Divisional Sales Manager, Western Region

PIMCO • Newport Beach, CA

1d

About The Position

PIMCO is a global leader in active fixed income with deep expertise across public and private markets. We invest our clients’ capital across a range of fixed income and credit opportunities, leveraging our decades of experience navigating complex debt markets. Our flexible capital base and deep relationships with issuers have helped us become one of the world’s largest providers of traditional and nontraditional solutions for companies that need financing and investors who seek strong risk-adjusted returns. Since 1971, our people have shaped our organization through a high-performance inclusive culture, in which we celebrate diverse thinking. We invest in our people and strive to imprint our CORE values of Collaboration, Openness, Responsibility and Excellence. We believe each of us is here to help others succeed and this has led to PIMCO being recognized as an innovator, industry thought leader and trusted advisor to our clients. Position Description We are seeking a Divisional Sales Manager (DSM) to oversee and lead our West region. DSMs provide direct regulatory supervision and management responsibility of Field Account Managers (“AMs”) in their region and partner closely with Internal Sales Account Associates to drive sales and retention among financial advisors in their territories. Our DSMs are strong leaders with a deep understanding of PIMCO’s products and services, advanced knowledge of the wealth management industry, and extensive experience in field sales and service. Location Newport Beach, CA

Requirements

• Minimum of a bachelor’s degree.
• Excellent sales, communication, organizational , and leadership skills including strong aptitude for telephone marketing.
• Deep understanding of the U.S. wealth management market including knowledge of financial intermediaries and financial advisors.
• Strong working knowledge of macroeconomics, asset allocation, fixed income, equity, and alternatives markets.
• Series 7, 63, 24 and 65 licenses are required.

Nice To Haves

• Minimum 15 years of financial services industry experience with a focus on sales.
• CFA and/or MBA
• Comprehensive knowledge of PIMCO products and services.

Responsibilities

• Achieve Key Performance Metrics Primary responsibility is to drive strategically important business initiatives across the firm’s mutual fund, ETF, SMA, Alts and Models growth objectives. This includes working with the Field AMs and stakeholders across the organization to develop business plans and keep the team on track to achieve individual territory goals. Business plans and goals are specific, measurable and actionable and for the purposes of monitoring progress.
• Supervise, Develop and Motivate Divisional Sales Force Develop a high-performance divisional team focused on achieving sales results, keeping a long-term business perspective, and maintaining a consultative approach. Take a top-down approach to uncovering opportunities for AMs at partner firms and seek to remove obstacles to success. Field travel with each AM is a key component of both AM development and supervision: Each DSM is a Series 24 Registered Principal and assumes ongoing supervisory responsibility for Field AMs. DSMs will travel with Field AMs 2-4 times per year for 1-2 days at a time. This travel allows for coaching, training and ensures consistency of message while satisfying supervisory requirements. Travel further ensures that the DSM is a conduit to sharing feedback across GWM key stakeholders and has a first-hand understanding of clients/needs and concerns as they evolve. The DSM must also conduct AC home office reviews to ensure compliance standards. Create and implement internal training and best practices within the division. Maintain weekly contact via phone, email and conference calls with Field AMs. Conduct annual divisional meetings to train and educate Field AMs. Perform annual written reviews and quarterly updates with Field AMs that evaluate performance objectives and core competencies. Record and file details of ongoing issues, problems or concerns with each Field AM within their division. Recruit, develop and retain talented professionals within their divisions.
• Manage the Division’s Relationships with Key Stakeholders Each DSM serves as the central point of communication between the GWM leadership team, , Marketing, Product Strategy Group (PSG), Strategic Accounts, Defined Contributions, and Growth Market Teams – Alternatives, ETFs, Models and SMAs. Importantly, each DSM is responsible for balancing the needs of key stakeholders when aligning resources in the field, particularly as it pertains to driving business KPI’s, sales campaigns, roadshows, PM/PSG travel and cross-channel partnerships.
• Build Relationships with Partner Firms DSMs are responsible for partnering with National, Independent, Bank and Regional Broker-Dealers (BDs) to represent the PIMCO sales Strategy. DSM’s partner with our Strategic Accounts team to represent our sales strategy with our key partner firms. Each DSM has 3-5 partner firm relationships and acts in a “Head of Sales“ capacity seeking to best align PIMCO resources with the specific needs of each partner firm. Fostering relationships with national and regional leaders at assigned partner firms including C- Suite, regional leadership, business development, capital markets and product research. Communicating PIMCO’s sales strategies and developing initiatives to achieve mutual goals. Working with U.S. GWM Head of Sales to coordinate national partner firm and PIMCO Due Diligence Meetings. Serving in a chairman capacity for PIMCO Advisory Council and Due Diligence meetings for the firms they cover. Managing, attending and presenting at regional conferences and meetings in conjunction with Strategic Accounts team.
• Manage Relationships with Centers of Influence (COI) Our DSMs are the main contacts for client regional leadership and are responsible for all COIs. This includes regional, district managers, sales managers, recruiting officers, business development officers, regional presidents, productivity consultants and areas sales managers. This cohort per division is typically 25-50 contacts and highly influential to the region.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Number of Employees: 1,001-5,000 employees