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Pensions Head of Business Development

Cambridge Associates LLC – Boston, MA

Position Overview:

Cambridge Associates seeks to hire a Head of Business Development for the Pension Practice to help grow the firms pension client base. The individual will manage an existing sales team which today resides in Boston and London and identify needed resources for growth. The individual will also identify, prioritize and commercialize relationships with pensions and referral sources. The business development professional will leverage Cambridge Associates colleagues, deep manager research, and thought leadership in marketing and selling the firms nondiscretionary portfolio management services and OCIO capabilities. The individual will report directly to the managing director of all of Global Business Development and Client Service and work closely with the Leadership of Cambridge Associates Pension Practice.

The Situation:

The search within Cambridge Associates Global Business Development team represents an expansion opportunity for the firm to grow its client base of Corporate Plans, Public Pension Plans, and well as plans associated with Healthcare and the pensions of other non-profit organization. As defined benefit plans choose to go OIO or look for partners with deep alternative expertise, we see a large opportunity for Cambridge Associates to grow. Likewise, firm leadership as identified and prioritized the opportunity for growth in the UK. Recent regulatory scrutiny by the CMA is likely to result in more fiduciary mandates in the UK. In addition, we think Europe offers opportunity for alternative asset mandates. The mandate for this individual will be to build upon the firms success and growth momentum that until very recently has largely been referral based, and professionalize the pro-active sales process to build a strong pipeline and employ sales best practices.

Position Description:

The Head of Pension Business Development will work closely with the existing sales and marketing teams and practice leadership team to grow the business and coordinate coverage of opportunities in the market. The role must be able to identify if an opportunity exists and then align prospective client needs with Cambridge Associates complete service offering. Once an opportunity with a prospective pension is identified, the business developer will work closely with the global business development team and the identified investment team to engage in the sales process.

The position requires a great deal of teamwork and collaboration within Cambridge Associates. The individual should be capable of handling a large number of prospects and potential referral sources with a variety of needs. The position will require the individual to travel extensively.

The primary duties and responsibilities include but are not limited to:

  • Manage a global sales team of 8-10 individuals

  • Create and lead a strategic sales plan that is consistent with expected and reasonable goals, investment capabilities and culture of the firm

  • Develop and deliver regular reporting package to keep leadership informed of the health of the pipeline and business results

  • Identify and cultivate relationships with prospective pension plans and professional advisors who could be in a position to recommend the services of Cambridge Associates

  • Work with investment teams to help them identify and cultivate their own networks

  • Evaluate sales opportunities and apply business acceptance criteria to meet business goals for market share and profitability

  • Attend prospective client meetings alongside Investment Directors as a representative from the business development

  • Successfully represent the firm as a differentiated investment thought leader and independent investment manager

  • Attend and network at relevant conferences

  • Work in partnership with our Marketing team to help shape the firms messaging, strategy, and competitive positioning

  • Work collaboratively and in close partnership with colleagues at Cambridge Associates spanning various groups including marketing, global business development, firm leadership, investment directors, legal, compliance and finance.

  • Develop a complete understanding of Cambridge Associates investment services, processes and philosophy and passionately articulate the firms capabilities with internal and external constituents and prospective clients

    Qualifications for the Business Development position include:

  • A proven track record in a business development capacity within the investment industry of at least 20 + years

  • Experience managing a sales team including territory management, sales goals, performance management and mentorin.

  • Experience establishing relationships with senior levels of authority within Pension Plans

  • Proven ability to sell a service versus a product

  • Solid knowledge of the institutional investment industry an understanding of alternatives, equities and fixed income investing

  • Outstanding communication and interpersonal skills

  • The ability to strive for results, setting and achieving goals

  • Understanding of and ability to discuss financial markets and issues facing pensions

  • Strong organizational, conceptual and analytical skills

  • Attention to detail

  • Ability to operate independently with a high level of direct responsibility

  • Series 3 (must pass exam within three months of employment)

  • Undergraduate degree is required.An advanced degree and/or CFA/CAIA is a plus

    Personal Attributes:

    With a professional demeanor, the Business Developer must be motivated, articulate, organized and disciplined and act in a manner that is consistent with Cambridge Associates collegial culture. A strong sales DNA, business building, organizational skills and the ability to effectively manage multiple tasks with high energy are critically important to the role as is the ability to be flexible and patient.

    Specific attributes include:

  • Energetic, positive attitude, and polished

  • Strong work ethic

  • Collaborative and team focused mindset

  • Strong mentor and developer of talent

  • Professional maturity and integrity

  • Responsible shepherd of internal resources

  • Comfortable working both independently and collaboratively as part of a team

  • Self-directed and motivated entrepreneurial spirit

  • Ability to prioritize multiple tasks, set goals and meet deadlines

  • Passion and enthusiasm for sales and investing

  • Focus on bothnear-term goals and long term results

  • Ability to partner effectively and build and leverage strong relationships at all levels of the firm, and with external partners

  • Ability to initiate and lead discussions in a thoughtful manner

  • Cultivates meaningful relationships with potential clients and colleagues

Cambridge Associates is an equal opportunity employer. Diversity and inclusion are essential elements of our culture. We are committed to fostering an environment where individual perspectives, backgrounds, and life experiences make the firm a great place to work, and result in a more satisfying client experience

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