Internal Sales Desk Manager

Lazard•New York, NY

3d•$180,000 - $200,000•Onsite

About The Position

Lazard is seeking an Internal Sales Desk Manager to lead their Field Sales internal wholesaler desk in New York. This role involves coaching and developing early-career sales professionals, managing daily operations, activity standards, and performance culture to drive asset growth and qualified appointment setting. The manager will assess and develop talent, own onboarding for new hires, build essential sales skills, and provide real-time coaching. They will also manage career progression, oversee licensing and technical competency, partner on distribution strategy, and ensure adherence to firm standards.

Requirements

Minimum of 10 years in asset management retail distribution, including ownership of an external territory (ideally across channels and geographies).
Minimum of 5 years leading and developing field sales talent, specifically internals and hybrids, with a record of progressing junior sales professionals into senior production roles within a structured retail sales environment.
Demonstrated ability to identify, assess, and develop early-career sales talent, and to deliver timely, direct, and constructive feedback that changes behavior.
Deep technical knowledge of the Wirehouse, IBD, and RIA landscapes, including platform dynamics and advisor workflows.
Mastery of consultative selling, discovery-based prospecting, and high-impact cold calling, with the ability to translate these into practical coaching and training for internal sales professionals.
Experience using CRM (Salesforce) and sales analytics to drive territory planning, measure desk KPIs, and manage team and individual performance through a metricized, accountable approach; familiarity with AI-enabled workflow or coaching tools.
Ability to work effectively with senior leaders, external wholesalers, Product, Marketing, National Accounts, and Compliance, with professional integrity and an authentic, respectful leadership style.
Active Series 7 and 63/65 (or 66); Series 24 (Principal) preferred, or must be obtained within a specified timeframe.
Bachelor’s degree preferred; experience with investment management, retirement, insurance, or other financial services products is a plus.

Nice To Haves

Series 24 (Principal) preferred, or must be obtained within a specified timeframe.
Experience with investment management, retirement, insurance, or other financial services products is a plus.

Responsibilities

Lead and coach the internal desk: Manage the daily operations, activity standards, and performance culture of the internal sales team to drive asset growth and qualified appointment setting for external partners.
Assess and develop desk talent: Rapidly evaluate each individual’s sales capability, product knowledge, and commercial judgment; build targeted development plans with measurable expectations; accelerate high potentials and address performance gaps promptly and directly.
Own onboarding for the desk: Deliver structured onboarding for new internal sales hires covering the firm, our products, systems, sales process, and client segments, so new joiners reach productivity quickly.
Build desk-level skills: Run focused skill-building on the capabilities the desk needs day to day — product mastery, consultative selling, discovery, prospecting and cold calling, objection handling, and partnership with the external wholesaler.
Coach in real time: Listen in on live calls and pipeline work and give immediate, practical feedback on client conversations, product positioning, and follow-up discipline.
Manage career progression: Execute a structured framework with clear, communicated advancement criteria that prepares internal wholesalers for Hybrid roles (combining virtual and targeted physical coverage) and eventual External territory ownership.
Oversee licensing and technical competency: Manage the desk’s licensing path (SIE, Series 7, 63/65) and ongoing product training for new and tenured team members.
Partner on distribution strategy: Work with Sales Leadership to implement business priorities, identify territory coverage gaps, and leverage CRM data to prioritize market opportunities based on revenue potential.
Run a disciplined operating rhythm: Lead team meetings, pipeline reviews, and one-on-ones, and use CRM, sales analytics, and AI-enabled tools to track desk KPIs, surface coaching needs, and measure individual progress.
Uphold firm standards: Ensure sales activity and client interactions are documented appropriately and conducted in line with firm policies, compliance requirements, and approved messaging.