Sales Director

3 weeks ago

Boston, United States Cambridge Associates Full time

Firm Information:

Cambridge Associates, LLC was founded in the early 1970s to assist nonprofit institutions with the investment of their endowment assets. Today, we provide independent portfolio management services to over 900 clients including nonprofit institutions, private clients (families) and pension plans.

We have been advising private clients for more than 40 years and currently work with over 200 single family offices and high-net-worth individuals. We understand each family’s unique situation, objectives, spending needs, and goals and build and manage an investment portfolio that achieves their return objectives with the appropriate level of risk. We do not sell any proprietary investment products. We advise and invest in all asset categories, including equities, bonds, non-US investments, real estate, venture capital, hedge funds, leveraged buyout funds, and many other types of investments. The Private Client Practice has been a very successful part of Cambridge Associates and has grown organically through referrals.

Firm wide, we have a professional staff of more than 1,100 employees including over 500 investment directors, investment associates and research professionals across 11 global offices located in Beijing, Boston, Dallas, Hong Kong, London, Munich, New York, San Francisco, Singapore, Sydney, and Arlington, VA. We select our colleagues with great attention to their potential to become a valuable member of a collegial, intelligent and hard-working team.

Position Overview:

Cambridge Associates seeks to hire a business development professional to join our private client practice. Our private client business targets single family offices and ultra-high-net-worth individuals with investment assets over $200 million. The individual will be focused on a region and will identify, prioritize and partner with investment teams to commercialize relationships with centers of influence and new family offices as well as to retain and grow client relationships. This will include relationship building with single family offices, ultra-high net worth individuals, attorneys, accountants, and family office service providers. The individual’s primary responsibility will be to unearth prospective clients and work with teams to develop and close these opportunities. The sourcing of new opportunities will come from two areas: 1) the business development professional’s efforts to get to know centers of influence and prospects in a key region, and 2) practice-wide programmatic efforts to leverage broader firm networks with our institutional clients and investment managers providing additional contacts with whom the business development professional will build relationships.

Success will be measured by effective collaboration with investment teams resulting in new AUA/AUM from private clients, qualified new leads added to the pipeline of opportunities, and developing, cultivating and advancing key and strategically important relationships with family office centers of influence.

The business development professional will leverage Cambridge Associates’ colleagues, deep manager research, and thought leadership in marketing and selling the firm’s nondiscretionary and discretionary portfolio management services. The individual will report directly to the Private Client Head of Business Development.

Position Description:

The business development director will work closely with the business development and client relationship management team, private client leadership team and specific investment teams within the practice to coordinate coverage of all available opportunities in a particular region. This individual must be able to identify if an opportunity exists and then align prospective client needs with Cambridge Associates’ service offering. Once an opportunity with a prospective family is identified, the business developer will work closely with private client practice leadership and the identified investment team to manage the sales process.

The position requires a great deal of teamwork and collaboration within Cambridge Associates. The individual should be capable of handling a large number of clients, prospects and potential referral sources with a variety of needs. The position will require the individual to travel extensively (primarily within the Midwest).

The primary duties and responsibilities include but are not limited to:

  1. Develop a complete understanding of Cambridge Associates’ investment services, processes and philosophy and passionately articulate the firm’s capabilities with internal and external constituents and prospective clients.
  2. Build the pipeline for the region by identifying and cultivating relationships with prospective single families and centers of influence (COIs) who could be in a position to recommend the services of Cambridge Associates.
  3. Coordinate closely with business development colleagues and investment teams to execute engagement and outreach plan across clients, prospects, and COIs to deepen relationship and add value.
  4. Evaluate prospective client opportunities and apply business acceptance criteria to meet business goals for revenue growth and profitability.
  5. Prepare and deliver proposal letters to referral sources and prospective family clients -- communicating all aspects of the firm and its services.
  6. Schedule, plan for, and attend prospective client meetings with investment teams.
  7. Be a key contributor to new revenue for the firm through client acquisition and existing client relationships.
  8. Track all activity in CRM system.
  9. Attend and network at select conferences and events.
  10. Work collaboratively and in close partnership with colleagues at Cambridge Associates spanning various groups including business development, marketing, firm & practice leadership, investment directors, legal, and finance.
  11. Proactively share industry trends, lessons learned, and information on competitors with colleagues at Cambridge Associates.

Qualifications for the Business Development position include:

  1. A proven track record in a business development capacity within the investment industry of at least 12 years; preference for experience selling solutions in UHNW / Family office space.
  2. Proven experience growing revenue through client acquisition.
  3. Ability to sell a service versus a product.
  4. Solid knowledge of the institutional investment industry.
  5. Outstanding communication (written and verbal) and interpersonal skills.
  6. Strong listening and organizational skills.
  7. Attention to detail.
  8. Ability to operate independently with a high level of direct responsibility while also partnering effectively with both fellow business development team members and investment teams.
  9. Experience negotiating services and fee levels.
  10. The ability to strive for results, setting and achieving goals.
  11. Competitive attitude / driven to win for the team.
  12. Capable of managing long-term relationships and initiating and cultivating new client relationships.
  13. Series 3 (must pass exam within three months of employment).
  14. Undergraduate degree is required. An advanced degree and/or CFA/CAIA is a plus.
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