What are the responsibilities and job description for the Director of Institutional Business Development position at Johnson Investment Counsel?
Job Title
Director - Institutional Business Development
Date
November 2024
Department
Johnson Asset Management
Reports To
President - JAM
FLSA Classification
Exempt
Summary / Objective Of Position
Johnson Asset Management is seeking a Director of Institutional Business Development to structure, implement and lead our firm's institutional business. The primary focus of this role will be on initiating, building and deepening relationships with consultant firms in addition to direct sales to plan sponsors, with the end goal of asset gathering and retention of clients. This will be a nationally focused position with concentration on consulting firms in the Midwest & Eastern portion of the country.
Essential Functions Of Position
Travel required: Yes, May to be 25-50% of the time.
Work environment: Temperature controlled, office environment. Potentially remote work location.
Physical demands: Must be able to withstand the rigors of routine business travel.
Additional eligibility requirements: N/A
Work authorization/security clearance requirements: United States Citizen or lawful permanent resident
EEO statement: As an equal opportunity employer, Johnson Investment Counsel, Inc. does not discriminate in its employment decisions on the basis of race, religion, color, national origin, sex, pregnancy, sexual orientation, age, disability, veteran/ military status, or any other protected status as required by law.
Other duties: Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.
Director - Institutional Business Development
Date
November 2024
Department
Johnson Asset Management
Reports To
President - JAM
FLSA Classification
Exempt
Summary / Objective Of Position
Johnson Asset Management is seeking a Director of Institutional Business Development to structure, implement and lead our firm's institutional business. The primary focus of this role will be on initiating, building and deepening relationships with consultant firms in addition to direct sales to plan sponsors, with the end goal of asset gathering and retention of clients. This will be a nationally focused position with concentration on consulting firms in the Midwest & Eastern portion of the country.
Essential Functions Of Position
- Manage and develop assigned territory and market(s)
- Cultivate institutional consultant relationships - including both field consultants and analysts
- Cultivate relationships directly with Plan Sponsors - including trustees and staff
- Market all of the firm's investment products and services
- Advise and assist with the preparation of proposals and presentations as needed
- Coordinate and schedule the use of firm's resources - RFP's, presentations, travel and investment professionals for meetings and presentations
- Identify and determine appropriate search activity and RFP's
- Prepare and present at consultant due diligence meetings, prospective client meetings and finals (new business) presentations
- Attend appropriate industry events and conferences to increase firm's visibility, brand awareness and overall relationships
- Identify and close sales opportunities
- Take an active role in client service and client relationship development after the sale
- Inquisitive mindset, asking probing questions and seeking additional information to identify needs and offer customized solutions
- Entrepreneurial - possesses strong desire to be part of a growing/dynamic organization and be directly involved in the development of the strategic long-term plan
- Sales mindset - enjoys the challenge of prospecting firms
- Ability to work independently
- Initiative, self-starter qualities
- Excellent relationship management and communication skills with the ability to interface across all levels of clients & prospects
- Strong problem-solving skills
- Ability to operate and collaborate in a team environment
- Effective communication skills, both written and oral
- Prepare and make presentations
- Knowledge of financial markets
- Ability to articulate opinions effectively
- Creative critical thinker
- High energy, strong desire to build new business within assigned territory
- Bachelor's degree
- Minimum 5-10 years business development/consultant relations experience in the institutional market
- Extensive rolodex and relationships within the institutional consultant market
- Proven ability to develop and cultivate new relationships with consultants and direct placement opportunities
- Significant knowledge of investment products
- Strong knowledge of separately managed accounts and mutual funds in addition to other vehicles/methods to deliver investment products to clients
- Investment-related designations that may demonstrate deeper knowledge of the investment industry
- Existing relationships with consultants/plan sponsors
Travel required: Yes, May to be 25-50% of the time.
Work environment: Temperature controlled, office environment. Potentially remote work location.
Physical demands: Must be able to withstand the rigors of routine business travel.
Additional eligibility requirements: N/A
Work authorization/security clearance requirements: United States Citizen or lawful permanent resident
EEO statement: As an equal opportunity employer, Johnson Investment Counsel, Inc. does not discriminate in its employment decisions on the basis of race, religion, color, national origin, sex, pregnancy, sexual orientation, age, disability, veteran/ military status, or any other protected status as required by law.
Other duties: Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.
