Head of EMEA Consultant Relations

POSITION PURPOSE

Within EMEA, the T. Rowe Price Global Consultant Relations Team leads the firm’s relationships with the EMEA regional operations of global investment consulting firms, together with the domestic investment consultants in the UK. The team is responsible for all aspects of our relationship with consultants, including manager research, client-facing consultants and OCIO (fiduciary management) operations.

Institutional investment consultants play an important and influential role in EMEA, particularly in the UK institutional market, where they advise the majority of institutional clients. We work with these consultants to position T. Rowe Price’s investment strategies -seeking to achieve and maintain positive (buy) ratings to drive new business opportunities in order to grow and maintain our institutional client base.

This role will lead the EMEA Consultant Relations Team to maximise its ability to manage consultant relationships effectively and efficiently. The London-based EMEA team is part of T. Rowe Price’s Global Consultant Relations Team, with associates also located in the Americas and Asia-Pacific.

This position represents an opportunity to join a highly successful global team with an outstanding reputation amongst consultants, peers and colleagues. The Global Consultant Relations Team plays a pivotal role in our Distribution business. Whilst organized into regional sub-teams, this is a truly collaborative global team with a strong identity and we welcome the opportunity to add an individual that is keen to apply the experience they have acquired to date, develop new knowledge and skills and further develop their career.

KEY RESPONSIBILITIES

• In collaboration with leadership, develop the commercial strategy for working across consulting firms and OCIO providers (including regional/global firms and new/established firms). Partner with the broader institutional organization (sales, marketing, client service) to identify and exploit connectivity points to best position the firm for continued commercial success.
  
• Be team leader for the wider EMEA Consultant Relations team and serve on the EMEA Distribution leadership team.
  
• Effectively expand consultant and OCIO relationships with assigned consultants to position T. Rowe Price as a strategic and exclusive partner by bringing all of the resources and capabilities of the firm to these discussions. Ensure the organization's interests are expertly represented to consulting and OCIO firms. Communicate the most complex information about the organization leveraging unique and highly advanced expertise, ensuring responses that align with the overall message of the organization.
  
• Achieve and maintain buy ratings at EMEA Tier 1 and Tier 2 accounts to help drive assets under management.
  
• Leverage strong research ratings to strategic active engagement with field consultants and OCIO investment team members to create ongoing commercial opportunities for the firm.
  
• Deepen brand awareness of the organization's broad capabilities (beyond investment strategies) to highly influential and important consulting and OCIO firms across EMEA.
  
• Evaluate and respond to the most complex information requests from consultants and OCIO providers. Guide team members in preparing technical materials, synthesizing multiple sources of information into a cohesive and knowledgeable response, including recommendations for action by the consultant/client. Develop new processes or strategies to enhance the team’s ability to gain client trust and encourage adoption of recommendations.
  
• Provide leadership to less experienced professionals and assign tasks. Help drive specialized initiatives spanning multiple critical business areas that will drive toward establishing the firm as a strategic business partner to key investment consulting and OCIO firms.
  
• Help build the firm’s brand amongst the investment consulting community.

PROFESSIONALQUALIFICATIONS

• 15+ years of consultant relations and OCIO experience with demonstrated success initiating and commercializing relationships with EMEA consultants at the manager research and field levels. This experience must be coupled with a deep understanding of and connectivity to the investment decision makers within the OCIO businesses of these consulting firms.
  
• Must have experience building and expanding relationships with OCIO providers. The ideal candidate will have extensive and long-standing relationships with key consultants and OCIO providers in EMEA.
  
• Appreciation for the trends and buying behavior of EMEA institutional client segments with a track record of success raising capital from OCIO providers.
  
• Must be able to convey a deep knowledge of equity, fixed income, multi-asset and alternative strategies with a strong understanding of capital markets, portfolio management and asset allocation.
  
• Bachelor's degree or the equivalent. CFA, CAIA or CFP highly desired.

PERSONALCOMPETENCIES

• Superior relationship builder who possesses the requisite level of executive presence and gravitas to effectively position the firm’s capabilities; demonstrates credibility through subject matter knowledge and depth.
  
• Must have a reputation for being a consensus-driven and natural influencer who inspires trust across an organization and motivates others around them towards success; strong interpersonal, organizational, and problem-solving skills; enjoys an industry reputation of being a collaborative and diplomatic team player.
  
• Exceptional communicator (written and verbal) demonstrating the ability to distill, present, and convey complex concepts with a high level of articulation and conviction to various audiences, each with varying degrees of subject matter competence.
  
• Personal presence and presentation skills that command the respect of clients, prospects and colleagues.
  
• Highly motivated, intelligent, and possesses a demonstrated track record of maintaining high standards of integrity and service excellence with both existing and prospective clients; high level of accountability and drive with a reputation for being a self-starter, entrepreneurial and goal oriented.