Institutional Sales Professional
Position Description
Morgan Stanley Investment Management, together with its investment advisory affiliates, has 563 investment professionals around the world and $338 billion in assets under management or supervision as of December 31, 2012. 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.
MSIM is comprised of several distinct institutional-focused businesses, including: a long-only institutional business, a liquidity business, a direct hedge fund business, a fund of funds business, and a merchant banking business, which includes the Firm's real estate, private equity and infrastructure units.
Reporting Relationship
Head of North America Sales
Location: San Francisco
Background
Institutional Sales and Consultant Relations Professional will partner with Investment and Product Management Professionals to drive revenue in the Institutional sales space.
Specific responsibilities include:
• Develop and execute a business plan to target Plan Sponsors and Consultants in the Western Region of North America. Prospects include Corporate, Endowment Foundation, and Public Funds DB and DC IO Plan Sponsors and Institutional SubAdvisory business.
• Business Plan should include a methodological cold calling initiative to establish new relationships with Plan Sponsors who are not currently clients of MSIM. In addition, coverage of designated Institutional Consulting firms with a focus on improving or attaining rankings across MSIM strategies. This will be in addition to a plan to leverage the existing relationships you will personally bring to your new role at MSIM.
• Develop and maintain sophisticated working knowledge about the investment process and product offerings of MSIM including both traditional and alternative products. In the sales process, uses a solutions based and technical approach to presenting products and providing client/prospect solutions.
• Understand, analyze and assess needs and realistic opportunities to pursue, while considering the competitive situation. Understand key competitors and industry trends and position the firm's products effectively relative to those competitors and trends.
• Ensure that product and sales materials are always updated and focused for the applicable presentation, conference, or opportunity.
• Work closely with the firm's investment professionals and product teams to provide insight from clients, and contribute to investment capability development.
Skills Required
Skills Required
• Bachelors Degree
• At least 5-10 years of related sales/consulting relations experience and significant experience in selling to institutional investors in the Western on behalf of a leading investment management firm.
• Demonstrated sales success bringing in high quality assets to both traditional and alternative products from calling directly on plan sponsors.
• Established relationships and/or comfort and experience in DB and DC IO target client segments in the Western Region including: Corporate, Endowment Foundation and Public Fund plan sponsors. Addiontally demonstrated success working with Instituional consultants in the region
• Demonstrated experience providing relationship management and cross selling existing clients.
• Solid technical understanding of the investment process, familiar with a variety of traditional and alternative investment disciplines and has significant experience dealing with large institutional clients and complex mandates.
• Series 7 licenses required (MSIM will sponsor candidate's licensing requirements, as necessary)
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