BASIC PURPOSE:
Using full judgment and discretion, assists the department head in carrying out the department goals and objectives. Works with assigned firms as primary relationship manager. Works with field and marketing department on product distribution activities, develops and implements tactical strategies for achieving superior sales levels with assigned firms.
PRINCIPAL RESPONSIBILITIES:
1. The primary home office contact for selected dealers
1. Maintains, strengthens, and/or expands existing relationships with selected dealers
2. Develops, implements, and monitors sales/marketing plans with these dealers
3. Develops, directs, coordinates, and monitors sales/marketing plans with appropriate contacts (dealer home office, MFS field force, department head)
4. Has thorough understanding of selected dealer objectives, programs, structure, and operations
2. Communicates activities with dealer to other distribution channels at MFS, as appropriate, and seeks information from other distribution channels regarding assigned dealer(s) to insure thorough knowledge of the relationship.
3. Evaluates strategic opportunities with clients and recommends the level of financial support, if any, based on a profitability analysis; makes recommendations to department head regarding marketing, program, and/or processing support, if appropriate; considers the operational needs of the relationship and works Dealer Relations Business Manager and other appropriate areas to establish the necessary processes and procedures; involves the legal department, as necessary, to review contracts. Coordinates with SAG and follows all guidelines and policies.
4. Reviews dealer requests for MFS participation in dealer sponsored training and education meetings to determine if event is consistent with MFS' policies and if attendance at the event provides a meaningful opportunity to further MFS' opportunities within that dealer. Follows MFS policies regarding approval and payment for meetings.
5. Coordinates dealer specific meetings (i.e., Boardroom meetings) with Conference Services, sales management, sales desks, and other appropriate areas to insure that meetings meet relevant MFS and dealer policies and to maximize the positive impact on attendees.
6. Meets with clients on a regular basis to discuss new products, changes to existing products, and/or other issues of importance to the client. Evaluates progress towards mutually determined goals.
7. Establishes relationship with investment analysts or equivalents at dealer firm, developing a thorough understanding of the processes employed by analysts in investment selection and decision making; introduces MFS investment strategists, as appropriate, to provide detailed investment information and ongoing support to firm's research group.
8. Attends client sponsored national and regional meetings, as necessary. Arranges to have other MFS representative(s) attend if appropriate. Make presentations to attendees at the meeting if requested.
9. Provides day-to-day direction to assigned Marketing Associate for dealer related activities and assignments. Provides Dealer Relations Business Manager with information necessary to monitor overall activities and for employee reviews.
10. Networks at applicable industry meetings, if appropriate.
11. Provides market expertise for assigned accounts.
JOB REQUIREMENTS:
1. Bachelor's degree or equivalent.
2. Minimum of five years' related experience.
3. Position requires FINRA Series 6 & 63 registrations in accordance with MFS's licensing policy.
4. Thorough product knowledge.
5. Must be able to travel.
6. Excellent communication, presentation and interpersonal skills.
7. Strong computer/organizational skills.