Job Title: Head of ETF Sales
Department: Global Distribution
Reports To: Executive Vice President, Head of Wealth Management
FLSA Code: Exempt
Estimated Salary: $200,000 - $250,000
Job Summary:
Cohen & Steers is a global leader in real assets and alternative income solutions and seeking a Head of ETF Sales to drive the firm’s expansion into active ETFs. This role will develop a strategy to acquire new clients and cross-sell existing clients, partnering closely with a tenured distribution team with a wide scale platform across the US Wealth landscape. Cohen & Steers is committed to an inclusive culture, valuing diversity in support of our people and clients.
Major Responsibilities/Activities:
- Develop and execute a sales strategy to integrate active ETFs into the product offerings for Cohen & Steers US Wealth distribution
- Identify key ETF targets through a data-driven approach, secure new relationships with ETF-centric buyers, work with key platforms and partners to expedite the onboarding of Cohen & Steers ETFs
- Partner with regional wealth management consultants, strategic partnership group, marketing, product development and business strategy to rapidly gather AUM for new ETF launches (from seed to scale)
- Develop new Cohen & Steers clients, cross-sell existing clients and protect and grow Cohen & Steers market share as clients migrate to the ETF vehicle
- Build Cohen & Steers end-to-end ETF platform with sales, capital markets, product management, CRM, fund operations, marketing, etc.
- Partnering with the Head of Capital Markets, leverage existing relationships with market makers, APs, industry COIs, and research teams to bring Cohen & Steers into the ETF eco-system
- Represent Cohen & Steers as a subject matter expert in the ETF industry (conferences, media, events, etc.)
- Secure new partnerships with leading TAMPs, commercial RIAs, model portfolios, ETF strategists and asset managers to diversify and grow Cohen & Steers client base with new ETF asset pools
- Work with CNS sales leadership on ETF training, reporting, compensation, campaigns, and advocacy to integrate ETFs into the CNS selling system
- Ultimately responsible for driving sales and net new assets into CNS’s suite of active ETFs
Minimum Requirements:
- Extensive experience with an ETF issuer (7+ years) in a senior sales and distribution capacity
- Demonstrated track record of growing new ETF launches and securing early commitments to new products
- Entrepreneurial and creative mindset to identify new sources of demand for active ETFs
- Ability to meaningfully partner across the organization for success by leveraging the existing distribution infrastructure (relationships, platforms, sales teams, marketing)
- Strategic sales skills necessary to design and run a national sales campaign to raise assets with early adopters (RIAs, ETF strategists, platforms)
- Deep knowledge and experience working with ETF, RIA, B/D, and industry data providers
- Relationships across the ETF industry – including key ETF-centric RIAs and ETF strategists
- Series 7 & 63 licenses required
- CFA/CIMA or equivalent preferred
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.
