Head of Intermediary Relationship Management

SVP, Head of Relationship Management (IICG)

The SVP, Head of Relationship Management will be responsible for setting a clear vision for the Intermediary Investment Client Group (IICG) Relationship Management function and driving its evolution to meet the firm’s long-term growth objectives.  The IICG organization is responsible for over $1.8B in revenues to Fidelity Institutional. This leader will shape the broader Relationship Manager (RM) strategy, lead transformational change, and ensure operational excellence while strengthening client relationships and delivering measurable impact. This position will report directly to the Head of Intermediary Investment Client Group (IICG).

Job Responsibilities

• Define and execute a strategic vision for the Relationship Management function aligned with IICG organizational goals and initiatives to drive growth, profitability, home office engagement, client satisfaction and retention
• Lead significant organizational change of firm coverage, behaviors, KPI’s, and data capabilities to transform operational and client engagement model. 
• Drives executive leadership engagement both internally and externally to support development and growth with distributor firms
• Deep understanding of client business models, evaluating key aspects of their business, and leveraging practice management and discovery tools and best practices to develop the overall Fidelity relationship.
• Establish metrics and scorecards to monitor engagement effectiveness and overall business impact ensuring operational rigor across client interactions and behavioral change. 
• Aligns Fidelity and trusted third-party resources to meet client business needs
• Mitigates risk to Fidelity and our clients (e.g., key policy awareness and compliance, looking for potential watch outs on firm practices, and collaborating with our internal partners to raise data concerns).
• Oversees strategy among RM and Key Account Managers (KAM) strategic accounts to drive client satisfaction and retention by collaborating with service and other key business partners to improve and enhance their daily experience.
• Cultivates collaborative relationships with key internal business partners.

Industry Expertise:

• Bachelor’s degree required, MBA or other advanced degree preferred
• 15+ years of successful sales or relationship management experience in a financial services industry
• Institutional client management and growth experience required; strong knowledge of the RIA, Broker Dealer, Retirement and Institutional Insurance markets
• A thorough understanding of the industry, financial markets, and competitive landscape
• Prior leadership experience
• Series 7 and 63 licenses required

The Skills Required:

• Proven success in building and leading an institutional relationship management team and driving home office engagements, net flows, and business growth
• Proven track record of navigating and influencing executive level business leaders, both internal and client facing across multiple functions and businesses
• Strong revenue management and overall financial acumen
• Leadership, coaching, and career development skills with a tenured team of professionals
• Proven leadership skills, particular on teams in face-paced, collaborative environments
• Ability to work in ambiguity and set tone and pace for peers and team
• Proven risk-management and problem resolution skills
• Ability to recognize process inefficiency and recommend improvement opportunities.
• Connecting the team and each associate to the broader organization and driving collaboration
• Using sound judgement and leading through change
• Driving innovation through curiosity and comprehensive understanding of business processes and challenges
• Demonstrate strong investment competence across all asset classes and exceptional communication skills
• Ability to interact effectively with both external clients (Analyst, Global Strategist, Investment Boards, etc.) as well as internal clients across asset management and distribution)
• Demonstrate an in-depth understanding of portfolio construction and platform solutions (Advisory & Brokerage) at leading wealth management firms
• Ability to travel up to 50%

Placement in the range will vary based on job responsibilities and scope, geographic location, candidate’s relevant experience, and other factors.

Base salary is only part of the total compensation package. Depending on the position and eligibility requirements, the offer package may also include bonus or other variable compensation.   

We offer a wide range of benefits to meet your evolving needs and help you live your best life at work and at home.  These benefits include comprehensive health care coverage and emotional well-being support, market-leading retirement, generous paid time off and parental leave, charitable giving employee match program, and educational assistance including student loan repayment, tuition reimbursement, and learning resources to develop your career.  Note, the application window closes when the position is filled or unposted.

Please be advised that Fidelity’s business is governed by the provisions of the Securities Exchange Act of 1934, the Investment Advisers Act of 1940, the Investment Company Act of 1940, ERISA, numerous state laws governing securities, investment and retirement-related financial activities and the rules and regulations of numerous self-regulatory organizations, including FINRA, among others. Those laws and regulations may restrict Fidelity from hiring and/or associating with individuals with certain Criminal Histories.

Most roles at Fidelity are Hybrid, requiring associates to work onsite every other week (all business days, M-F) in a Fidelity office. This does not apply to Remote or fully Onsite roles.