We have an exciting opportunity for a Financial Consultant who will manage a sales Book of Business of High Net Worth (HNW) self-directed clients who have sales opportunity and/or external share of wallet propensity. You will drive business growth and add client value by implementing an effective client outreach and book of business strategies. By using your advanced sales skills, you will conduct high-touch, targeted prospecting activities, including cold calling and virtual communications. This role collaborates with peers cross-site to help drive individual and team results, experiment with new techniques, and participate in regular group coaching and skill building sessions.

Responsibilities:

• Probes potential leads to ascertain the extent of the opportunity, obstacles to consolidation at Vanguard, and the depth of interaction required. Drives the interaction and identifies needs for investment products and guidance/advice based on consultative dialogue with client. Continually broadens conversations with clients and prospects to identify additional related investment and service needs, probing to understand client’s investment strategy and non-Vanguard holdings. Provides required situational guidance/advice, or positions and offers managed advice service consultation. Sets clear expectations for interactions with the service team and follows up with client to ensure implementation of advice delivered through managed consultation.
• Conducts advanced needs analysis of client's financial situation, identifies comparable Vanguard products/services, positions solutions that match client benefits to product features, and provides client with Vanguard's value proposition to win additional business. Utilizes in-depth market and product knowledge to discuss the advantages and disadvantages of alternative investments available to high net worth investors. Identifies the need for guidance/advice based on consultative dialogue with client and leverages relevant experts for thought leadership and consultation based on specific client needs. This may include Wealth Estate Planning Services (WEPS), Investment Strategy Group (ISG), Personal Advisor Services (PAS), Portfolio Review Department (PRD) and Vanguard Charitable Endowment Program (VCEP). Follows up with client to ensure guidance/advice was received and implemented as appropriate.
• Drives conversion of sales leads generated from internal business partners. Initiates contact with clients and prospects, via inbound and outbound calls, considering Vanguard as their financial service provider as appropriate. Ensures execution of specific reason for outreach. Follows up with clients and prospects that have not committed to understand readiness to commit to consolidation and/or obstacles preventing next steps, and recommends appropriate course of action to resolve issues and win business.
• Educates clients on a variety of topics including Required Minimum Distribution, after-tax contributions, retirement income expectations, non-deductible IRA contributions, beneficiary designation options, tax implications of company stock distributions, and narrows Vanguard fund choices into asset/sub-asset classes. Works with clients to assist them with achieving their financial goals by effectively positioning Vanguard products and services using client relationship management skills and Vanguard investment methodology.
• Demonstrates leadership among peers and within the department. Provides coaching and feedback proactively to peers and broader Concierge Services crew regarding sales interactions, and assists in developing solutions to address client need. Proactively shares information on how to improve knowledge regarding Vanguard’s products and services, business acumen and book of business management. Proactive in coaching relationship and soliciting feedback; wants to continuously improve. Creates a collaborative environment with peers and leaders within the department.
• Manages and progresses a book of clients and prospects that have not yet committed to the sale, understanding client and prospect buying, consolidation, and timing needs. Prioritizes and manages client interactions, classifying clients based on potential, the complexity of request, and client need. Continually mines book of business for opportunities, and strategically positions Vanguard to gain additional business.
• Supports external clients/prospects and internal referral partners by responding to questions and requests regarding the asset transfer and rollover process related to the committed sale. Acts as a partner to money movement specialists and advisors in supporting the client and sales process.
• Participates in special projects and performs other duties as assigned.

Qualifications

• Undergraduate degree or equivalent combination of training and experience.
• Minimum of three years related work experience. Three years experience as phone rep at Vanguard preferred.
• A strong foundation in managing a book of business within financial services — ideally 3+ years of experience.
• Exceptional client relationship management experience and sales consultative skills
• Excellent oral and written communication skills.
• Excellent problem solving skills.
• Strong time management skills.
• Knowledge of MS Office products.
• Broad knowledge of Vanguard funds, products and services and markets preferred
• This job requires a regulatory license and/or registration (e.g. FINRA, state, SFC), the SIE, Series 7 and 63/65 or 66 (or equivalent). Certain professional designations may be used in lieu of 65/66. These will be determined by Compliance based on role-specific duties.
• The SIE & Series 7 are required prior to starting with Vanguard. The Series 66 can be acquired upon starting.

Special Factors

Sponsorship

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 product 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 our 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.