External Sales - IFI Channel - Executive Director

Morgan Stanley Investment Management (MSIM) is one of the largest global asset management organizations of any full-service securities firm, with more than 40 years of history, a presence in 24 countries, and a total of $1.5 trillion in assets under management as of March 31, 2024. MSIM strives to provide outstanding long-term investment performance, service and a comprehensive suite of investment management solutions to a diverse client base, which includes governments, institutions, corporations and individuals worldwide.

Eaton Vance Distributors is seeking an experienced leader to manage the long term strategy and day to day administration of the Independent and Financial Institutions (IFI) Eastern Division Team. Supervisory responsibilities for approximately 15 external wholesalers and a dedicated channel Business Manager. This leader will help drive our National Sales efforts through effective sales management, strong internal partnerships, and helping creative industry leading relationship leverage with our focus clients.

Primary Responsibilities

• Field Management – establish and manage to a consistent framework for all wholesaler functions including; business plan development, advisor targeting, territory management, activity management, and consistent and effective follow-up discipline.
• Talent Management & Development – refine and implement a talent management approach with a focus on creating one of the leading Independent/Financial Institution field teams in asset management. Includes all facets of knowledge, sales skills, business management and relationship development.
• Execute a quarterly territory/wholesaler team review process to evaluate progress towards goal and alignment with their business plan
• Execute an annual written review of progress towards goal, alignment with their business plan and alignment with Eaton Vance’s Core Values
• Strategy – work with GRM, Product, and Marketing Management in partnership with your field wholesalers to develop and implement a comprehensive strategy for each territory. Leveraging our territory resources, identifying gaps and opportunities and putting these resources into action with consistent follow-up is important.
• Leverage all aspects of data to inform decisions
• Drive key strategic Retail initiatives in the division and across all territories
• Educate and manage teams use of technology applications for efficient business management
• Hold team accountable to executing agreed upon business plans
• Business Management – implement a consistent approach to the management of the business; including territory optimization, profitability management, expense management and rigorous compliance management
• Communication - Understand and effectively communicate all Eaton Vance investment management and distribution capabilities. Further, represent Eaton Vance’s partner relationships internally and externally through consistent communication.
• Consistent communication plan for the IFI East team.
• Communicate with Eaton Vance internal partners to identify new opportunities and develop marketing campaigns to increase sales and marketshare.
• Act as a liaison between Eaton Vance and client to optimize distribution opportunities.
• Interact with various departments within the Eaton Vance organization to become the “public face” of the firm to our clients.
• Centers of Influence – establish a consistent model of leveraging key centers of influence through the development of meaningful professional relationships in partnership with the Global Relationship Management team.
• Winning the Best Advisors – work with each territory to achieve our objective of working with the best and most productive Advisors in the channel. Assist in identifying gaps and opportunities to help move along the relationship and sales process.
• Administrative/Compliance - Reviews call and expense reports on a weekly basis, which includes monitoring call and expense reports in conjunction with company policies and expectations. Responsible for supervising FINRA licensed employees.
  
  

Job Requirements

Education

• Bachelor’s degree or equivalent experience.
• NASD Series 7, 24, 63|65 or 66 licenses required.
• CFA, CIMA, CPWA or CFP preferred.
  
  

Experience & Skills

• Minimum of 10 years’ experience in the investment management industry, previous client relationship and sales experience required.
• Minimum of 7 years leading and managing teams preferred.
• In-depth investment knowledge, including capital markets, asset allocation, portfolio construction, portfolio implementation concepts and knowledge of analytical tools
• Candidates will possess 1:1 consulting skills, presentation and facilitation skills
• Excellent analytical, organizational, communication and interpersonal skills.
• Effective manager of budgets at the Division and territory level.
• Ability to engage in significant travel is required.
  
  

Relationships

• Established relationships with senior decision makers at broker/dealer, private bank and custodial distribution platforms
• Self-motivated individual and imperative that candidate works well in a team environment and demonstrates the firms core values
  
  

Track Record

• Successful track record of representation of investment strategies to independent and financial institution clients.
• Candidates must have a history of being able to think strategically, recognize trends and be able to effectively communicate and influence decision makers inside and outside the organization
• Candidate must have a successful history of managing and developing a full range of experience levels to drive optimal performance.
  
  

What You Can Expect From Morgan Stanley

We are committed to maintaining the first-class service and high standard of excellence that have defined Morgan Stanley for over 85 years. At our foundation are five core values — putting clients first, doing the right thing, leading with exceptional ideas, committing to diversity and inclusion, and giving back — that guide our more than 80,000 employees in 1,200 offices across 42 countries. At Morgan Stanley, you’ll find trusted colleagues, committed mentors and a culture that values diverse perspectives, individual intellect and cross-collaboration. We Firm is differentiated by the caliber of our diverse team. While our company culture and commitment to inclusion define our legacy and shape our future, helping to strengthen our business and bring value to clients around the world. Learn more about how we put this commitment to action: morganstanley.com/diversity. We are proud to support our employees and their families at every point along their work-life journey, offering some of the most attractive and comprehensive employee benefits and perks in the industry.

We're committed to bringing passion and customer focus to the business.

Morgan Stanley's goal is to build and maintain a workforce that is diverse in experience and background but uniform in reflecting our standards of integrity and excellence. Consequently, our recruiting efforts reflect our desire to attract and retain the best and brightest from all talent pools. We want to be the first choice for prospective employees.

It is the policy of the Firm to ensure equal employment opportunity without discrimination or harassment on the basis of race, color, religion, creed, age, sex, sex stereotype, gender, gender identity or expression, transgender, sexual orientation, national origin, citizenship, disability, marital and civil partnership/union status, pregnancy, veteran or military service status, genetic information, or any other characteristic protected by law.

Morgan Stanley is an equal opportunity employer committed to diversifying its workforce (M/F/Disability/Vet).