Western & Southern Financial Group

VP Business Devlp Inst Sales I

Job Locations US-OH-Cincinnati
ID
2020-13640
Category
Business Development & Sales
Type
Full Time

Overview

Summary of Responsibilities:

Initiates, develops and maintains sales of the Touchstone Funds within institutional markets. These markets include RIAs, family offices, private banks, TAMPs, broker-dealer platforms, mutual fund consultants and 401(k) alliances within the assigned territory. Demonstrates principled leadership and sound business ethics; shows consistency of values and behavior; and builds trust with others through own authenticity and follow-through on commitments.

Responsibilities

Position Responsibilities:

  • Clearly defines and executes a tactical plan to demonstrate progress toward increasing Touchstone Investment’s market share in all profitable fields of play.
  • Builds relationships with RIAs, family offices, private banks, TAMPs, broker-dealer platforms, mutual fund consultants and 401(k) alliances.
  • Identifies new gatekeepers and centers of influence that have the ability to leverage distribution.
  • Schedules and conducts outside and inside sales calls to institutional markets. Demonstrates where funds should be positioned within an asset allocation strategy.
  • Works in partnership with National Account Managers to place Touchstone Funds within assigned broker-dealer recommended lists and model portfolio programs.
  • Deeply understands the investment portfolios offered by Touchstone. Is able to speak intelligently about the funds’ process, positioning and holdings.
  • Stays current on the market by reviewing periodicals, fund performance and manager philosophy to engage in topical conversations in the institutional markets environment.
  • Manages territory to maximize sales with the efficient use of agreed-upon expenses. Budgets estimated sales and institutional support expenses on an annual basis. Submits expense reports weekly.
  • Attends/conducts seminars and conferences.
  • Accurately maintains and updates CRM database for territory to support all business development activities.
  • Works to retain existing assets and clients. Works with the Home Office to follow up on significant redemptions.
  • Performs other duties as assigned by management.

Qualifications

Selection Criteria:

  • Must have a minimum four to eight years of related sales experience.
  • Demonstrated established relationships and book of business within the institutional marketplace.
  • Proven ability to analyze investment managers to differentiate them from their competition.
  • Demonstrated excellent verbal and written communication skills with ability to convey information to internal and external customers in a clear, focused and concise manner while following proper rules of punctuation, diction and style. Ability to prepare correspondence, reports and forms using a prescribed format.
  • Demonstrated superb presentation skills.
  • Proven work experience influencing others to initiate a recommended course of action to solve a problem or increase efficiency.
  • Must be able to cite examples of self-motivation and experience working independently.
  • Demonstrated strong attention to detail with excellent organizational skills. Cite examples of organization and time management methods used to manage or prioritize workload demands.
  • Proven experience handling multiple duties, and completing assigned tasks accurately and on a timely basis.
  • Demonstrated successful experience in the institutional marketplace or in the financial services industry.
  • Proven substantial knowledge of investment management concepts, disciplines and strategies.

Work Setting:

  • 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.

Educational Requirements:

  • Bachelor’s degree; MBA preferred.

Computer Skills and Knowledge of Hardware & Software Required:

  • Working knowledge of word processing and spreadsheet applications, along with salesforce.com CRM.
  • Zephyr StyleADVISOR, Morningstar Direct, Discovery Database and RIA Database preferred.

Certifications & Licenses (i.e., Series 6 & 63, CPA, etc.):

  • FINRA Series 7 and 63 licenses required.
  • CFA preferred.
  • Valid driver’s license and satisfactory driving record.
  • Maintain appropriate vehicle insurance.

Position Demands:

  • Extended hours required during peak workloads or special projects.
  • Extensive travel required.
  • Ability to drive personal vehicle over relatively large geography which will include extensive daily and overnight travel.

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