RIA Hybrid Sales Executive - CaliforniaLeads relationship development and business growth across a territory of approximately 250 Registered Investment Advisor (RIA) firms spanning California, Nevada, and Hawaii, anchored by a large and strategically important California asset base. Serves as a trusted consultant, leveraging deep investment expertise, market insights, and Vanguard's capabilities to drive advisor adoption, strengthen client outcomes, and grow assets under management. Delivers a high-impact coverage model through primarily virtual engagement (75%) and targeted field sales activity (25%) across both metro and non-metro markets.
Core Responsibilities- Achieves sales and retention goals while operating in accordance with Vanguard's Code of Ethics. Develops and executes a strategic territory plan to drive growth across an assigned book of approximately 250 RIA firms.
- Expands Vanguard's presence and market share by identifying new opportunities and deepening existing advisor relationships through targeted business development activities.
- Builds trusted relationships with advisors and key decision-makers by understanding their business models, investment philosophies, and client needs.
- Serves as a consultative partner, delivering Vanguard's investment solutions, market insights, and resources to help advisors achieve their business and client objectives.
- Demonstrates expertise in capital markets, investment products, and industry trends to provide relevant perspectives and effectively position Vanguard's capabilities.
- Engages clients and prospects through a combination of virtual meetings, phone outreach, face-to-face meetings, educational events, and regional and national industry conferences.
- Delivers presentations at client seminars and industry events to strengthen advisor engagement, enhance Vanguard's brand, and generate actionable business opportunities.
- Utilizes technology and data-driven insights to expand coverage, personalize engagement, and effectively serve advisors across metro and non-metro markets.
- Prioritizes opportunities and determines the most effective mix of virtual and in-person engagement to maximize impact and business results.
- Partners closely with field sales, key account teams, and internal stakeholders to deliver a coordinated client experience.
- Participates in special projects and performs other duties as assigned.
Qualifications- Eight to ten years of related experience, including five years of direct sales experience.
- Undergraduate degree or equivalent combination of training and experience. Graduate degree preferred.
- Progress toward or completion of an MBA, CFA, or CIMA preferred.
- Required to obtain and maintain applicable regulatory licenses and registrations (e.g., FINRA, state registrations).
- Knowledge of capital markets and investment management.
- Strong relationship-building, communication, and consultative selling skills.
- Ability to effectively manage priorities and collaborate across teams.
- Commitment to building lasting professional relationships.
LocationThe ideal candidate resides in either the Los Angeles metro area or the San Francisco Bay Area to support in-person engagement within the territory's largest concentration of advisor relationships and assets. Scottsdale, AZ is also a location option given its proximity to Vanguard's regional office and the broader Western sales organization.
Special FactorsSponsorshipVanguard is not offering visa sponsorship for this position.
Salary Range:$85,000.00 - $140,000.00
