Assistant Vice President - Institutional Sales & Marketing

PRIMARY JOB RESPONSIBILITIES:

• Identify, qualify and cultivate new prospects across multiple institutional channels, focusing on Sub-Adviser and Consultant channels (as well as OCIO, RIA, FO/MFO, etc.)
• Through extensive research, create detailed prospect profiles
• Determine best path to introduction and establish communication
• Identify needs and potential Emerald solutions
• Input prospect information into CRM and keep information current
• Use Emerald resources to develop comfort level
• Follow up on a regularly scheduled basis
• Attend industry-related conferences
• Assist in closing new business

• Maintain designated existing institutional relationships
• Handle as needed relationships across multiple industry channels
• Where appropriate, cross-sell existing relationships
• Drive attendance to any scheduled conference calls
• Set up meetings around conferences and investment team’s travel
• Assist in the retention of current Emerald clients and work to grow AUM in these relationships
• Work with senior staff to become familiar with the clients and their specific needs
• Attend industry-related conferences
• Set up and attend educational settings
• Assist in developing and executing the successful roll-out and asset raising for new investment products and strategies
• Work collaboratively with Emerald institutional and intermediary sales teams, client services team and 1251 staff
• Follow Emerald’s defined sales process including the use of the CRM
• Assist with the messaging and communication of Emerald’s investment strategies, competitive advantages and value proposition

ADDITIONAL JOB RESPONSIBILITIES:

• At the direction of the SVP of Institutional Client Relations and Business Development, work cooperatively with fellow sales team staff in coordinated efforts
• Prepare for and attend scheduled Sales & Marketing Team meetings and participate in related activities and projects
• Assist in development of digital marketing strategy and ongoing implementation
• Demonstrate adherence to a professional and consistent work ethic and ability to set individual priorities.  Major challenges include being able to readily adapt to changes and unscheduled events affecting customary workload and scheduling.
• Maintain a meetings / travel schedule that is the most efficient and cost-effective possible
• Maintain strict adherence to the Company’s policies and procedures, including the Code of Ethics, Operations and Compliance Manual and Employee Handbook
• Provide assistance to fellow Team Emerald members and assist with special projects and/or needs as directed by management staff
• Always represent Emerald in a positive, professional manner

SKILLS/CORE ATTRIBUTES:

• 2-5 years of relevant industry experience
• Excellent communication skills – both written and verbal
• Superior time management and organizational skills
• Propensity to be a self-starter, working independently as well as with a team
• Ability to present and explain sophisticated investment strategies effectively
• Aptitude to learn sales process from experienced and successful mentors

JOB PERFORMANCE ASSESSMENT INDICATORS:

• Quality and quantity of client/consultant/prospect touches
• Achieve goals related to identifying new prospects in appropriate channels (Consultant, Sub-advised, OCIO, RIA, FO/MFO, etc.)
• Meet or exceed expected asset capture and client retention goals as specified by manager
• Timeliness and detail of sales and sales activity related reporting, including maintaining and updating pertinent information in CRM
• Quality and quantity of requested assistance provided to institutional as well as intermediary sales efforts