3/27/2019 | By Corporate Publishing | Faces of T. Rowe Price
“After being in the business for 28 years, I can say one of the things that really sets T. Rowe Price apart is that, from the leadership down, everyone truly works for the benefit of the client. That’s not common, especially in sales.”
After almost four decades in the financial services industry and experience at four different companies, Niki Green made a move to T. Rowe Price in 2016. With such an extensive and varied background in investment banking, she immediately recognized the uniqueness of T. Rowe Price's work culture, noting how long most associates had been with the firm.
The fact that T. Rowe Price's sales team positions are salaried was also attractive. “Salespeople are often compensated by commission, and I think that can drive the wrong kind of behavior," Niki says. At this stage in her career, she wanted to join an organization that would give her some autonomy and the ability to maintain relationships. “Many sales organizations are very numbers oriented and focused only on quarter-by-quarter short-term results," she explains. “They're not looking at the long-term picture."
While working for the past three years as Vice President, Senior Retirement Sales Executive at T. Rowe Price, she has witnessed first-hand the company-wide focus on doing what's best for the client in the long term. That philosophy drives the work culture. “Here, you're given this freedom and autonomy to create an experience for your clients that's also aligned with corporate goals," Niki explains. “Ultimately it's about growing assets and getting sales, but at this firm, it's achieved through a completely different approach. It's refreshing, especially for someone in my stage of a career."
As someone who has decades of experience in the business, Niki represents a variety of minority groups, particularly in investment banking. “Not only am I over 50, but I'm female, Asian, and a lesbian," she says. “I don't know that you could find much more diversity than me."
Whereas other companies might want to hire her so that they can check off a diversity box in their company profile, Niki believes T. Rowe Price values her unique perspective. “They put me in the position where I can succeed in an area that best suits who I am as an individual," says Niki. “And they help me draw on all my strengths as a way of building relationships."
At T. Rowe Price, Niki's diversity is seen as a rich resource, especially as the business environment is shifting with more women working as CFOs, CEOs, heads of human resources, and as other decision-makers at organizations. “Frankly, sometimes it's easier for those female advisors to work with a female sales rep on a closer level," says Niki. “After all women live longer and tend to make less money during their working years, and so a company must work toward helping women find suitable products to best meet their retirement goals."
Niki was one of a few women in her division when she started with the firm in 2016. In the years since she has helped recruit two more to the team. “Quite frankly, no one is killing it right now in regards to female representation," she says. Where T. Rowe Price particularly excels, according to Niki, is in matching associates with the types of clients who reside in that local area.
She believes T. Rowe Price has a unique perspective on diversity because its headquarters are in the vibrant city of Baltimore instead of someplace like New York or Boston. “It's an open culture, and everyone is encouraged to collaborate in a great way – much more than any company I've ever worked for," Niki explains.
Looking back, Niki has been able to maintain relationships with her advisors and clients through each of her company moves because of the reputation she has built in her local market. But she encourages those who are just starting their career journey to be patient. “You're building a practice, representing a brand, and doing the job that you can do to communicate the company that you represent," Niki says. They should also remember that people, both clients, and colleagues, have long memories. “Don't try to slight somebody to get that immediate sale because that could potentially alienate different relationships, and you're in it for the long run," says Niki. “When I realized that T. Rowe Price is so client-centered and everyone is in alignment working towards that common goal, I knew it was for me. You can't match the culture here."