Senior Vice President, Institutional Sales

1 week ago

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

Position Overview:

The Senior Vice President, Institutional Sales is responsible for initiating, developing, and sustaining sales of investment products across our Institutional and Private Equity strategies within designated territories. This role focuses on expanding third-party assets through strategic business development initiatives aimed at achieving established sales objectives aligned with the company’s performance metrics.

Key Responsibilities:

1. Direct Prospecting and Territory Management:
Formulate and implement a detailed sales strategy for a specific direct channel with national reach, targeting sectors such as corporate entities, endowments, foundations, public institutions, and healthcare organizations.

Craft strategic sales initiatives tailored to key prospects, identifying opportunities to enhance the sales pipeline, promote suitable investment products, and optimize revenue generation.

Conduct outreach efforts through sales calls and campaigns directed at institutions, persuading them to engage our firm for their investment strategy needs. Utilize CRM systems and collaborate with the Marketing Department to pinpoint potential candidates for our offerings.

Maintain a comprehensive contact management database, documenting all interactions, including meetings, phone conversations, presentations, and opportunities within the sales pipeline.

2. Consultant Relations:
Proactively establish and nurture relationships with pertinent consulting firms and their regional or international offices.

Forge new connections within key consulting organizations and their research divisions.

Engage with field consultants globally, as appropriate, to enhance our firm’s visibility and credibility.

Strive to achieve formal recognition by consulting firms, aiming for inclusion in their manager rosters or searches for critical strategies.

Continuously monitor market demands, providing insights on current offerings and contributing to the development of new products.

Keep consultants informed about product updates and developments, thereby indirectly benefiting our mutual clients.

Collaborate with fellow sales representatives to generate new business opportunities.

3. Presentation Skills:
Deliver impactful and professional presentations to clients and prospects during initial meetings, due diligence sessions, and final presentations.

Exhibit a thorough understanding of marketable strategies to the relevant Portfolio Managers.

4. General Industry Awareness:
Provide valuable market intelligence regarding investment trends and industry developments to enhance marketing efforts.

Stay informed about the competitive landscape and offer input on effective product messaging.

Oversee relevant RFP/RFI requests, ensuring timely and accurate responses to all stakeholders.

Participate in industry events, such as trade shows and conferences, to strengthen existing relationships and cultivate new ones.

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, capable of conveying information clearly and concisely to a diverse audience.
  • Demonstrated ability to influence individuals or groups towards recommended actions.
  • Experience managing multiple projects simultaneously while maintaining attention to detail and meeting deadlines.
  • Strong analytical skills with a history of identifying complex issues and providing innovative solutions.
  • Self-motivated with the ability to work independently under minimal supervision.
  • Proficient in customer service or client management, adept at resolving client issues effectively.
  • Flexibility to adapt to departmental and client needs.
  • Proven success in setting and achieving professional goals.

Work Environment:
Office-based role requiring prolonged periods of stationary work at a desk, utilizing standard office equipment, or participating in meetings and presentations.

Educational Background:
A bachelor’s degree is required, preferably in finance, marketing, or a related field.

Technical Skills:
Proficient in word processing, CRM systems, presentation software, and spreadsheet applications.

Certifications:
Possession of Series 7 and 66 licenses is 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 as needed.

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