Director, Relationship Manager, Third Party Mutual Fund and ETFs

Employment Type

: Full-Time


: Miscellaneous

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Your Opportunity

Asset Management Client Solutions (AMCS) is responsible for managing Schwabs third party product platforms to deliver a robust client experience while growing a revenue stream vital to Schwabs overall financial health. AMCS develops new products and services for clients, maintains broad product offers, and facilitates effective working relationships between third party providers and the employee groups who work directly with clients. Collectively AMCS manages five product platforms including:

  • Mutual funds & 529: The first and still the largest platform at Schwab.
  • Managed accounts: The most comprehensive and fastest growing SMA platform in the industry.
  • Alternative Investments: A growing platform enabling clients to invest in assets such as real estate, private equity, hedge funds, structured products, and commodities.
  • ETFs: The largest and most rapidly growing ETF platform in the industry.
  • Insurance: A developing platform becoming more critical in meeting client needs with retirement and risk management.
  • Fixed Income: An industry leading product platform and a large team of sales & service professionals, the Fixed Income team plays a significant role in driving asset growth for both our Advisor and Retail.
  • As a Relationship Manager, you have the opportunity to join a team critical to the offering of mutual funds, ETFs and 529 plans at Schwab. The Relationship Management team is responsible for leading the business-to-business relationships with over 700 third party asset management firms, whose products are available to Schwab clients. The team works closely with colleagues across the firm, including Investor Services, Advisor Services, Clearing, Retirement, Legal, and Operations to ensure we maintain a robust platform which meets the needs of our clients, while also aligning with our platform strategy.

    The Relationship Manager role is key to the offering of Third Party Mutual Funds and ETFs to Schwab clients. The Relationship Manager is the main point of contact at Schwab for some of the largest third party providers whose products are available to our clients.

    You will focus on building mutually beneficial relationships by serving as the central point of contact for assigned firms and focusing on achieving win-win outcomes for Schwab, our clients, and third-party firms. You will enable Schwab clients to successfully reach their investment goals, by ensuring appropriate products are made available to investors across client enterprises including Investor Services, Advisor Services, Retirement Plan Services, and Clearing. You will engage asset managers in negotiations to maintain a robust platform offering which meets the needs of our clients, while also optimizing revenue opportunities for Schwab. You will collaborate directly with Sr. Managers on the team who provide support with fund adds, operations, data/reporting requests, internal inquiries and meeting preparation.

    What youre good at

  • Develops and implements a strategic approach to relationship management account planning process with assigned third party product providers, based on a shared commitment to mutual goals. Focuses on building mutually beneficial relationships, while always prioritizing the needs of Schwab and our clients first.
  • Identifies opportunities to engage asset managers on a strategic level to support our firm objectives, and engages colleagues from across the organization as needed.
  • Identifies key partners to engage in value-add meetings, sets the agenda, and follows up on implementation in a timely manner
  • Collaborates with colleagues and asset managers to manage executive exposure, while ensuring executives are effectively prepared for all interactions with the Relationship Managers assigned firms.
  • Maintains and fosters key relationships while collaborating with internal business partners as needed.
  • Engages in negotiations and contractual discussions as needed, in pursuit of maintaining a robust platform offering to meet client needs, while also optimizing revenue opportunities. Takes the lead on assigned negotiations, developing an overall strategy and focuses efforts to achieve desired outcomes in a timely manner, while also including business partners and leadership where appropriate
  • Supports a collaborative and team-based approach while maintaining a professional approach to relationship management.
  • Collaborate with asset managers, operations, client enterprises, legal and contracts teams to ensure the successful delivery of products to clients across our different enterprises individual investors, RIAs, and retirement plan participants, who rely on these funds to reach their investing goals.
  • Ensure processes supporting relationship management are maintained to minimize risk and ensure compliance with firm procedures, while also ensuring all team members have insight into critical information to support the relationship.
  • Document asset manager interactions through detailed and timely updates to Salesforce records.
  • Represents Schwab at industry conferences as needed and stays abreast of industry trends.
  • What you have

  • Proven ability to build trusted relationships with both internal and external partners in pursuit of shared objectives.
  • Highly self-motivated, with a strong ability to deliver results under a variety of circumstances, with a can-do approach.
  • Demonstrated knowledge of our industry particularly as it relates to mutual funds, ETFs, intermediary distribution and shareholder servicing functions.
  • Passion for financial services with a desire to continually build your knowledge base about the industry and our clients.
  • Ability to lead negotiations, foresee potential barriers and identify creative solutions to address critical issues, resulting in mutually beneficial outcomes.
  • Highly organized and detail oriented, with strong time management skills and an ability to prioritize activities focused on achieving our most critical priorities.
  • Demonstrates positive support for innovation, change and continual improvement needed to maintain our competitive position.
  • Experience with Salesforce or other similar CRM systems preferred.
  • BA/BS degree; Series 7 license is a plus.
  • Preferred minimum of 5-7 years experience in a National Accounts, Sales, or Relationship Management role within the industry; 10+ years of overall industry experience

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