Key Account Sales Executive-Regional and Community Banks id-9786

May 30, 2025

About Financial Advisor Services

Financial Advisor Services (FAS) is the largest and fastest-growing of Vanguard's four client-facing businesses. FAS provides investments, services, education, and research to more than 150,000 financial advisors – and by extension 24 million individual investors – representing about $3 trillion in assets. Vanguard's financial advisor clients include broker-dealers, asset managers, bank trust departments, registered investment advisors, and insurance companies.

Aligned with Vanguard's core purpose, the FAS vision is to be the advisor to the advisor. This means having low cost, high quality enduring products through intermediaries, where we can scale our impact.

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The Key Accounts Sales Executive for the Bank Channel is responsible for cultivating and growing strategic partnerships with regional and community banks to drive sales of the company's financial products and services. This role requires a deep understanding of the unique operational models, client bases, and regulatory environments of regional and super regional banking institutions and focuses on delivering tailored solutions that align with both partner and corporate objectives. The executive will lead relationships with approximately 15-20 regional banks across southern states (e.g., TX, LA, AL, MS, GA), primarily in Texas, and key relationships in Hawaii.

What We're Looking For

Put clients first and deliver results with integrity – Build trust by leading with integrity, delivering real value, and upholding Vanguard's Code of Ethics in every interaction. Operate with discipline and ensure all activities meet regulatory and compliance standards.
Drive growth with purpose – Develop and execute strategic territory plans that uncover new opportunities, expand relationships, and deliver measurable outcomes.
Engage at the highest level – Influence senior and executive partners with credibility and insight to advance shared goals.
Communicate with conviction – Present Vanguard's capabilities clearly and persuasively across in-person, written, and digital channels. Follow our sales process and document opportunities within your pipeline using internal tools.
Prospect with intent – Execute focused outreach strategies to build awareness, open doors, and deepen engagement.
Manage complexity with clarity – Serve as a strategic partner to your most sophisticated clients (CIOs, heads of wealth, head of due diligence, etc.), aligning long-term plans with evolving business needs.

What it Takes

Think commercially, act ethically – Use deep market, client, and competitive insights to position solutions effectively – to ultimately give investors the best chance for investment success.
Achieves established sales and retention goals through personal direction of all executive and staff level activities of the sales process.
Supports the largest sales relationships and independently plans and executes for material segments. Achieves sales and retention goals within the spirit of Vanguard's Code of Ethics. Provides mentorship to less experienced sales executives and analysts.
Develops a strategic sales plan for a specific territory and/or target client segment to efficiently identify quality new business relationships and leverage Vanguard capabilities for maximum success.
Effectively presents Vanguard's investments capabilities and services to prospects, clients, consultants and industry organizations through written, verbal, and electronic media.
Develops positive relationships with senior and executive management of prospect and client organizations. Drives results by raising awareness of Vanguard's investment capabilities and services through targeted prospecting activities. Prospect activities may include cold calling, face-to-face meetings, targeted mailings, hosting seminars, and attendance at industry conferences.
Implements long term relationship growth strategies for key territory prospects. Covers the largest and most sophisticated prospects and/or accounts.
Uses expertise of market and competitive environments to help position Vanguard's services appropriately.
Develops knowledge of regulatory environment and ensures that Vanguard operates in compliance with applicable regulations.

Coaches, collaborates, and provides insight and direction to less experienced sales executives and internal partners.
Participates in special projects and performs other duties as assigned.

Qualifications

Minimum five years of experience in financial services sales, with a focus on bank or institutional channels.
Strong understanding of the regional and community banking landscape, including distribution models and compliance considerations.
Proven ability to develop and execute strategic account plans and deliver results.
Ability and willingness to travel a minimum of 60% required.
FINRA Series 6 or 7 and 63 or ability to obtain.

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