Direct Sales, Senior Specialist

About the role

Responsible for growing lifetime value for a 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.

Responsibilities

• Grow prospects within an assigned book of business, focusing on small to mid-size prospects with higher complexity and significant opportunities for Client Lifetime Value growth across Recordkeeping, Advice, and I/O.
• Develop and communicate strategic business plans for all prospects (e.g., Miller Heiman gold sheets).
• Implement long-term relationship retention and growth strategies.
• Strategically navigate prospect organizations to evaluate needs and position Vanguard IIG services, solutions, and products.
• Lead and execute RFP processes.
• Achieve established sales, satisfaction, and retention goals through personal direction of all executive and staff-level activities in the sales process.
• Coach internal teams toward achieving book of business strategy, sharing best practices and learnings.
• Facilitate strong business support by working with team members to promote a consistent approach to decisions and prospect propositions.
• Drive connection across all appropriate internal and external stakeholders.
• Influence and collaborate with divisional business partners to offer and dedicate the right SMEs and resources when appropriate.
• Leverage and reinforce the client support structure to maximize time for clients and prospects.
• Coach, collaborate, and provide insight and direction to less experienced sales executives and internal partners.
• Travel requirement: Up to 50%.
• Participate in special projects and perform other duties as assigned.

Requirements

• Five years of 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 role requires a regulatory license and/or registration (e.g., FINRA, state, SFC), determined by Compliance based on role-specific duties.

Special Factors

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 products 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 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.