Business Development Regional Director Private Client Practice
Dallas, TX, USA | Cambridge Associates
Financial Services Professional
Job Description:85 people have viewed this job
We are a leading global investment firm and aim to help endowments & foundations, pension plans, and high net worth private clients implement and manage custom investment portfolios that generate outperformance and enable them to maximize their impact on the world.Working alongside its early clients, Cambridge Associates pioneered the strategy of high-equity orientation and broad diversification, which since its inception in the 1980s has been a primary driver of performance for institutional investors. Today, we deliver a range of portfolio management services, including outsourced CIO, non-discretionary portfolio management, investment staff extension, and asset class mandates. Cambridge Associates maintains offices in major financial centers across the globe, with headquarters in Boston, MA.
Working with some of the world’s most sophisticated institutional investors, we bring a deep knowledge of portfolio management best practices to the clients we serve, and select our colleagues with great attention to their potential to become a valuable member of a collaborative, intelligent and hard-working team.
Cambridge Associates seeks to hire a business development professional to join our private client practice. Our private client business targets single family offices and ultra-high-net-worth individuals with investment assets over $200 million.The individual will be focused on a region and will identify, prioritize and partner with investment teams to commercialize relationships with centers of influence and new family offices as well as to retain and grow existing client relationships.This will include relationship building with single family offices, ultra-high net worth individuals, attorneys, accountants, and family office service providers. The individual’s primary responsibility will be to unearth prospective clients and work with teams to develop and close these opportunities.The sourcing of new opportunities will come from two areas 1) the business development professional’s efforts to get to know centers of influence, prospects, and clients in a key region, and 2) practice-wide programmatic efforts to leverage broader firm networks with our institutional clients and investment managers providing additional contacts with whom the business development professional will build relationships.
Success will be measured by effective collaboration with investment teams resulting in new AUA/AUM from private clients, qualified new leads added to the pipeline of opportunities, and developing, cultivating and advancing key and strategically important relationships with family office centers of influence.
The business development professional will leverage Cambridge Associates’ colleagues, deep manager research, and thought leadership in marketing and selling the firm’s nondiscretionary and discretionary portfolio management services.The individual will report directly to the Private Client Head of Business Development.
The business development director will work closely with the business development team, Global Private Client Practice Head, Private Client Business Development and Client Relationship Management Leads, and specific investment teams within the Private Client Practice to coordinate coverage of all available opportunities in a particular region. This individual must be able to identify if an opportunity exists and then align prospective client needs with Cambridge Associates’ service offering.Once an opportunity with a prospective family is identified, the business developer will work closely with private client practice leadership and the identified investment team to manage the sales process.
The position requires a great deal of teamwork and collaboration within Cambridge Associates. The individual should be capable of handling a large number of clients, prospects and potential referral sources with a variety of needs. The position will require the individual to travel extensively (primarily on the East Coast).
The primary duties and responsibilities include but are not limited to:
Develop a complete understanding of Cambridge Associates’ investment services, processes and philosophy and passionately articulate the firm’s capabilities with internal and external constituents and prospective clients
Build the pipeline for a region by identifying and cultivating relationships with prospective single families and centers of influence (COIs) who could be in a position to recommend the services of Cambridge Associates
Coordinate closely with business development colleagues and investment teams to execute engagement and outreach plan across clients, prospects, and COIs to deepen relationship and add value
Evaluate prospective client opportunities and apply business acceptance criteria to meet business goals for revenue growth and profitability
Prepare and deliver proposal letters to referral sources and prospective family clients -- communicating all aspects of the firm and its services
Schedule, plan for, and attend prospective client meetings with investment teams
Meet with current clients to ensure we are bringing the best of Cambridge Associates’ platform to the relationship and properly aligning our service and team with their needs
Be a key contributor to new revenue for the firm through client acquisition and existing client relationships
Track all activity in CRM system
Attend and network at select conferences and events
Work collaboratively and in close partnership with colleagues at Cambridge Associates spanning various groups including business development, marketing, firm & practice leadership, investment directors, legal, and finance
Proactively share industry trends, lessons learned, and information on competitors with colleagues at Cambridge Associates
Qualifications for the Business Development position include:
With a professional demeanor, the Business Developer must be motivated, articulate, polished, organized and disciplined and act in a manner that is consistent with Cambridge Associates’ collegial culture.A strong networking DNA, business building, organizational skills and the ability to effectively manage multiple tasks with high energy are critically important to the role as is the ability to be flexible and patient. While this role is for an individual performer, the candidate must work effectively within a team environment and always seek to make the professionals around him/her, better.The Business Developer will enjoy and excel at networking.
Specific attributes and qualifications include:
A proven track record in a business development capacity within the investment industry of at least 7 years, ideally working with UHNW families
Proven experience growing revenue through client acquisition
Ability to sell a service versus a product
Solid knowledge of the institutional investment industry
Outstanding communication (written and verbal) and interpersonal skills
Strong listening and organizational skills
Attention to detail
Ability to operate independently with a high level of direct responsibility while also partnering effectively with both fellow business development team members and investment teams
Experience negotiating services and fee levels
The ability to strive for results, setting and achieving goals
Competitive attitude / driven to win for the team
Capable of managing long-term relationships and initiating and cultivating new client relationships
Series 3 (must pass exam within three months of employment)
Undergraduate degree is required.An advanced degree and/or CFA/CAIA is a plus