Head, U.S. Institutional Distribution (CIBC Global Asset Management)

CIBC•Boston, MA

4d•$300,000 - $350,000•Hybrid

About The Position

This role is responsible for providing strategic direction and leadership for institutional business development activities for CIBC Global Asset Management’s U.S. business. The focus is on the U.S. pension market, U.S. wealth platforms, and U.S. consultants. The individual will act as a player-coach, managing U.S. institutional business development professionals and providing direct coverage, while collaborating with GAM’s Canadian institutional team. CIBC aims to create an optimal work environment for employees to thrive, with details on work arrangements discussed during the interview. Significant travel is required.

Requirements

Undergraduate degree; graduate degree in business, finance, and/or economics is desired.
CFA and/or CIM designations required.
Preference for candidates who meet registration requirements.
FINRA Series 7 License
FINRA Series 63 License
FINRA Series 3 License
10+ years of experience in institutional distribution.
Demonstrated capability in developing distribution strategies.
Proven track record of executing strategies to grow market share.
Strong investment knowledge, with extensive experience across all asset classes.
Deep and holistic understanding of markets, investments, investment strategy, portfolio management, and investment solutioning.
Strong business acumen with comprehensive understanding of the asset management business.
Ability to identify attractive business opportunities and implement successful business strategies.
High impact, well-respected, and well-recognized leader in the institutional asset management industry with a robust network.
Proven sales leadership and management experience with a proven track record of business development with institutions.
Recognized for overall knowledge within the industry, strategic thinking, sales results, client service, and leadership.
Transformative leader who has created a shared vision, driven growth, identified new product and distribution opportunities, energized sales and marketing, and inspired an organization to new levels of achievement.
Proven ability to motivate, develop, and engage other professionals.
Risk-aware with sound awareness of risk and impact on business.
Ability to understand, conceptualize, and implement business processes.
Strong communicator with proven ability to influence, collaborate, and partner to achieve business success.
Strong analytical skills and ability to interpret market data to inform sales strategies.
Ability to thrive in a fast-paced, dynamic environment while managing multiple priorities.
Proficient in CRM software and Microsoft Office Suite.
Motivated by collective success.
Cooperate and collaborate with a variety of colleagues across the firm and enterprise.
Goal oriented.
Willing to accept "hands on" work required given the comparatively flat nature of the organization.
Continually strive for "best-in-class" performance standards and instill these high standards within day-to-day work.
Exude integrity, embrace a fiduciary culture, and act in the best interests of investors.
Conduct business in accordance with the highest standards of legal and ethical conduct.
Resourceful and accustomed to working in a matrixed environment.
Active contributor to networks and go out of your way to stay connected to influencers.
Values matter to you.
Bring your real self to work and live the values - trust, teamwork, and accountability.

Nice To Haves

Graduate degree in business, finance, and/or economics.
Meet registration requirements.

Responsibilities

Lead and set clear roles and responsibilities for the U.S. Institutional Business Development Team.
Build and manage the budget for GAM’s U.S. distribution activity.
Collaborate with the Canadian Institutional Team, International (non-U.S.) Institutional Team, Client Portfolio Managers, and Portfolio Managers.
Act as one of GAM’s principal client-facing representatives in the U.S. business.
Lead the development of the business development strategy for GAM’s U.S. institutional business and contribute to GAM’s overall institutional strategy, including market sizing, prioritization, regulatory considerations, and vehicle considerations.
Define clear objectives for successful execution of the strategy.
Develop distribution strategies for priority target market segments, considering regulatory aspects, use of placement agents, and required vehicles.
Initiate contact and develop positive relationships with leading institutional investors in target segments.
Actively nurture, extend, and build on existing GAM relationships with major field consultants in priority markets.
Leverage GAM’s intellectual capital, investment research, and Client Portfolio Management to secure productive discussions with institutional investors and build the GAM brand in the U.S. institutional market.
Plan and participate in major institutional industry events in the U.S. to increase GAM’s institutional visibility and provide speaking forums for GAM’s thought leaders.
Lead the business development cycle from initial discovery through final presentations and commercial engagements, including fee and term negotiations.
Achieve working comfort with GAM’s RFP, institutional database, and presentations infrastructure, including PMAPS, SharePoint, and E-Vestment databases.
Collaborate with the CIBC Capital Markets U.S. Team for Capital Introduction.
Oversee relationships with external distribution partners (placement agents/distributors) in priority markets.
Actively participate in client coverage teams for clients in target coverage markets as the local representative.
Assist with defining and building out the GAM brand story for U.S. target markets.
Work collaboratively with the MD & Head of Canadian Institutional and the Head of Wealth & GAM Marketing to build and enhance the GAM narrative and brand, including sales marketing collateral and client-facing material.
Contribute to the institutional RFP process and material related to U.S. opportunities.
Remain informed of industry trends and the competitive landscape within priority markets.
Attend and present at industry events, delivering presentations that position CIBC as a thought leader.
Continuously monitor and analyze market trends, competitor activities, and regulatory changes in priority international markets, providing actionable insights to senior management.
Actively solicit and gather feedback from clients and consultants regarding GAM's strategies and solutions, collaborating with CPM and Product teams to integrate feedback into capability enhancements and new products.
Regularly assess and report on sales performance metrics for the GAM international institutional business, using a continuous improvement mindset.
Maintain detailed activity logs in the CRM system.
Motivate, develop, and engage other professionals.
Position and differentiate products and GAM against competitors.
Demonstrate experience working with internal partners, including Global Distribution, Product, Marketing & Communications, Client Portfolio Managers, Portfolio Managers, Legal & Compliance.
Make informed, risk-aware decisions.
Understand and comply with all relevant CIBC policies, Mutual Fund Sales Practices, and relevant regulatory legislation.
Understand, conceptualize, and implement business processes to ensure successful achievement of accountabilities.
Work collaboratively with all members of GAM to ensure the firm distinguishes itself through distinctive, world-class investor solutions, service, and communication.
Contribute to the overall business and functional responsibilities.
Embrace a continuous improvement approach to the business and proactively seek improvements.
Cooperate and collaborate with colleagues across the firm and enterprise.
Accept "hands on" work required given the comparatively flat nature of the organization.
Strive for "best-in-class" performance standards and instill these high standards.
Exude integrity, embrace a fiduciary culture, and act in the best interests of investors.
Conduct business in accordance with the highest standards of legal and ethical conduct.
Actively contribute to and stay connected with networks in a matrixed environment.

Benefits

Medical
Dental
Vision
Health Savings Account
Life Insurance
Disability
Other Insurance Plans
Paid Time Off (including Sick Leave, Parental Leave, and Vacation)
Holidays
401(k)
Competitive salary
Incentive pay
Banking benefits
Benefits program
Vacation offering
Wellbeing support
MomentMakers, our social, points-based recognition program
Purpose Day; a paid day off dedicated for you to use to invest in your growth and development.