VP Bus Dev & Direct Channel

Overview

Initiates, develops and maintains investment product sales with our Institutional (traditional) and Private Equity strategies within an assigned channel. Grows third-party assets through business development efforts to meet established sales goals aligned with Company scorecard. Focuses on making outbound calls and cultivating direct prospect relationships to take through the sales cycle from prospective client to customer. Select number of key clients would continue to be managed by this associate to ensure continuity of service and potential cross sales. 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 & Relationship Management when necessary.

Responsibilities

What you will do:

• Direct Prospecting/Territory ManagementDevelops and executes a comprehensive sales plan for a specific direct channel that would involve national coverage. Examples include 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.
• Strategic Relationship ManagementProactively maintains strategic relationships with a select number of key clients.Develops annual client plans to drive necessary activities to foster confidence in firm.Develops opportunities for additional investments and cross selling to further strengthen the relationship.Meets formally and informally with clients to understand their objectives, changing needs and key personnel.Works in tandem with the client service team and portfolio managers to both service key clients and transition some clients to them seamlessly.
• Presentation SkillsDelivers professional and effective presentations to clients and prospects for initial meetings, due diligence visits and finals presentations.Demonstrates understanding of salable strategies to the appropriate Portfolio Managers.
• General IndustryProvides 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 With a preference for finance/marketing or related major. (Preferred)
• Proven significant experience (over 10 years) in investment management business development, investment consulting or related field. (Required) and
• Demonstrated experience effectively influencing a group or individual to a recommended course of action. (Required) and
• Proven experience coordinating multiple projects/assignments simultaneously, and completing assigned tasks accurately and on a timely basis. Must demonstrate strong attention to detail with excellent organizational skills. Expected to cite examples of organization and time management methods used to manage or prioritize workload demands. Must demonstrate project management experience in planning, executing and maintaining a project from start to finish. (Required) and
• Proven examples from work experience on identifying complex problems, quantifying the problem and providing creative resolutions to solve. (Required) and
• Proven examples of motivation and experience working under limited supervision. (Required) and
• Demonstrated experience in customer service or client management. This would include identifying client problems/issues, providing and initiating effective resolutions. (Required) and
• Proven examples from work experience demonstrating flexibility to meet department and customer needs. (Required) and
• Demonstrated experience setting professional goals, and successfully implementing and achieving those goals. (Required)
• Demonstrated succe