Managing Director - Head of East Region Institutional Sales

Institutional Bus Dev Professional
The Institutional Business Development Professional job is responsible for new client development and retention within the institutional marketplace. As a recognized master in business development and investment solutions, this job facilitates direct sales to sophisticated institutional buyers who understand complex investment products.

Key Responsibilities and Duties

• Develops and executes effective sales correspondence campaigns to qualified leads for all investment solutions.
• Conducts a needs analysis and provides potential solutions including calling upon all resources of the firm (people and technology) to provide valuable solutions to strengthen relationships.
• Conveys advanced investment knowledge through direct sales calls, meetings and formal presentations to build and maintain strong relationships with plan sponsors and their consultants.
• Cross-sells the firm's products and services to existing clients where appropriate.
• Consults on critical client accounts, and continuously exceeds client service expectations through proactive and on-going communication.
• Monitors and communicates key performance metrics and operational challenges to management to quantify and articulate the business impact of business development initiatives or issues.

Educational Requirements

• University (Degree) Preferred

Work Experience

• 8+ Years Required; 10+ Years Preferred

FINRA Registrations

• SRC Indicator: Series 7; Series 63

Physical Requirements

• Physical Requirements: Sedentary Work

Career Level
10PL

POSITION SUMMARY:

The Head of East Region Institutional Sales is responsible for leading institutional sales strategy and execution across the East Region, with accountability for driving revenue growth, deepening client relationships, and delivering investment and retirement solutions to institutional clients, including pension plans, endowments, foundations, consultants, and other sophisticated institutional buyers.

This leader will report to the Head of Americas and serve as a senior member of the Americas leadership team, partnering closely across distribution, product, investment, marketing, consultant relations, distribution specialists and client service teams to deliver coordinated solutions that meet client objectives and support enterprise growth.

KEY RESPONSIBILITIES:

• Develop and execute the East Region institutional sales strategy aligned to Americas priorities, revenue goals, client needs, and market opportunities.
• Own regional sales goals, pipeline development, and revenue outcomes across assigned institutional client segments and territories.
• Lead, coach, and develop a high-performing regional sales team, including establishing priorities, managing performance, supporting career development, and ensuring strong execution discipline.
• Provide management and team oversight, including resource planning, territory coverage, client assignment, talent development, and coordination across sales and relationship management teams.
• Build and maintain senior-level relationships with institutional clients, prospects, consultants, and intermediaries to identify needs and position relevant investment, retirement, and risk management solutions.
• Partner with product, investment, client portfolio management, consultant relations, legal, compliance, and operations teams to tailor solutions for client objectives and ensure a high-quality client experience.
• Represent the firm externally as a senior institutional sales leader, strengthening market presence and advancing the firm’s credibility with key clients and industry partners.
• Maintain strong visibility into market trends, competitive positioning, client demand, and regulatory considerations impacting institutional investors.

Leadership Expectations

• Set a clear regional vision and operating rhythm that enables disciplined execution against sales, client, and team objectives.
• Create an inclusive, accountable, and collaborative team culture focused on client outcomes, innovation, and commercial impact.
• Coach team members on strategic account planning, executive-level client engagement, solution positioning, and effective pipeline management.
• Work across the Americas leadership team to share market insights, remove barriers, and align resources against the highest-value opportunities.

Sales and Client Coverage

The role carries direct accountability for achieving regional sales goals and advancing strategic client relationships. The Head of East Region Institutional Sales will be expected to identify and convert new business opportunities, expand e