T. Rowe Price
EMEA Consultant Relations Director
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POSITION PURPOSE
Investment consultants play a highly influential role across EMEA and are particularly important within the UK institutional market, where they advise a significant proportion of institutional asset owners and increasingly exercise direct investment discretion through OCIO and fiduciary management mandates. Our objective is to build deep, strategic relationships with these firms, secure and maintain strong research ratings for T. Rowe Price’s investment capabilities, and translate that advocacy into sustainable commercial opportunities and long-term institutional asset growth.
The EMEA Consultant Relations Lead heads up this effort and sets the strategy for how T. Rowe Price engages with the region’s most important consulting and OCIO firms. The role will be responsible for maximizing the effectiveness and commercial impact of these relationships, ensuring that the full breadth of T. Rowe Price’s investment capabilities, intellectual capital and broader firm resources are brought to bear.
Based in London, the role sits within EMEA Distribution, working alongside local teams as well as Consultant-facing colleagues across the Americas and Asia-Pacific. The successful candidate will therefore combine strong regional leadership with a global mindset, working collaboratively across regions and functions to strengthen the firm’s position with strategically important consulting organizations.
The successful candidate will bring deep industry experience, established consultant and OCIO relationships, strong commercial instincts and the leadership capability to further develop the firm’s consultant strategy as the institutional marketplace continues to evolve.
KEY RESPONSIBILITIES
- Set and execute the EMEA consultant and OCIO strategy. In partnership with Distribution leadership, develop the commercial strategy for T. Rowe Price’s engagement with global, regional and domestic consultants and OCIO providers. Identify where the firm should invest its time and resources to maximize influence, commercial opportunity and long-term growth.
- Build strategic relationships with priority consulting and OCIO firms. Deepen senior-level relationships across manager research, field consulting and OCIO investment teams, positioning T. Rowe Price as a trusted strategic partner rather than solely an investment product provider.
- Drive commercial outcomes. Translate consultant engagement and research success into tangible business opportunities, including new mandates, increased participation in client searches, OCIO allocations and the retention and expansion of existing institutional relationships.
- Expand the breadth of T. Rowe Price’s consultant relationships incorporating UK Retirement and Wealth channel priorities. Identify and execute ways to introduce colleagues from these business areas into our primary consultant relationships.
- Bring the full capabilities of T. Rowe Price to strategic relationships. Connect consultants and OCIO partners with investment teams, portfolio specialists, research, thought leadership and senior leadership across the firm, ensuring T. Rowe Price presents a differentiated and coordinated proposition.
- Manage one junior team member, providing strategic direction, coaching, establishing clear goals and priorities; ensure resources are deployed against the highest-value opportunities.
- Provide market intelligence and strategic insight. Act as a senior source of insight on developments across the EMEA consultant and OCIO landscape, including changes in buying behavior, portfolio construction, manager selection, competitive positioning and emerging client demand. Translate these insights into actionable recommendations for Distribution and investment leadership.
- Lead complex consultant engagements. Oversee responses to sophisticated investment, organizational and strategic requests from consultants and OCIO providers. Ensure materials and messaging are differentiated, technically robust and commercially relevant.
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PROFESSIONAL EXPERIENCE
- 10+ years of relevant consultant relations, institutional distribution, consulting and/or OCIO experience, with a demonstrated record of successfully developing and commercializing relationships.
- Deep understanding of the EMEA consultant and OCIO ecosystem, including the respective roles of manager researchers, field consultants, portfolio construction teams and investment decision-makers.
- Strong and established relationships with senior individuals across leading EMEA consulting and OCIO organizations, with demonstrated credibility at both manager research and investment decision-making levels.
- Proven ability to build and expand relationships with OCIO/fiduciary management providers and translate those relationships into investment opportunities and asset growth.
- Strong commercial orientation and a track record of converting consultant advocacy, research ratings and strategic relationships into measurable business outcomes.
- Deep understanding of the trends shaping EMEA institutional markets, including evolving asset-owner requirements, portfolio construction approaches, manager selection practices and the continued development of OCIO and fiduciary management.
- Broad investment knowledge across equities, fixed income, multi-asset and alternative investments, combined with a strong understanding of capital markets, portfolio construction and asset allocation.
- Ability to engage credibly with sophisticated investment professionals and communicate complex investment concepts at both a technical and strategic level.
- Bachelor's degree or equivalent required. CFA, CAIA or other relevant professional qualification highly desirable.
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PERSONAL COMPETENCIES
- Strategic and commercial leadership: Combines a strategic perspective with strong commercial judgment and a clear focus on translating relationships and investment credibility into sustainable business outcomes.
- Executive presence and credibility: An accomplished relationship builder with the presence, gravitas and subject-matter expertise required to represent T. Rowe Price effectively with senior consultants, OCIO investment professionals, clients and internal leadership.
- Influence and collaboration: A natural influencer who builds trust, creates alignment and operates effectively across organizational boundaries. Demonstrates a collaborative and low-ego leadership style while being comfortable challenging established thinking when appropriate.
- Exceptional communication: An outstanding written and verbal communicator who can distill complex investment and commercial concepts into clear, compelling messages and adapt those messages to audiences with different levels of investment expertise.
- Leadership and talent development: Demonstrated ability to lead, motivate and develop high-performing professionals, creating clarity of purpose while empowering individuals to take ownership and succeed.
- Intellectual curiosity and market orientation: Maintains a strong understanding of developments across investment markets, institutional clients, consulting firms and the competitive landscape, and is able to translate those developments into implications for T. Rowe Price.
- Entrepreneurial mindset: Proactive, resourceful and comfortable identifying new opportunities, challenging conventional approaches and mobilizing resources across the organization to pursue them.
- High standards and accountability: Highly motivated and results-oriented, with an unwavering commitment to integrity, client service and excellence. Takes ownership for outcomes and consistently demonstrates sound judgment in representing the firm.
This role is eligible for hybrid work, with up to one day a week from home.
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