Regional Consultant (Internal Sales)

Business Unit:North America Advisor & Intermediary Solutions
Job Description:

The Regional Consultant (RC) will act as an integral partner in driving the sales results of Russell Investments in their assigned Sales Region.  To achieve this, the RC will dedicate most of their time establishing sales rapport with all Investment Advisors within the region including our top advisors and to a greater extent developing new relationships.  This will be achieved primarily through telephone contact, email and scheduled face to face contact.  Working in close partnership with the Regional Director and the Client Service Associate, the RC will maintain a focus on uncovering business needs of advisors and match those to opportunities for Russell products and services.  Sales results will be achieved by maintaining a high degree of phone activity (primarily outbound calls) and virtual discussions using technology and maintaining a focus on rotation through the entire territory striving for full client coverage. 

The responsibilities of the individual in this position include:

Sales Responsibilities, Call Effectiveness & Activity

• The RC will be responsible for achieving specific sales targets on an annual basis.  Targets will typically be broken down to reflect developing new advisor relationships, as well as focusing on existing advisors in an assigned region.  Leveraging the resources within Russell in both the sales group, as well as other departments will be an important factor in driving success.
• Conducting meaningful sales conversations with advisors is an expectation of the RC.  To develop a thorough understanding of advisor needs, the RC is expected to conduct clearly defined sales calls and virtual discussions as outlined by Russell against specified Call Activity Targets.  Accurate record keeping of key data to move the relationship forward is required.
• Thorough territory rotation and coverage of the assigned sales region is an expectation of the RC primarily through telephone contact and virtual meetings to prospect new advisors as well as support existing sales relationships.
• Responding effectively and on a timely manner to address advisor needs will be an ongoing expectation of the RC to develop deeper client relationships that are mutually beneficial.
• A thorough understanding of Russell Investments product offering as well as business solutions and value-added ideas, is an expectation of the RC.  An ongoing commitment to personal development and understanding of the Russell offering thus is imperative for the RC to maintain.
• RCs will be expected to actively participate in RC team meetings with an emphasis on sales workshops geared toward sales skills development, presentation skills refinement, as well as objection handling strategies.  Additionally, the RCs will be expected to participate in National Sales initiatives, contests, campaigns, offsite meetings as a function of driving the sales initiatives.

Sales Team Partnership & Regional Commitment

• RCs will act as an integral part of their assigned regional territory acting in partnership with Divisional Directors initiatives, Regional Directors initiatives and strategic execution plans set forth by National Sales.  The RC will work towards successful execution of territory sales plans including assisting in driving success of Regional/National initiatives as well as identifying new sales opportunities for Russell to expand the sales base of support.
• RCs will spend more than 50% of their time expected to increase sales penetration significantly in the designated region from expanding sales penetration from developing or non-supporters, while deepening relationship with some existing clients. 
• Booking Meetings for RDs is required as a result of sales calls.
• Generating and gaining commitment from advisors to attend events or participate in region specific sales initiatives.
• RCs will be responsible for execution in each sales call. For example creating sales proposals, creating emails or sales messaging pertinent to prospecting, maintaining CRM data integrity for individual region, etc.
• RCs will be expected to travel to the designated territory a minimum of once per quarter.  This element of the role is an important component of the RCs development as related to selling skills.  Occasionally, involvement in regional initiatives may be required, for example attending National Events, Conferences, and Road shows, etc.

The successful candidate will have extensive demonstrable skills and experience including the following:

• Bachelor’s degree in Finance, Marketing or related area is required.
• Canadian Securities Course (preferred)
• Minimum 2-5 years of experience in the financial industry, or strong related sales experience is preferred.
• Experience working with investment advisors and a solid understanding of the advisor and investor behaviors is also a requirement.
• Previous experience in the mutual funds or asset management business is a definite asset.
• Strong Sales and Organizational Skills are a requirement for this role in order to identify needs and opportunities.
• Relationship and Interpersonal skills with an ability to develop broad, mutually beneficial partnerships.
• An in-depth knowledge of the investment management industry, mutual funds, sales strategies and techniques, and account relationship management.
• Working knowledge of Russell’s business is an asset.
• Strength and comfort level in presentation skills as well as professionalism in a client facing role are a requirement.
• Strength in client service with an ability to be resourceful to provide solutions.
• Ability to prioritize time, to work independently and to use sound business judgment in making decisions.