VP, Institutional Relationship Manager

Job Description:

Vice President, Institutional Relationship Manager

The Role

The Vice President, Institutional Relationship Manager (IRM) acts as the primary strategic contact for several of Fidelity Charitable’s largest and most valuable institutional relationships. This role develops a detailed understanding of client's business and critical initiatives. The IRM will develop a proactive engagement plan that improves the overall relationship and accurately positions Fidelity Charitable solutions and products. This role will be responsible for business development, client growth, client retention, client satisfaction, risk management, acting as lead representative for Fidelity Charitable. The role is responsible for delivering thought leadership, consulting on industry trends, providing executive engagement and acting as the overall advocate for the client. The position will report to the Head of Institutional Relationship Management.

The Expertise and Skills You Bring

• 10-15 years successful sales or relationship management experience in the financial services industry. Strong knowledge of the RIA, Family Office, Brokerage and Wirehouse markets; understanding of the industry, financial markets and competitive influence.
• BS Degree or equivalent experience required

Key Responsibilities:

• Navigates effectively across Fidelity Charitable and the Fidelity enterprise to bring appropriate resources to bear to help drive client growth in a scalable and economically viable manner.
• Develops a deep understanding of client business model, evaluating key aspects of their business, employing consulting and discovery tools and best practices to develop the overall Fidelity Charitable relationship.
• Conducts regular client business reviews to discuss and develop the Fidelity Charitable relationship.
• Provide overall client accountability and book management of a sophisticated portfolio of clients. Lead the client relationship management team comprised of members of Fidelity Charitable’s Client Experience, Complex Asset, Program, and other internal business partners with a common goal of overall client satisfaction.
• Drives executive leadership engagement at industry events and keeps firms apprised of topical events/webinars to support staff development and growth in charitable space.
• Responsible for contribution and adoption growth across the institutional relationships.
• Lead implementation oversight of the key account relationship management model for top Fidelity Charitable relationships.
• Responsible for deploying client account plan, lead all aspects of pipeline discussions and properly prepare institutions for annual planning and Giving Season readiness.
• Documents client activities, business opportunities, call reports and all communications with clients on a timely basis.
• Highlights Fidelity Charitable events and webinars and drives attendance.
• Proposes and coordinates consulting engagements with Fidelity Charitable subject matter experts based on business need (e.g., Practice Management, Technology, Investments).
• Develop strong working partnerships across the Client Engagement Group to drive engagement, coordinate field interaction and communicate best practices.
• Is responsible for client satisfaction and retention by collaborating with service and other key business partners to improve and enhance their daily experience.
• Mitigates risk to Fidelity and our clients (e.g., key policy awareness and compliance, looking for potential watch outs on firm practices, and collaborating with our internal partners to raise concerns).
• Cultivates collaborative relationships with key internal business partners across Fidelity.
• Fosters sharing of best practices across the segment and broader organization. Recommends product/service improvements.
• Commits to ongoing professional development (i.e., learns and articulates Fidelity value vs. competition, expands skills/knowledge/credentials)
• Ability to effectively build and manage relationships with demanding and complex Firm Leaders and Centers of Influence in a highly competitive environment.

The Team

The Fidelity Charitable Institutional Relationship Management (IRM) team partners with wealth management firms and institutions to help them achieve their business goals by effectively incorporating charitable giving into their business model and client relationships. The IRM team helps wealth management firms navigate the changing landscape to grow their businesses and meet their clients’ financial needs. In addition to our insights, expertise and exceptional client experience, we provide thought leadership and a deep knowledge of the charitable sector and wealth planning trends, practice management expertise, and a strong technology platform to thousands of firms.

The base salary range for this position is $150,000 - $190,000 per year.  

Placement in the range will vary based on job responsibilities and scope, geographic location, candidate’s relevant experience, and other factors.

Base salary is only part of the total compensation package. Depending on the position and eligibility requirements, the offer package may also include bonus or other variable compensation.   

We offer a wide range of benefits to meet your evolving needs and help you live your best life at work and at home.  These benefits include comprehensive health care coverage and emotional well-being support, market-leading retirement, generous paid time off and parental leave, charitable giving employee match program, and educational assistance including student loan repayment, tuition reimbursement, and learning resources to develop your career.  Note, the application window closes when the position is filled or unposted.

Most roles at Fidelity are Hybrid, requiring associates to work onsite every other week (all business days, M-F) in a Fidelity office. This does not apply to Remote or fully Onsite roles. Some roles may have unique onsite requirements. Please consult with your recruiter for the specific expectations for this position.

Please be advised that Fidelity’s business is governed by the provisions of the Securities Exchange Act of 1934, the Investment Advisers Act of 1940, the Investment Company Act of 1940, ERISA, numerous state laws governing securities, investment and retirement-related financial activities and the rules and regulations of numerous self-regulatory organizations, including FINRA, among others. Those laws and regulations may restrict Fidelity from hiring and/or associating with individuals with certain Criminal Histories.

Certifications:

Category:

Relationship Management