SVP, Business Development

Income Research   Management 

Income Research Management is a Boston-based, privately owned, fixed income asset management firm. IR M delivers strong performance and consistent results through a rigorous, bottom-up security selection process and strives to provide best-in-class client service to our 800 institutional and private wealth clients.     

Founded in 1987 and located in the heart of Boston’s financial district, IR M employs 200  full time professionals and currently manages $100 Billion in assets. We offer industry-leading benefits, as well as a challenging, collegial, and rewarding workplace with high levels of employee engagement. 

We operate a hybrid work model that will mix days with your team in the office and remote work, leveraging first class technology solutions. 

Job Description: 

The role of Senior Vice President, Business Development will be responsible for the execution of the firm’s institutional business development efforts within the East Region.  The SVP will have 10 years plus of institutional asset management experience successfully forging meaningful relationships across corporate DB and DC, public funds, endowments, foundations, and healthcare systems. The SVP will also be a collaborative colleague, seeking out opportunities to partner with fellow CPMs on business development opportunities, with particular focus on triangulating the client/consultant relationship. The SVP will have a systematic sales process, including business planning, direct calling, pipeline management, and value-added relationship building with a track record of successfully executing on-site visits and finals. The SVP will partner with the Client Service Team (CST), Investment Team members, and other internal constituents to ensure that we deliver exceptional experience for our prospect, clients, and consultant partners.

Beyond executing the business development process, the SVP is expected to understand prospect and consultant market trends, assist in informing the firm’s thought leadership as well as product development and positioning efforts. This role requires a deep knowledge of fixed income markets and the North American investment consultant landscape with the ability to effectively communicate IR M’s investment philosophy and process. 

This role is a Boston based position and will report to the Head of Business Development. Material domestic travel is expected as part of the role. 

Responsibilities:

Business Development

·       Develop and implement a strategic business development plan within the East Region across the institutional investor community

·       Proactively identify, create, and progress new business opportunities through value added relationship building and engagement with prospects and key decision makers

·       Disciplined prospect prioritization, CRM activity management, and pipeline progression

·       Work in collaboration with CPMs to support and expand prospect relationships and deepen our consultant partnerships with a particular focus on field consultant relationships

·       Maintain a strong industry network through conference attendance and other avenues, as well as a solid understanding of the competitive landscape and how it is evolving

·     Effectively leverage the firm’s investment collateral, thought leadership and resources to develop meaningful engagement with prospects and their consultants.

·       Model best practices and assist in the development of effective sales processes and tactics for prospecting

·     Continue to build the IR M brand and act as a steward of the firm’s strong culture internally and externally   

Team Collaboration

• Team player who is a self-starter and natural leader, with proven ability to support colleagues and adopt a firm, team, self mindset
• Willingness to roll up sleeves and dig into the details (no job too small)
• Mentor and participate in the development of Client Portfolio Analysts (CPA) and other Client Team colleagues
• Be a champion of asking for and delivering constructive feedback with colleagues with the objective of recognizing excellence and continuous improvement
• Assist and/or participate in firm and team special projects as needed

Required Skills and Experience

·     Proven track record of executing the business development role through spearheading and shepherding the sales process with deep institutional buyer record in the Northeast

·       Outstanding interpersonal skills and professional presence with proven ability to build relationships and win new business

·       Strong presentation skills and an effective communicator with the ability to command a room through strong professional presence

·       Strong understanding of fixed income and capital markets landscape

·       Proven ability to lead large, sophisticated and complex prospect relationships

·       Deep understanding of institutional consultants and the role they play with institutional prospects

·       Ability to convey credibility, confidence, and trust on investment related topics

·       Outstanding interpersonal skills with proven ability to protect, nurture and grow relationships

·       Ability to prioritize multiple tasks, set goals and meet deadlines

Education Requirement: 

·       Bachelor’s degree

·       Master’s or investment management related certifications a plus

·       CFA or other investment management related certifications strongly preferred

What we offer you: 

 Joining the IR M team is an opportunity to experience a unique and exciting culture and work environment. On a daily basis our employees are encouraged to personify our Core Values; working in a manner that emphasizes investment, respect, positivity, and motivation across the business and in delivering results for our clients. 

We offer an array of diverse and inclusive benefits regardless of where you are in your career. We believe that providing our employees with the means to lead healthy balanced lives results in the best possible work performance. 

·       Hybrid work environment allowing individuals to build strong bonds with colleagues in the office mixed with remote work capability 

·       Medical, dental, vision and life insurance 

·       Retirement savings – 401(k) plan with a safe harbor contribution (3%), a company discretionary contribution (12%), and a broad investment lineup 

·       Tuition reimbursement of up to $15k annually 

·       $5,000 Referral bonus for employees who refer new hires 

·       Business-casual environment

·       Generous paid time off upon hire – including 20 days of vacation, 2 wellness days, unlimited sick time plus eight paid company holidays and 2 floating days each calendar year 

·       Paid volunteer time — 2 days per calendar year 

·       Leave of absence programs – including paid parental and family leave, paid short- and long-term disability, and Family and Medical Leave (FMLA) 

·       Fitness, health, and composting reimbursements  

·       In addition to the opportunity to participate in a discretionary bonus program, the salary range below describes the estimated minimum to maximum base salary range for a position of this level. Compensation decisions are dependent on the facts and circumstances of each candidate and may vary based upon but not limited to relevant experience, licensure requirements, certifications, skill set, and other business and organizational needs. 

Base Salary Range: $165,000 - $220,000

Annual Performance Bonus: This role is eligible for an annual performance-based bonus

Salary : $165,000 - $220,000