Institutional Relationship Specialist

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Date: Jun 28, 2019

Location: Carmel, IN, US, 46032

Company: Capital Group

Req ID: 29903 
Location: IND
Other Location(s): N/A  
Experience Level: Professional 
Relocation Offered:Yes 
Travel Required: a. Up to 25% 
Hiring Manager: Ellen Zawacki 


At Capital, we’re committed to providing you with opportunities to broaden and deepen your knowledge and skills, and to grow personally, professionally and financially. If you’re interested in continuing to Grow with Capital by pursuing a new role, please review the job description below to determine if this opportunity might be right for you. 

For additional information about how you can develop your career at Capital, please visit Grow with Capital.



Role summary: Demonstrates full knowledge in assigned area and works under direction only as needed. Develops and maintains relationships, in partnership with the external Relationship Manager (RM), with Registered Investment Advisors (RIAs) in order to sell American Funds products, including mutual funds and separately managed accounts (SMAs). Advises on practice management and investment services to help financial advisors and intermediaries develop highly effective solutions and portfolios for their clients.

Primary responsibilities/essential functions:

 Executes strategic business and coverage plan for a territory.

o Raises and retains assets within a geographic territory by making proactive phone calls to financial advisers and prospects to uncover and develop unique opportunities through probing and research.

o Partners directly with a RM to develop and execute a business plan and sales strategy for a multi-state U.S. territory.

o Works in partnership with RM to build and develop relationships with clients and prospects.

o Focuses on building relationships with RIAs by sharing Capital insight and culture, investment policies, and product information; gathers business intelligence and offers sales support.

Assists RIAs in developing portfolios and provides ideas for effective practice management; shares investment ideas, investment education and product information with clients and prospects.

Leverages marketing materials / campaigns to target specific clients and prospects for sales opportunity development.

Identifies cross-selling and prospecting opportunities through research in internal / external databases and company websites.

o Identifies clients-at-risk, including those who are losing conviction or selling AF holdings. Develops a client retention plan, identifying relevant selling points and/or education approach and works with the RM to execute on that plan.

 Provides territory support.

o Monitors RM schedule to determine materials needed in future meetings and coordinates additional resources (e.g., calls with Investment Specialists).

o Schedules meeting with RIAs on an as needed basis to achieve territory meeting goals.


Answers in-bound calls from clients to provide the highest level of support for their business.

o Creates and updates contact information, activities, and opportunities in the client relationship database.

 Contributes to North American Distribution sales efforts.

o Delivers effective presentations in the field to promote American Funds products, services, and competitive advantages.

o Attends conferences or other speaking opportunities.

 Performs additional responsibilities as assigned.

Business & Technical Skills:

 Demonstrates expert knowledge of American Funds products and services. Exhibits knowledge in current and possible internal and external future policies, practices, trends, technology and information affecting the department/business area and overall organization.


 Drive for Results

 Business Insight

 Communicates Effectively

 Interpersonal Savvy

Core requirements:

 Series 6, 63 and/or 7, and 65 securities licenses

Working conditions:

 Ability to travel up to 30% of the time


Company: AFD (124)
Recruiter: Traci Reiter
Covered/Personal Securities: No
Restricted: No


Nearest Major Market: Indianapolis

Job Segment: Developer, Database, Sales Support, Business Intelligence, Technology, Research, Sales