The Core Advisor Solutions (CAS) Relationship Manager will work with existing RIA (Registered Investment Advisor) client relationships with the goal of increasing growth of new accounts, contributions and the population of advisors who provide their clients with charitable giving support through the Giving Account. This position encompasses both RIA firm relationship management and advisor sales.
The Director, CAS Relationship Management (RM) will have primary accountability for the development and execution of strategic plans for institutional relationships with a large and diverse group of CAS clients. This individual will implement these client strategies in order to effectively and efficiently build a network of productive, engaged relationships with key Centers of Influence (COIs) within the firms, Fidelity Institutional, and Fidelity Charitable. The position reports to the VP of Strategic Accounts.
The Expertise and Skills You Bring
Education and Experience
Bachelor's degree required.
5-7+ years direct client and/or financial services experience including experience in RIA Sales or Relationship Management.
2-3+ years Fidelity experience preferred.
Skills and Knowledge
Experience developing business strategy and execution plans for growing client relationships
Demonstrated capability to build productive and collaborative relationships with internal business partners
Proven ability to be successful with clients and prospects in both virtual and face-to-face interactions
Proven ability to successfully build and manage relationships with demanding and complex Firms and Advisors
Strong communicator with outgoing approach to proactively create many client interactions
Strong multi-tasking, project management and organizational skills with ability manage and follow up on 30-60-90 day plan
The CAS Relationship Management is a critical member of the Strategic Accounts team. The efforts of the CAS Relationship Manager will enable Fidelity Charitable to increase the number of producing advisors, accounts, contributions, and Charitable balances for these clients.
Client segment planning and leadership
Assume responsibility for a large and diverse group of 1,000+ Core Advisor Solutions Clients (CAS).
Develop and implement business plans/goals for the group of CAS clients.
Define strategies and tactics to increase awareness and engagement among CAS clients.
Segment clients to identify highest potential opportunities utilizing both a top-down and bottom-up planning process.
Prioritize clients accurately and develop client engagement strategies accordingly.
Engage directly with prioritized firms and advisors to educate them on charitable giving and drive business growth.
Effectively execute client engagement plans to improve overall health of client relationships.
Initiate strategic business discussions with clients. Provide proactive consultation to engage clients' senior management, uncovering opportunities to grow the Fidelity Charitable relationship.
Prioritize strategic practice management solutions designed to help clients successfully manage and build their Charitable business. Create both scalable and customized solutions for clients based on scope of opportunity and priority.
Maintain and build multi-level relationships with key decision makers and advisors. Appropriately prioritize frequency and degree of client interaction according to growth potential.
Understand and articulate value of Charitable Giving to clients.
Client Outreach, Fundraising, and Opportunity Management
Reach out to prioritized firms and advisors to educate on charitable giving and encourage incorporation of charitable giving into financial planning
Create pipeline of opportunities and manage through account opening and funding.
Maintain a high level of proactive outreach activity to target firms and advisors.
Increase total number of referring firms and advisors, new accounts, and total contribution results.
Meet or exceed stated firm and advisor goals.
Build productive relationships with Fidelity Institutional Relationship Management team working with CAS clients.
Collaborate with FC marketing to build engagement plan for each segment of CAS clients.
Develop strong partnership with FC business partners - Program and Investments, Service Delivery, Finance, Risk and Compliance, and Technology.
Stay informed of changes in the client's business, competition, industry, and marketplace, through proactive solicitation and/or research, in order to inform and drive client satisfaction activities within book of business.
Monitor charitable giving trends and identify opportunities to communicate these to client firms.
Drive advisors and firms to FC online tool adoption.
Monitor operational issues and collaborate with Service Delivery partners on resolution.
Measure and assess activities and results against agreed upon goals.
Revise plans as needed based on learnings and identified opportunities / challenges.
The RM should expect 10% travel, to a maximum of 20%. Travel is based on critical need for in-person engagement and is dependent on the trajectory of Fidelity and client policies regarding in-person meetings.
About Fidelity Charitable
Fidelity Charitable is a 501(c)(3) public charity. We help donors maximize their generosity through our donor-advised fund, called the Giving Account. Established in 1991, Fidelity Charitable is the nation's top grantmaker, distributing $7.3 billion to charities in 2019. As the largest grantmaker in America, Fidelity Charitable® helps make charitable giving accessible, simple, and effective.
The Giving Account streamlines the process of strategic giving for a broad range of donors, allowing them to contribute many types of assets and plan their giving more systematically, helping donors give more to the causes they care about. Fidelity Charitable® accepts a wide range of financial assets, from cash and checks to stocks and even non-publicly traded assets like private business interests.
Fidelity Charitable is governed by an independent Board of Trustees, which has hired Fidelity Investments as the service provider to the charity. Fidelity Investments provides all of the charitable organization's employees and supports all of its functions: Fundraising, Relationship Management, Program and Investments, Marketing, Service Delivery, Finance, Risk and Compliance, and Technology.
At Fidelity, we are passionate about making our financial expertise broadly accessible and effective in helping people live the lives they want! We are a privately held company that places a high degree of value in creating and nurturing a work environment that attracts the best talent and reflects our commitment to our associates. We are proud of our diverse and inclusive workplace where we respect and value our associates for their unique perspectives and experiences. For information about working at Fidelity, visit FidelityCareers.com. Fidelity Investments is an equal opportunity employer.
Fidelity will reasonably accommodate applicants with disabilities who need adjustments to complete the application or interview process. Please email us at [email protected] or call 800-835-5099, prompt 2, option 2 if you would like to request an accommodation.
At Fidelity, we are focused on making our financial expertise broadly accessible and effective in helping people live the lives they want. We are a privately held company that places a high degree of value in creating and nurturing a work environment that attracts the best talent and reflects our commitment to our associates. We are proud of our diverse and inclusive workplace where we respect and value our associates for their unique perspectives and experiences. For information about working at Fidelity, visit FidelityCareers.com.
Fidelity Investments is an equal opportunity employer.
Fidelity will reasonably accommodate applicants with disabilities who need adjustments to complete the application or interview process. Please email us at [email protected] or 800-835-5099, prompt 2, option 2 if you would like to request an accommodation.