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Senior Vice President, Business Development Executive

2 months ago

Cincinnati, Ohio, United States Western & Southern Life Full time

Overview:

The Senior Vice President, Business Development Executive is responsible for initiating, developing, and sustaining sales of investment products within our Institutional and Private Equity strategies across designated channels or territories. This role focuses on expanding third-party assets through strategic business development initiatives to achieve defined sales objectives aligned with the company's performance metrics.

This position emphasizes proactive outreach, fostering direct relationships with potential clients throughout the sales process, from initial contact to conversion into customers.

Additionally, the executive will cultivate and maintain relationships with key consultants and their offices to enhance the firm's credibility and identify prospective clients.

In-depth knowledge of investment products and the financial services sector is essential. The role requires minimal supervision, with the authority to make a wide range of decisions, escalating to the Managing Director of Business Development & Relationship Management when necessary.

Key Responsibilities:

Direct Prospecting and Territory Management

- Formulate and implement a comprehensive sales strategy for a specific direct channel, which may include national coverage across corporate, endowment/foundation, public, and healthcare sectors.

- Create targeted sales plans for key prospects to uncover opportunities for pipeline growth, promote suitable products, and maximize revenue.

- Conduct external sales initiatives and campaigns to persuade institutions to engage with our investment strategies. Utilize the CRM system and collaborate with the Marketing Department to identify potential candidates for our offerings.

- Maintain a detailed contact management database, documenting all interactions, including meetings, calls, presentations, and pipeline opportunities.

Consultant Relations

- Actively develop and sustain relationships with relevant consulting firms and their regional or international offices.

- Establish new connections within key consulting firms and their research units.

- Build rapport with field consultants globally, as appropriate.

- Aim to achieve formal recognition by consulting firms, ensuring inclusion in their manager rosters or searches for key strategies.

- Stay attuned to market demands, providing feedback on current offerings and gathering insights for new product development.

- Keep consultants and indirectly our mutual clients informed about product updates and developments.

- Collaborate with fellow sales representatives to foster new business opportunities.

Presentation Skills

- Deliver professional and impactful presentations to clients and prospects during initial meetings, due diligence visits, and final presentations.

- Demonstrate a comprehensive understanding of marketable strategies to relevant Portfolio Managers.

Industry Insight

- Provide market intelligence on investment trends to enhance marketing efforts. Remain informed about the competitive landscape and contribute to effective product messaging.

- Review relevant RFP/RFI requests, overseeing the process to ensure timely and accurate responses.

- Attend industry events, trade shows, and conferences to strengthen existing relationships and forge new connections.

- Perform additional duties as assigned by management.

Qualifications:

  • Over 10 years of substantial experience in investment management business development, investment consulting, or a related field.
  • A proven track record of successfully raising assets from institutional clients.
  • Exceptional verbal and written communication skills, with the ability to convey information clearly and concisely to both internal and external stakeholders.
  • Experience in effectively influencing individuals or groups toward recommended actions.
  • Demonstrated ability to manage multiple projects simultaneously while ensuring accuracy and timeliness.
  • Strong analytical skills, with experience in identifying complex problems and providing innovative solutions.
  • Self-motivated with the ability to work independently under limited supervision.
  • Proven experience in customer service or client management, addressing client issues and providing effective resolutions.
  • Flexibility to adapt to departmental and client needs.
  • Experience in setting and achieving professional goals.

Work Environment:

  • Office-based role requiring prolonged periods of stationary work at a desk, on a computer, or during meetings and presentations.

Educational Background:

  • Bachelor's degree, preferably in finance, marketing, or a related field.

Technical Skills:

  • Proficient in word processing, CRM systems, presentation software, and spreadsheet applications.

Certifications:

  • Series 7 and 66 licenses are mandatory.
  • CFA, CAIA, or MBA credentials are recommended.

Position Requirements:

  • Availability for extended hours during peak workloads or special projects.
  • Willingness to travel within the designated territory, potentially up to 70% of the time.