Vice President & Senior Relationship Manager

Overview

The VP, Senior Relationship Manager (VPRM) is responsible for the strategic development, implementation and maintenance of a comprehensive relationship management program for the largest and most complex base of institutional clients and their corresponding consultants. The VPRM plays a crucial role in building and retaining client business through fulfillment of client needs and offering proactive, personalized client service designed to make the client experience with Fort Washington an exceptional one. It requires a unique ability to nurture complex relationships, partnering with each client to understand and fulfill their individual business needs. The VPRM is responsible for opportunistically growing third party business through cross-selling of existing third party clients and generating leads on prospective new clients designed to bolster business development efforts for all managed strategies. The VPRM is also responsible for the relationship management and business development growth of the many strategic platform relationships of the firm, including model delivery, sub-advisory, and wire house partners. Internally, the position involves strategic collaboration with senior team members in business development, portfolio management, operations, marketing, legal/compliance and executive management. Provides coaching and leadership to other associates. Externally, the position involves strategic collaboration with senior level executives, finance/investment committee members, Boards of Directors, consultants and other professional business partners of the client (domestic and international). The role requires a fundamental understanding of investment management, asset allocation, account administration and client reporting, and the ability to address and explain these and other issues with clients and consultants.

Responsibilities

What you will do:

• Develops and implements relationship management processes, procedures and activities across the entire client life-cycle (sales, conversion, on-boarding, relationship development, daily service and account termination) for the largest and most complex institutional relationships and their consultants. These clients represent the firm’s highest AUM and are national in scope. Works closely with executive management in strategic planning, budgeting and general execution of the firm-wide business plan.
• Seeks to expand firm business with existing clients by anticipating needs and introducing additional investment solutions. Seeks referrals from satisfied existing clients and generates leads from other sources for prospective new clients. Role requires active civic involvement and the ability to research and pursue prospective business opportunities. Leads RFP development, new business presentations and finals presentations for existing client new business opportunities.
• Manages and grows relationships with client’s senior leadership through the development of personal trust relationships and ongoing quarterly client meetings with client senior management, Investment Committees and Boards of Directors. Stays current on all aspects of Investment products and financial markets as to discuss client concerns, impact of economic factors on portfolio performance, asset allocation strategies and operational considerations.
• Participates in institutional new business finals meetings and then leads the on-boarding process for new clients, ensuring a positive first impression with the firm. Develop and implement the transition plan with custodians and external managers. Lead contract negotiations with legal counsel.
• Responsible for the relationship management and business development growth of the many strategic platform relationships of the firm, including model delivery, sub-advisory, and wire house partners. Produces and directs collateral, meetings, and database updates.
• Strategically develops client presentations to effectively communicate key portfolio results, portfolio positioning, market updates and to raise awareness of additional suitable investment strategies (cross-selling opportunities).
• Serves as project manager for institutional relationship management projects including, but not limited to, those that pertain to the operational, administrative, compliance, custodial and relationship management oriented facets of the institutional business.
• Provides coaching and leadership to other associates to ensure that high quality and proactive service is provided to both internal and external clients.
• Serves as advocate for clients requesting sponsorship/support of fundraising activities through the development and presentation of funding requests through the Western Southern Contributions Committee. Oversees administration of firm-wide client events including the Western Southern Open (tennis), Red's/Bengal's/FC suite, dinners, go