; USD 120,000 - 170,000; Full time

Job summary

Vanguard seeks a senior relationship professional to grow lifetime value within a book of business and win new clients by building strong relationships with prospect decision makers. You will navigate organizations, position Vanguard IIG solutions, and lead RFP processes to achieve sales, retention, and client satisfaction goals.

The role requires five years in financial services with senior relationship experience, an undergraduate degree (graduate degree preferred), and regulatory licensing as

Qualifications

• Five years financial services experience with at least three years in a senior level client or prospect relationship role.

Responsibilities

• Grow and manage a book of business, focusing on small to mid-size prospects with higher complexity.
• Develop and communicate strategic business plans for prospects and implement retention and growth strategies.
• Position Vanguard IIG services, solutions, and products to solve needs across client organizations.
• Lead and execute on RFP processes to close opportunities.
• Achieve sales, satisfaction, and retention goals through direct leadership of the sales process.
• Coach internal teams on book of business strategy and share best practices.
• Collaborate with stakeholders to offer SMEs and resources as needed.
• Travel up to 50% to engage clients and prospects.
• Participate in special projects and other duties as assigned.

Skills

Financial services experience

Senior client relationship

Education

Bachelor's degree or equivalent

Graduate degree preferred

Job description

Responsible for growing lifetime value for their small to mid size book of business and winning new business with prospects. Establishes and deepens client relationships leading to increased loyalty and product/asset growth while developing strong relationships with key prospect decision makers.

Core Responsibilities

• Responsible for the growth of prospects within their assigned book. Book of business includes small to mid-size prospects with higher complexity, with most significant opportunities within asset range for Client Lifetime Value growth across Recordkeeping, Advice, and I/O.
• Develops and communicates strategic business plans for all prospects within assigned book of business (e.g., Miller Heiman gold sheets). Implements long term relationship retention & growth strategies.
• Strategically navigates prospect organizations to evaluate needs and position Vanguard IIG services, solutions, and products to solve their needs.
• Leads and executes on RFP processes
• Achieves established sales, satisfaction, and retention goals through personal direction of all executive and staff level activities of the sales process.
• Coaches internal teams towards achieving book of business strategy, shares best practices and learnings.
• Facilitates strong business support by working with team members to promote a consistent approach to decisions and prospect propositions. Drives connection across all appropriate internal and external stakeholders. Influences and collaborates with divisional business partners to offer and dedicate the right SMEs and resources when appropriate.
• Diligently leverages and reinforces the client support structure to maximize the CSE’s time for clients and prospects.
• Coaches, collaborates, and provides insight and direction to less experienced sales executives and internal partners.
• Travel requirement: Up to 50%
• Participates in special projects and performs other duties as assigned.

Qualifications

• Five years financial services experience with at least three years in a senior level client or prospect relationship role.
• Undergraduate degree or equivalent combination of training and experience. Graduate degree preferred.
• This job requires a regulatory license and/or registration (e.g. FINRA, state, SFC). These will be determined by Compliance based on role-specific duties.

Special Factors

Sponsorship

Vanguard is not offering visa sponsorship for this position.

About Vanguard

At Vanguard, we don't just have a mission—we're on a mission.

To work for the long-term financial wellbeing of our clients. To lead through product and services that transform our clients' lives. To learn and develop our skills as individuals and as a team. From Malvern to Melbourne, our mission drives us forward and inspires us to be our best.

How We Work

Vanguard has implemented a hybrid working model for the majority of our crew members, designed to capture the benefits of enhanced flexibility while enabling in-person learning, collaboration, and connection. We believe our mission-driven and highly collaborative culture is a critical enabler to support long-term client outcomes and enrich the employee experience.