VICE PRESIDENT BUSINESS DEVELOPMENT & DIRECT CHANNEL

Overview

Initiates, develops and maintains investment product sales with our Institutional (traditional) and Private Equity strategies within an assigned territory. Grows third-party assets through business development efforts to meet established sales goals. Focuses on making outbound calls and cultivating direct prospect relationships to take through the sales cycle from prospective client to customer. Strategizes with personnel that cover consultants to establish firm credibility and harvest potential prospects. Develops in-depth product and industry knowledge relating to investment products and financial services industry. Works with minimal supervision and is responsible for independently making a broad range of decisions, escalating to Managing Director, Business Development when necessary.

Responsibilities

What you will do:

• Direct Prospecting/Territory Management Develops and executes a comprehensive sales plan for a specific territory, 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 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.
• Presentation Skills Delivers professional and effective presentations to prospects for initial meetings, due diligence visits and finals presentations. Demonstrates understanding of salable strategies to the appropriate Portfolio Managers.
• General Industry Provides market intelligence on investment and industry trends to enable a more focused marketing effort. Keeps abreast of competitor landscape, and provides input on appropriate product messaging. Screens relevant RFP/RFI requests, oversees them through the process and ensures all recipients receive timely and accurate responses. Attends trade shows, conferences or other industry-related events to strengthen existing relationships and build new ones.
• Performs other duties as assigned.
• Complies with all policies and standards.

Qualifications

• Bachelor's Degree - Required
• Proven significant experience (over 10 years) in investment management business development, investment consulting or related field. - Required
• Demonstrated experience effectively influencing a group or individual to a recommended course of action. - Required
• Proven examples from work experience on identifying complex problems, quantifying the problem and providing creative resolutions to solve. - Required
• Proven examples of motivation and experience working under limited supervision. - Required
• Demonstrated experience setting professional goals, and successfully implementing and achieving those goals. - Required
• Demonstrated successful track record for raising assets from institutional clients. - Required
• Demonstrated verbal and written communication skills with ability to convey information, verbally and in writing, to internal and external customers, at all levels, in a clear, accurate, focused and concise manner. Demonstrated ability to document procedures and activities in a manner that is understandable to others and prepared using a prescribed format. Verbal and written communications are to conform to proper rules of punctuation, grammar, diction and style. - Required
• Superb presentation skills with experience conveying information in a clear, focused and concise manner. Must provide examples of effectively presenting information to individuals at all levels of understanding and knowledge. Demonstrated use of strong listening and communication techniques and presentation software. - Required
• Working knowledge of word processing, CRM (prospecting/client database management), presentation and spreadsheet applications. - Required
• FINRA Licenses Series 7 and either 63 or Series 65 (Just needs one of the two) Upon Hire - Required
• CFA, CAIA or MBA Preferred

Work Setting/Position Demands:

• This position travels and works in various office settings and requires being in a stationary position for long periods of time frequently while working at a desk, on a computer or with other standard office equipment, or while in meetings. Position requires frequent movement of wrist, hands and fingers for continuous computer work.
• Requires the ability to verbally communicate and exchange accurate information to customers and associates on a regular basis.
• Requires visual acuity to read and interpret a variety of correspondence, procedures, reports and forms via paper and electronic documents, visual inspection involving small defects; Visual acuity is required to determine accuracy, neatness, and thoroughness of work.
• Requires the ability to prepare written correspondence, reports and forms using prescribed formats and conforming to rules of punctuation, grammar, diction, and style on a regular basis.
• Requires the ability to apply principles of logical thinking to define problems, collect data, establish facts, and draw valid conclusions
• Extended hours required during peak workloads or special projects/events.

Travel Requirements:

• None

Note: Posted Hiring Salary Range

The salary ranges posted reflect our targeted base pay hiring range for the position. The final determination on base pay for any position will be determined based on multiple factors to ensure pay equity within the organization. Non-sales positions have the opportunity to participate in a bonus program. Sales positions are eligible for sales incentives whereby total compensation may exceed base salary depending on individual performance.