Vice President, U.S. Institutional Business Development
With a growing recognition of the importance of Asia's role in globally diversified investment portfolios, we are seeking an individual to join the Client Services Sales team who will concentrate on proactively expanding Matthews' business relationships
with U.S. institutions, consultants, and outsourced CIO providers. Target institutions will include endowments, foundations, and family offices, and consultants and outsourced CIO providers that we believe would be most receptive to Matthews' Asia investment capabilities. The primary investment vehicle is expected to be the Matthews Asia Funds' institutional share class ($3 million minimum) though separately managed accounts may occasionally be considered.
The individual will be responsible for outlining and executing on a business plan to grow Matthews' institutional presence. This includes the setting and ongoing measurement of goals which ultimately lead to increased assets under management. The individual will oversee Matthews'existing institutional and consultant relationships, towards the goal of expanding Matthews' overall institutional assets and industry presence.The individual will work closely with Matthews' U.S. and global sales and client services professionals who serve a broad segment of institutional
and financial intermediaries (consultants and manager research professionals, independent RIAs, bank and broker/dealer-affiliated advisors,
supermarkets and retirement platform providers). The individual will also work closely with Matthews' marketing and investment teams and members
of senior management towards expanding Matthews' presence within the U.S. institutional market segment.This position will be based in Matthews' headquarters in San Francisco, and require national travel, as appropriate. Travel will include one-on-one prospecting meetings (with members of the Matthews investment team, when appropriate), participation in selective institutional industry conferences,
and Matthews-hosted events (eg, educational roundtables).
The ideal candidate should have a high degree of integrity and professionalism, exhibit strategic thinking and a natural talent for networking, and have prior asset management business development experience with institutions and consultants in an educationally-based, consultative approach.
Successful candidates will have demonstrable:
? Prior achievements in a consultative sales/relationship management role, with demonstrated relationships with endowments, foundations, family offices,
and with research professionals and field consultants at institutional consultants and outsourced CIO providers (particularly those focused on EF, HNW segments)
? Proven ability to outline and execute on a business plan, which includes setting and measuring against milestones, and ultimately increasing AUM
? Innate networking capabilities--the ability to see and leverage connections found in Matthews existing client base, through U.S. and global business development peers,
and through institutional conferences and other industry connections
? Capacity to build positive and effective internal relationships--with U.S. and global business development peers, investment team, legal/operations,
and senior management
? Experience with broad global asset allocation topics and in representing global/international investment strategies
? Long-term conviction for Asia, general understanding of Asian cultures, and intellectual curiosity about the region
? High level of integrity, honesty, diligence and loyalty
? Drive and ambition for professional success
? Excellent (written and verbal) communication and presentation skills
QUALIFICATIONS
This position requires:
? Minimum 7 years financial services sales experience
? Bachelors degree, Masters degree and/or CFA preferred
? Ability to grow and maintain working relationships with various levels investment professionals (directors of research, international equity analysts,
consultants, etc) towards expanding Matthews presence and assets from the institutional client segment
? Ability to persuade opinion on Asia's role within global asset allocation, and position Matthews strategies in a concise and compelling manner
? Strategic business building mindset, with timely administrating of sales plans, prospecting profiles, call reports, and marketing initiatives
? Excellent (written and verbal) communication and presentation skills
? Excellent client and co-worker references
? Series 6 or 7 and 63 licenses
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