Sales Director, Australian Institutional Business

ABOUT THIS POSITION

We’re seeking a highly motivated and energetic individual who brings a solution-oriented, collaborative approach and strong industry connections and expertise across the institutional channel. As a senior member of our dynamic team, you’ll identify, lead, and deliver investment opportunities throughout the entire sales process, while managing some of the firm’s most significant relationships and uncovering cross-sell opportunities.

You’ll work closely with internal stakeholders to drive meaningful change and deliver results that meet our client’s evolving needs. In addition to direct client responsibilities, you’ll have the opportunity to mentor and guide junior team members, contributing positively to both our team culture and the broader firm. Ultimately act as 2IC to the Head of Institutional on all institutional matters.

RESPONSIBILITIES:

• Responsible for institutional business development in the Australia and New Zealand markets, leading and delivering new investment opportunities through a robust, collaborative, and solution-oriented sales process.
• Elevate relationships with existing clients by managing some of the firm’s most significant institutional accounts, deepening engagement, and identifying cross-sell opportunities.
• Develop longer-term strategic plans to support sustainable growth and business diversification across key accounts and institutional segments.
• Contribute to strategic projects, such as retirement, client partnerships or the build our of new innovative solutions to inform the firm’s future strategy. 
• Collaborate with internal teams—including Product, Investment, Marketing, RPF, Legal, Compliance, and Operations—as a trusted partner to deliver customized solutions that address client needs.
• Serve as chief negotiator and primary point of contact on complex client issues, representing the firm to the highest standards of integrity and client-centricity.
• As a senior leader, mentor and guide junior team members, contributing positively to both our team culture and the broader firm. Act as 2IC to the Head of Institutional on all institutional matters.
• Build the firm’s brand through industry activity and visibility, positioning T. Rowe Price as a leading investment manager.

ATTRIBUTES / SKILLS / QUALIFICATIONS

• Bachelor’s degree. CFA qualification preferred.
• 10+ years of relevant work experience.
• Energetic and passionate about the institutional marketplace and committed to helping clients solve their investment challenges.
• Deep knowledge and experience working with institutional clients in the Australian market, with a strong track record engaging superannuation funds, insurers, government entities, and family office investment teams.
• Solid understanding of investment products and processes, particularly across equity and fixed income markets; experience with alternatives is highly regarded.
• Exceptional communication and influencing skills.
• Excellent cross-functional collaboration skills, with a strong problem-solving mindset.
• Demonstrated ability to manage complex business challenges.
• Strategic thinker with strong organizational skills and a results-oriented approach.
• Proven ability to manage multiple strategic and tactical projects simultaneously.
• Team oriented. Open and inclusive.

Commitment to Diversity, Equity, and Inclusion:

At T. Rowe Price, our associates are our greatest asset. We thrive because our company culture is built on inclusion and because we sustain a work environment where associates can bring their best selves to work every day. The backgrounds, talents, and experiences of our global associates allow us to embrace new ideas and perspectives that move our business priorities forward and enable us to deliver strong client outcomes. Here, you can expect equal opportunity and fair and consistent treatment for all. 

T. Rowe Price is an equal opportunity employer and values diversity of thought, gender, and race. We believe our continued success depends upon the equal treatment of all associates and applicants for employment without discrimination on the basis of race, religion, creed, colour, national origin, sex, gender, age, mental or physical disability, marital status, sexual orientation, gender identity or expression, citizenship status, military or veteran status, pregnancy, or any other classification protected by country, federal, state, or local law.