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DCIO Internal Investment Specialist (Internal Sales)

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Sales and Marketing
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B02035 - Defined Contribution
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The DCIO (IIS) develops and maintains relationships within regionally assigned territories serving as the primary internal sales support resource for prospecting and relationship management engagements to segmented Retirement Plan Advisors in the DCIO distribution channel. The IIS works in conjunction with the External DC Investment Specialist to increase sales in Putnam Funds primarily through both outbound and inbound telephone selling. Develops and maintain new and existing relationships with retirement-focused advisors which include wirehouses, regional broker/dealers, independent financial planners, registered investment advisors, banks and insurance companies.


Primary responsibilities:

  • Create annual strategic business plan with DC Investment Specialist outlining territory coverage model, focus firms/advisors, marketing activities, quarterly goals, etc.
  • Fully participate in the attainment of the territories annual sales goals, defined by the Head of DCIO.
  • On a weekly basis, speak with 50 advisors
  • Participate in weekly territory management call with DC Investment Specialist to ensure advisor coverage is maximized and activity targets are met.
  • Develop relationships with Tier 1 advisors.  Proactive monthly contact or as frequent as necessary.
  • Know the competitive mutual fund landscape in every asset class and how to handle objections in order to move the sales process forward. 
  • Keep advisor information current in the contact management system.
  • Record all proactive and reactive interactions in the contact management system.
  • Respond to inbound sales inquiries, literature requests and service issues.
  • Assists DC Investment Specialist with meeting schedule coordination, as requested, and follows-up with meeting attendees.
  • Prospects for, and develops new retirement focused producers interested in Putnam Mutual fund products.
  • Become a DC subject matter expert and have the ability to present all of Putnam’s value added programs.
  • Elevate Putnam brand awareness.
  • Ability to provide investment reviews to sophisticated audiences.

 

Internal Management (collaboration with Putnam associates)

  • Participate in weekly sales call with sales management and be prepared to discuss weekly activity, pipeline and sales results.  Discuss any issues hindering success and offer proposed solutions.
  • Attend appropriate internal product meetings to ensure product knowledge, DC industry trends and sales ideas.
  • Assist in development of appropriate sales materials for prospect presentations. Customize finals presentation.
  • Develop relationships with other Putnam inside wholesalers on the Retail and DC sales desks. 
  • Act as a resource to DC, Retail, and Institutional DB sales teams.


Experience/Qualifications:
  • Bachelor’s degree required
  • Minimum of 3 years’ experience in the financial or investment management industry is preferred
  • Direct DC sales experience preferred
  • FINRA Series 7 and 63 licenses required
  • Advanced investment/product knowledge
  • Advanced phone and sales skills
  • Advanced organization skills
  • Team player
  • Willingness and ability to travel periodically
  • Ability to thrive in a fast paced, evolving landscape
  • Understanding of the various financial products and retirement platforms available in the retirement market
At Putnam we are committed to a diverse workforce and take positive steps to ensure equal opportunity in our recruitment process. We also undertake to hire, develop and retain the most talented individuals by valuing the varied skills that you bring.

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