Title: External Wholesaler
Location: United States Classifications: Remote Full-Time
BNY Mellon Investment Management is one of the world’s leading investment management organizations and one of the top U.S. wealth managers. Our business encompasses BNY Mellon’s affiliated investment management firms, wealth management organization, and global distribution companies. Our goal is to build and deliver investment and wealth management strategies and solutions to meet our clients’ needs. Drawing on deep expertise, we collaborate with our clients to tailor our best ideas and resources to meet their specific requirements. Through our global network we have developed a significant understanding of local requirements. We pride ourselves on providing dedicated service through our teams. With extensive experience in anticipating and responding to the investment and financial needs of the world’s governments, pension plan sponsors, corporations, foundations, endowments planned giving programs, advisors, intermediaries, individuals and families, and family offices, BNY Mellon Investment Management can help our clients reach their goals. The DCIO External Wholesaler will be responsible for developing new and improving existing relationships with Retirement Plan Advisors (RPA’s). Our target group of RPA’s are defined as Financial Advisors and FA teams that manage over $100MM in DC assets or over 50% of their revenue is derived from defined contribution retirement plans. The DCIO wholesaler will be responsible for leveraging existing key retirement advisor relationships, developing new producing relationships, and meeting DCIO and retirement sales goals across BNY Mellon’s broad array of investment products, with a particular focus on improving sales our extensive lineup of Collective Investment Trusts. Under the guidance of the Retirement Sales Manager, the DCIO wholesaler will also be responsible for creating and implementing an effective business plan for their territory that best leverages BNY Mellon investment and retirement solutions and business needs of targeted RPA’s. The DCIO wholesaler will be required to demonstrate a knowledge of the firm’s investment philosophy, its multi-firm asset management capabilities, and a broad understanding of the ERISA plan marketplace in order to effectively present the desired message and image to partnering RPA’s. The DCIO wholesaler will also be responsible developing a strong partnership with retirement internal sales support, executing digital and marketing programs. Additionally, the DCIO wholesaler will collaborate with BNY Mellon Wealth/Retail regional sales teams, investment firm and consultant relations teams, and fellow members of the BNYM Financial Institutions Group.
KEY RESPONSIBILITIES AND DUTIES:
Develop and implement a territory sales plan and effectively manage the plan to meet the goals of both the territory and the overall DCIO retirement business unit. Drive territory market share growth and meet overall sales, product, and activity goals on an annual basis. Acquire, develop, and maintain “strategic business partnerships” with top producing Retirement Plan Advisors, retirement teams and firms, for BNY Mellon’s suite of retirement strategies and solutions. Focus on growing revenue from assigned sales targets, consistent with the retirement distribution strategy. Coordinate field sales/service activities, as needed, with relevant BNY Mellon distribution and investment firm stakeholders. Provide input in the development of U.S. DCIO business strategy, marketing materials, and firm positioning efforts. Maintain heavy travel schedule within territory to conduct meetings with RPA’s, to participate in client and prospecting events, to conduct presentations on behalf of BNY Mellon, and to attend selected industry conferences or regional events. Must continually expand and refresh knowledge of BNY Mellon strategies, solutions and value-ad’s in order to be able to effectively position these products and services with retirement advisors. Maintain CRM database with accurate and up-to-date activity, sales pipeline, and advisor information.
Bachelor’s degree required (preferably in finance or business) MBA, CIMA, CPWM, CAIA or CFA preferred Current FINRA registrations (Series 6, 7, 63, 65 and/or 66, depending) 10+ years of experience strongly preferred working directly with DC plans; minimum of 5 years’ experience required Demonstrated long-term productive relationships with top retirement plan advisors Strong knowledge of DC plan distribution, target date products and ERISA regulation Enhanced problem solving and analytical abilities, and familiarity with investment strategies and concepts Excellent oral, written, and one-on-one and group presentation skills Informed and conversant across a broad range of current and emerging topics in the DC/DCIO space Flexibility on residence location
BNY Mellon is an Equal Employment Opportunity/Affirmative Action Employer. Minorities/Females/Individuals With Disabilities/Protected Veterans. Our ambition is to build the best global team – one that is representative and inclusive of the diverse talent, clients and communities we work with and serve – and to empower our team to do their best work. We support wellbeing and a balanced life, and offer a range of family-friendly, inclusive employment policies and employee forums.