SVP, Institutional Client Advisor, Alternatives (West Coast)

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What is the SVP, Institutional Client Advisor, Alternatives (West Coast) responsible for?

The Institutional Client Advisor, Alternatives (West Coast) is responsible for building, growing, and managing strategic partnerships, characterized by multiple mandates across alternative asset classes and solutions, with both current institutional investor clients and prospective clients.

This executive must develop influential relationships with key people in every meaningful part of an institutional investor’s organization that impacts their decision to invest in alternatives, to include field consultants and investment boards as apropos and impactful.

Using these relationships, the Advisor will develop in-depth, holistic understanding of institutional investors, their needs within alternative asset classes and their respective governance, decision making, people, biases, objectives, and priorities.

In building these relationships and bases of knowledge, the Advisor will clearly articulate the value proposition, differentiation and competitive edge of Franklin Templeton’s boutique specialization and global strength in alternative investments, motivating institutional investors to further engage and ultimately mandate Franklin Templeton.

Importantly this executive is also a proactive and effective collaborator with portfolio management, product management and other key functional areas in working together to deepen partnerships with clients.

What are the ongoing responsibilities of an Institutional Client Advisor, Alternatives (West Coast)?

Responsible for turning prospective clients into clients of the firm, while also managing existing client relationships for growth.

Brings new clients to the firm by winning new mandates with them, makes new sales to existing clients, protects existing mandates with clients, manages relationships to proactively spot opportunity and risk while ensuring client satisfaction, oversees and participates in client service.

Develop strategic growth plans with key objectives for coverage list and most important institutional investors, in partnership with secondary relationship manager, senior Institutional leadership, and our Consultant Relations team.

As the primary FTI contact, effectively prioritize work with Institutional Investors to retain and generate business across Franklin Templeton SIM strategies.

Executes growth plan objectives, hitting retention, new sales, prospecting, pipeline, and activity goals.

Builds relationships with key people at institutional investors to educate, service, sell and defend the firm’s broad investment management capabilities in an effective, concise, articulate, and impactful manner to generate partnership and commercial results.

Initiates and maintains dialogue to enhance FTI’s relationship with CIOs, asset class heads, boards, field consultants and key asset class investment professionals.

Communicates opportunities to enhance existing strategies and to develop new products through dialogue and relationship building with most complex and important institutional investor.

Collaborates proactively and productively with colleagues across all Franklin Templeton investment affiliates to help generate new relationships, cross-sell opportunities, and new business flows.

Regularly communicates market intelligence and trends gained from activity with Institutional Investors and utilizing external conferences, tools, and publications, across our Institutional and Investment teams.

Shares meeting notes and research with colleagues; consistently documenting and updating activity in firm’s CRM, Microsoft Dynamics.

Provide regular updates on new business and at-risk pipelines, which will be always maintained and update a minimum of weekly.

Partners proactively and effectively with the Consultant Relations team and distribution channel business leaders to achieve institutional channel business goals and sales targets.

Represents our Institutional team in interactions with other FTI business areas, including marketing, product marketing and management, and public relations.

Works with the highest levels of integrity, transparency, and collaboration always.

What ideal qualifications, skills and experience would help someone to be successful?

10 to 15+ years related experience building relationships with Institutional Investors (both clients and prospects).

Including a demonstrable track record of developing effective institutional investor relationships, as reflected in a valuable rolodex, accompanied by sustained new revenue generation and protection.

Deep understanding of the Alternatives investments marketplace, processes, and strategies

Strong understanding of investments and investment processes.

Stature, gravitas, and experience needed to effectively interact with CIOs and other institutional stakeholders.

Bachelor’s Degree or equivalent experience.

Series 7, 63 & 3 licenses (or ability to obtain).

CFA / ability to work with CFA certification desired but not required.

Driving Results

Motivated to outperform and pursue high standards of excellence in initiating, developing, and managing relationships with institutional investors.

Oriented towards constant improvement and positive evolution of outcomes.

High energy level and drive with a growth-mindset approach to building and maintaining client relationships.

Desired Outcomes

Sustained new revenue generation and protection of alternative assets within current and prospective institutional investor relationships.

Stronger overall knowledge of institutional demand and expectations within the alternatives investment landscape syndicated through the larger institutional distribution organization as a result of this individual’s expertise, influence, and feedback from the market.

Communicating and Collaborating

Communicates effectively and builds rapport with internal colleagues and external prospects and clients.

Articulates and explains alternative investment strategies to the satisfaction of stakeholders within the SIMs and to institutional clients both current and prospective.

Negotiates with a genuine give-and-take, contributing to a collegial and team-oriented firm and culture at Franklin Templeton.

Strategic Thinking / Commercial Orientation

Leverages industry knowledge of market trends to architect a plan for institutional growth of Alternatives.

Effectively positions Franklin Templeton as a highly distinctive boutique with global infrastructure providing a wide array of customizable Alternative solutions to institutional clients.

Other personal characteristics

High degree of self-motivation and energy, intellectual curiosity, and a driven sense of responsibility, accountability, and responsiveness.

Articulate, sophisticated and worldly; able to connect well with targeted client audience.

Effective interpersonal and influencing skills; outstanding communicator, both verbally and in writing.