SVP, Institutional Client Advisor (West)

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What is the SVP, US Institutional Client Advisor, West responsible for?

Reporting directly to the Head of US Institutional, the SVP, Institutional Client Advisor, West ( Client Advisor ) will be responsible for driving new business from institutional investors as member of the US distribution team, covering a geographic region roughly defined as the Western region of the US.

The successful candidate will be responsible for direct sales to public and corporate funds, endowments and foundations, insurance companies and health care organizations in the region.

The successful candidate will develop a strategic plan for the acquisition of new institutional assets and revenue for the firm.

They will enthusiastically execute on the plan to coordinate sales efforts in collaboration with other distribution colleagues and across multiple assets classes.

Of significant importance to the role are coordination, collaboration, and communication within the distribution team, with the investment teams, and with other Franklin Templeton specialist investment managers (SIMs).

An articulated sales process that has resulted in a quantifiable track record of institutional sales success to institutional investors is essential.

The successful candidate will have an exceptional record of sales through the establishment of client relationships with senior level buyers at the CFO, CIO, and Trustee levels.

The Client Advisor will have the ability to successfully represent a broad range of asset classes, including traditional strategies as well as alternatives.

They will be adept at managing a sales plan and shifting priorities. They will work closely with the domestic and global distribution teams, as well as with the investment and other internal teams such as legal, compliance, and operations.

They will play a vital role in continuing to enhance the proactive presence and competitive edge for Franklin Templeton with a driven, entrepreneurial, and innovative mindset executed in a highly collaborative manner.

The successful candidate will be a critical addition to the distribution team and is expected to be a significant driver of Franklin Templeton’s continued growth in the US institutional market.

What are the ongoing responsibilities of an US Institutional Client Advisor, West?

Execute an institutional sales plan.

Drive new institutional assets under management and revenue for Franklin Templeton.

Manage the sales pipeline in a collaborative and transparent manner.

Identify, execute, and close new institutional business for Franklin Templeton.

Develop relationships to drive ongoing business development opportunities in the Western US with institutional investors.

Meet and aspire to exceed identified sales targets for new asset acquisition.

Oversee ongoing client retention and growth within already established relationships.

Proactively share information with respect to institutional investment trends, progress against goals, and new business pipeline activity with distribution colleagues.

Develop strong relationships with key decision makers in target markets and with institutions across endowments, foundations, public and corporate funds, insurance companies, and healthcare organizations.

Intimately understand the needs of these clients as a solution provider.

Actively contribute to the Microsoft Dynamics, CRM system with timely notes and pipeline updates.

Effectively build close, collaborative relationships with key internal stakeholders including : other distribution teams, investment teams (including but not limited to, portfolio managers and analysts), the product team, the marketing team, and other relevant team members.

Embrace Franklin Templeton’s high standards of care, integrity, and ethics.

Continually seek opportunities for improving the quality of information and service offered to investment consultants, prospects, and clients.

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

A minimum of 10 years of experience in institutional investor sales and / or consultant coverage in the Western region of the US.

Ideally, this experience will span multiple asset classes (equity, fixed income, alternatives).

Possess strong technical and professional skills, experience, and knowledge in position-related areas and be up to date on current developments in the asset management industry.

An established track record of sales results and strategic and operational excellence in business development roles.

Successful experience actively contributing to the enhancement and execution of a new business development effort via direct institutional sales.

An articulated sales process with a track record of identifiable results that met or exceeded goals.

A demonstrated strong understanding of distribution and service in the asset management industry.

Results orientated with a high degree of professional and corporate responsibility.

Demonstrable capability to construct and implement strategic planning and the provision of consistent and effective management information.

Possess an understanding of what it takes to preserve and enhance institutional client assets and to possess a client centric mindset.

Ability to conduct discussions with clients to understand their needs and to develop ideas for new client acquisition.

Sound commercial acumen and the ability to build and develop relationships both internally and externally.

Must be able to work independently and to communicate clearly and concisely.

Extensive travel required.

Strong work ethic driven, self-motivated with a sense of urgency and accountable for actions.

Bachelor’s degree required. MBA and / or CFA preferred.