Job Description Summary
The primary objective of this role is to drive the growth of institutional assets under management across all investment products, sourced from U.S. investment consulting firms, with a particular focus on firms located in the Central and Eastern U.S. This position also includes direct outreach to plan sponsors.
Key responsibilities include effectively positioning Raymond James Investment Management and its affiliates' strongest capabilities in front of consultants, guiding these offerings through the various stages of the manager research process, and securing positive ratings for inclusion in consultant-influenced searches—all critical steps in generating new assets and revenue.
Job Description
Responsibilities:
- The Institutional Sales Specialist will be responsible for managing a significant portion of RJIM’s affiliate consultant relations efforts, including headquarters and field offices.
- Coordination, collaboration, and communication with RJIM’s Client Portfolio Management, Institutional Sales, and each affiliate will be essential to the role.
- Manage relationships with investment consultant research staff and field consultants.
- Develop and execute a sales plan detailing which capabilities to present to each assigned consulting firm, with an emphasis on new ratings and existing client relationships.
- Identify and pursue new business opportunities with plan sponsors, lead business development meetings, and close sales to institutional accounts.
- Provide Institutional Sales and Affiliates with comprehensive call notes and market feedback—both positive and negative—on affiliate products and industry trends.
- Serve as a trusted advisor and intellectual contributor to the institutional community.
- Collaborate with the institutional sales team to define research meeting agendas and prepare materials for impactful consultant presentations.
- Ensure proper maintenance of the CRM system.
- Review RFPs for potential clients.
- Perform additional duties and responsibilities as assigned.
Knowledge, Skills, and Abilities
Knowledge of:
- Company’s working structure, policies, mission and strategies.
- Advanced concepts, principles and practices used in the securities industry.
- Advanced concepts, principles and practices of marketing and sales aspects.
- Institutional investment management products.
Skill in:
- Identifying the needs of customers through effective questioning and listening techniques.
- Detail orientation to ensure quality standards are met without impairing workflow.
- Identifying trends and communicating to management.
- Follow-up to ensure resolution and completion of tasks.
- Operating standard office equipment and using required software application to produce correspondence, reports, electronic communication, and spreadsheets.
Ability to:
- Effectively market the company and show resilience through the prospecting process.
- Work independently, make non-routine decisions.
- Communicate effectively, both orally and in writing, with all organizational levels, including senior management.
- Organize, manage and track multiple detailed tasks and assignments with frequently changing priorities and deadlines in a fast-paced work environment with frequent interruptions.
- Balance conflicting resources and priority demands.
- Partner with other functional areas to accomplish objectives.
- Work independently as well as collaboratively within a team environment.
- Establish and maintain effective working relationships at all levels of the organization, including negotiating resources.
Educational/Previous Experience Requirements
Education/Previous Experience
- Bachelor’s Degree (B.A.) in Finance or Business with at least 10 years of experience working in asset management and at least 5 years of experience working in a consultant relations role for a multi-capability institutional investment management firm.
- The ideal candidate must have a proven and measurable track record of gaining product ratings, getting into searches, and generating AUM and revenue through investment consultants and plan sponsors.
- Extensive knowledge of the investment management industry with a comprehensive understanding of investment consultants and their institutional clients.
Licenses/Certifications
SIE is required provided that an exemption or grandfathering cannot be applied.
Travel Required: Yes, 75 % of the Time
Education
Bachelor’s: Business Administration, Bachelor’s: Finance
Work Experience
General Experience – 10 to 15 years
Certifications
Travel
Up to 75%
Workstyle
Remote
The total compensation for this position includes base salary or wages, and may include components such as additional compensation (cash or equity), discretionary bonuses, or commissions. This position is eligible for a benefits package that may include medical, dental, and vision; life insurance; critical illness insurance and accident insurance; disability benefits; retirement savings; paid time off (including vacation, holidays, and sick leave); and parental leave. Eligibility for benefits and specific offerings may vary based on position and employment status. To view more details of the benefits offered, visit Myrjbenefits.com.
At Raymond James our associates use five guiding behaviors (Develop, Collaborate, Decide, Deliver, Improve) to deliver on the firm's core values of client-first, integrity, independence and a conservative, long-term view.
We expect our associates at all levels to:
• Grow professionally and inspire others to do the same
• Work with and through others to achieve desired outcomes
• Make prompt, pragmatic choices and act with the client in mind
• Take ownership and hold themselves and others accountable for delivering results that matter
• Contribute to the continuous evolution of the firm
At Raymond James – as part of our people-first culture, we honor, value, and respect the uniqueness, experiences, and backgrounds of all of our Associates. When associates bring their best authentic selves, our organization, clients, and communities thrive. The Company is an equal opportunity employer and makes all employment decisions on the basis of merit and business needs.
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