Job Title: Associate Director, Institutional Sales
Department: North America Institutional Department
Reports To: EVP, Head of North America Institutional Distribution
FLSA Code: Exempt
Estimated Salary: $120,000 - $135,000
Job Summary:
The Associate Director, Institutional Sales position in the Institutional Distribution group is responsible for business development of Cohen & Steers’ investment products/solutions to institutional investors and consultants. This outcome will be achieved through a combination of direct sales outreach and partnership with the senior Sales professionals for optimal territory execution and amplification. Cohen & Steers is committed to an inclusive culture, valuing diversity in support of our people and clients.
Major Responsibilities/Activities:
- Primary responsibility will be to prospect institutional investors in the Eastern US (public pensions, corporate pensions, endowments, foundations, insurance companies, etc.), marketing Cohen & Steers strategies to sophisticated decision-makers (CIOs, Board of Directors, etc.) and collaborating with the broader team to drive new client acquisitions.
- Direct sales outreach in the Northeast and Southeast territories. Primary focus will be to partner on larger plans (P&I Top 1000) with senior Sales professionals and secondary coverage of small-mid market plans.
- Partner with senior Sales professional and teams in each territory to facilitate data requests, RFPs, due-diligence processes, and responses to inbound questions.
- Analyze institutional allocators’ activity, consultant research, and manager lineups through investor databases (e.g., eVestment, Preqin) and industry trade publications (e.g., Fundfire, Mandatewire, Ignites).
- Track and maintain institutional pipeline.
- Maintain fluency in capital markets, Cohen & Steers’ marketable strategies performance and the institutional marketplace more generally.
- Work with the Institutional Channel Marketing partners to prepare presentations, campaigns, and other collateral to assist in the sales effort.
- Organize meetings, calls, and pre-meeting prep for Portfolio Managers and internal teams.
- Prepare for consultant and prospective client meetings, video, and phone conference calls.
- Facilitate the execution and delivery of information for investor and consultant communication, including educational materials and research.
- Develop responses to prospect and consultant data requests.
- Create timely responses for deliverables as follow-ups to meetings.
- Assist in utilization and maintenance of CRM system.
- Assist in the development of sales territory business plans and quarterly territory reviews as a means to track activity and progress.
- Work closely with Associates and Directors across the firm as a resource for on-going projects and initiatives.
- Responsible for participating in and contributing to Institutional department-wide projects and initiatives.
- Develop and refine Institutional sales acumen and process mechanics to directly support the external business development effort.
- Collaborate and build internal partnerships with Marketing, Legal, Compliance, Investments, Ops and others.
- Live the core values of Cohen & Steers and serve as an ambassador of the firm to external constituencies.
Minimum Requirements:
- Bachelor’s degree from an accredited college.
- 5+ years of related experience in a sales, investor relations, and/or client services role within Financial Services.
- Series 7 and Series 63 licenses (or ability to attain within 6 months of hire).
- Advanced degree or certifications (CFA, CAIA, CFP, CIMA) valued but not required.
- Knowledge of real asset investment structures and vehicles.
- Experience in an institutional marketing or sales group.
- Skilled use of Excel, Word, and PowerPoint.
- Excellent communication and writing skills.
- Must be able to prioritize and multi-task in deadline driven environment.
- Demonstrates inclusive behaviors in support of a culture that values diverse perspectives.
Note: This job description reflects management's assignment of essential functions; it does not prescribe or restrict the tasks that may be assigned. The job title or duties and responsibilities may be changed by the Company at any time.
