Vice President, Business Development Officer

2 weeks ago

Cincinnati, United States Western & Southern Life Full time

Overview:

Initiates, develops and maintains investment product sales with our Institutional (traditional) and Private Equity strategies within an assigned channel or territory. Position is responsible for growing third-party assets through business development efforts to meet established sales goals aligned with Company scorecard.

Focuses on making outbound calls and cultivating direct prospect relationships to take through the sales cycle from prospective client to customer.

Proactively harvests and maintains relationships with relevant consultants and their various offices in order to establish firm credibility and develop potential prospects.

Develop in-depth product and industry knowledge relating to investment products and financial services industry. Works with minimal supervision and is responsible to independently make a broad range of decisions, escalating to Managing Director, Business Development & Relationship Management when necessary.

Responsibilities:

What you will do:

Direct Prospecting/Territory Management

Develops and executes a comprehensive sales plan for a specific direct channel that would involve national coverage. Examples include corporate, endowment/foundation, public and healthcare organizations.

Develops strategic sales plans, specific to key prospects, to identify opportunities to grow pipeline, sell appropriate Fort Washington products and maximize revenue.

Conducts outside sales calls and other campaigns to institutions to influence them to hire Fort Washington Investment Advisors (FWIA) for investment strategies. Develops target markets with the CRM system and through campaigns of the Marketing Department to identify candidates for each of our strategies.

Maintains contact management database of detailed notes and intelligence on all activities including meetings, phone calls, finals presentations (wins/losses) and opportunities in the pipeline.

Consultant Relations

Proactively harvest and maintain relationships with relevant consulting firms and their regional and/or international offices.

Develops new relationships within key consulting firms.

Develops relationships within the research units.

Develops relationships with field consultants around the world, as appropriate.

Works to achieve a formal rating by consulting firms or be added to their manager roster or be included in searches for key strategies.

Maintains constant awareness of market needs, provides feedback on current offerings and gathers input for development of new products.

Keeps consultants, and indirectly our mutual clients, abreast of product information and developments.

Collaborates with other sales representatives to develop new business.

Presentation Skills

Delivers professional and effective presentations to clients and prospects for initial meetings, due diligence visits and finals presentations.

Demonstrates understanding of saleable strategies to the appropriate Portfolio Managers.

General Industry

Provides market intelligence on investment and industry trends to enable a more focused marketing effort. Keep abreast of competitor landscape and provides input on appropriate product messaging.

Screens relevant RFP/RFI requests, oversee them through the process and ensure all recipients receive timely and accurate responses.

Attends trades shows, conferences or other industry-related events to strengthen existing relationships and build new ones.

Performs other duties as assigned by management.

Qualifications:
  • Must have significant experience (over 10 years) in investment management business development, investment consulting or related field.
  • Demonstrated successful track record for raising assets from institutional clients.
  • Proven excellent verbal and written communication skills with ability to convey information to internal and external customers in a clear, focused and concise manner. Demonstrated ability to effectively interact and communicate with broad range of clients as well as all levels of staff and management.
  • Demonstrated experience effectively influencing a group or individual to a recommended course of action.
  • Proven experience coordinating multiple projects/assignments simultaneously and completing assigned tasks accurately and on a timely basis. Must demonstrate a strong attention to detail with excellent organization skills. Expected to cite examples of organization and time management/methods used to manage or prioritize workload demands. Must demonstrate project management experience in planning, executing and maintaining a project from start to finish.
  • Demonstrated ability to cite examples from work experience on identifying complex problems, quantifying the problem and providing creative resolutions to solve.
  • Proven ability to cite examples of self-motivation and experience working under limited supervision.
  • Proven strong analytical skills, including demonstrated experience identifying and quantifying problems and providing effective resolutions. Must be able to cite examples of good decision making skills when dealing with multiple alternatives. Demonstrate ability to conceptualize and use new methodologies. This includes providing examples of strong negotiating skills to resolve problems.
  • Demonstrated superb presentation skills with experience conveying information in a clear, focused and concise manner. Demonstrated use of strong listening and communication techniques and presentation software. Must provide examples of effectively presenting information to individuals at all levels of understanding and knowledge.
  • Proven experience in customer service or client management. This would include identifying client problems/issues, providing and initiating effective resolutions.
  • Demonstrated examples from work experience demonstrating flexibility to meet department and customer needs.
  • Proven experience setting professional goals and successfully implementing and achieving those goals.

Work Setting:

  • Works in an office setting and remains continuously in a stationary position for long periods of time while working at a desk, on a computer or with other standard office equipment, or while in meetings or making presentations.

Educational Requirements:

  • Bachelors degree with a preference for finance/marketing or related major.

Computer Skills and Knowledge of Hardware & Software Required:

  • Working knowledge of word processing, CRM (prospecting/client database management), presentation and spreadsheet applications.

Certifications & Licenses (i.e., CFA, CPA, Series 6 & 63, etc.):

  • Series 7 and 66 are required.
  • CFA, CAIA or MBA are recommended.

Position Demands:

  • Extended hours required during peak workloads or special projects.
  • Travel within territory (up to 70% per month).

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