Institutional Relationship Spec ISS

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Date: Aug 14, 2019

Location: Indianapolis, IN, US, 46032

Company: Capital Group

Req ID:  30309
Experience Level: Professional 
Other Location(s): N/A  
Relocation offered: Yes
Travel required: a. Up to 25%


Come grow with us


At Capital Group, how we work is defined by shared values that include absolute integrity, respect and collaboration. But it’s more than that. It’s smart and highly driven people united in purpose to serve our investors and one another.


Bring your energy and unique perspective to Capital and you’ll have the opportunity to grow with us professionally, personally, and financially. You’ll be part of a team that genuinely cares about helping you succeed. You’ll work alongside talented colleagues, many of whom build long careers while progressing through multiple roles, establishing lifelong friendships and making a difference in our communities. In return for your contributions, you’ll receive premier compensation and benefits, and a company-funded retirement plan that ranks among the most generous.


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 Overview:
Founded in 1931, Capital Group is one of the world’s largest and most trusted investment management companies and home to the American Funds. We manage more than US$1.7 trillion in assets, and our 7,500 associates make our clients their first priority every day. When we do our job right, millions of investors around the world fulfill their dreams and financial goals, from home ownership and higher education, to a comfortable retirement. Our long-term investment results and outstanding service set us apart from our competitors, while our workplace sets us apart from other employers. 


We are an equal opportunity employer, which means we comply with all federal, state and local laws that prohibit discrimination when making all decisions about employment. As equal opportunity employers, our policies prohibit unlawful discrimination on the basis of race, religion, color, national origin, ancestry, sex (including gender and gender identity), pregnancy, childbirth and related medical conditions, age, physical or mental disability, medical condition, genetic information, marital status, sexual orientation, citizenship status, AIDS/HIV status, political activities or affiliations, military or veteran status, status as a victim of domestic violence, assault or stalking or any other characteristic protected by federal, state or local law. 

Nearest Major Market: Indianapolis

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