Business Development Consultant

Highland Consulting Associates, Inc.•Westlake, OH

About The Position

Highland Consulting Associates, Inc. is seeking an experienced, results-driven Business Development Consultant to expand its institutional investment consulting practice across corporate retirement plans and nonprofit institutions. The role combines proactive business development, ownership of the sales process, and responsibility for select ongoing institutional client relationships. The consultant will identify and engage decision-makers, move opportunities through proposals and investment committee presentations, and collaborate with Highland’s consulting professionals to win and retain business. As part of a Registered Investment Adviser (RIA), the role requires sound fiduciary judgment, transparent communication, and respect for regulatory and compliance boundaries.

Requirements

7+ years of relevant institutional business development, investment consulting, retirement plan, asset management, or related financial-services experience preferred.
Working knowledge of ERISA defined contribution and defined benefit plans, 3(21)/3(38) advisory models, and institutional investment governance.
Familiarity with endowment and foundation considerations, including UPMIFA, asset allocation, investment policy statements (IPS), and spending policies.
Demonstrated experience prospecting, managing complex sales cycles, preparing proposals, and presenting to senior executives, boards, or investment committees.
Strong written and verbal communication, relationship management, CRM discipline, and cross-functional collaboration.
Bachelor’s degree or equivalent relevant professional experience preferred.
Experience within an RIA, investment consulting, investment management, financial services, employee benefits, or another regulated professional-services environment is beneficial but not required.

Nice To Haves

CFA or CIMA designation.
CEBS or AIF designation.

Responsibilities

Research and target institutional prospects, including corporate defined contribution and defined benefit plans, endowments, and foundations.
Build relationships with investment committee members, plan sponsors, nonprofit leaders, and centers of influence such as attorneys, auditors, and custodians.
Conduct proactive outreach, networking, referral development, and disciplined follow-up to generate qualified opportunities.
Lead sales opportunities from discovery through proposal, presentation, negotiation, and closing in coordination with Highland’s consultants and leadership.
Coordinate and contribute to RFP responses, customized pitch materials, and presentations to investment committees and boards.
Maintain accurate CRM records, sales forecasts, and next steps, and provide visibility into pipeline quality and conversion.
Lead or co-lead a select portfolio of institutional relationships, partnering with the consulting team to provide responsive, high-quality service.
Identify evolving client needs, support retention, and coordinate appropriate consulting resources while maintaining clear accountability.
Apply working knowledge of ERISA fiduciary structures, including 3(21) co-fiduciary and 3(38) discretionary advisory models, and relevant governance considerations for endowments and foundations.
Communicate Highland’s services accurately and within approved marketing and compliance standards; escalate investment advice, conflicts, disclosures, and other regulated matters as appropriate.
Collaborate with consulting and compliance personnel to ensure business development activity reflects Highland’s client-first, fiduciary approach.