Global Sales And Client Engagement Leader

Firm information:

Cambridge Associates ("CA") is a leading global investment firm. CA's goal is to help endowments & foundations, pension plans, and ultra-high net worth private clients implement and manage custom investment portfolios that generate outperformance so that they can maximize their impact on the world. Cambridge Associates delivers a range of services, including outsourced CIO, non-discretionary portfolio management, and investment consulting.

Headquartered in Boston, Massachusetts, CA has offices in key markets in North America, the United Kingdom, Europe, Asia, and Oceania. Our worldwide teams ensure our clients benefit from decades of global presence, local expertise, and relationships with the top global investment managers across the world. For more information, please visit www.cambridgeassociates.com.

Job overview:

Cambridge Associates is looking to hire a dynamic and strategic leader to join our team in the newly created role of Head of Sales and Client Engagement reporting to the President and Head of Global Investing. The principal objective of this role is to drive the growth of CA's global business across various geographies and markets, as well as client engagement, satisfaction, and retention. As the key architect of the vision and strategy for Sales and Client Engagement each, you will partner closely with various firm leadership and groups, especially Practice Heads, to define the strategy and objectives, enhance and establish rigorous processes, and define and monitor KPIs, both at the firm-wide and practice/regional levels. In this pivotal role, you will also be responsible for driving Sales and Client Engagement related data and analytics rigor, building, developing, and enabling the Sales and Client Engagement teams (e.g., scaling, coaching, defining incentives), and ensuring successful execution of their strategies.

Responsibilities:

• Vision and strategy for Sales and Client Engagement

o Lead CA Sales and Client Engagement efforts by engaging and collaborating closely with the global practices and partnering with other groups and functions (e.g., Marketing) to ensure alignment and a coordinated approach to Sales and Client Engagement

o Develop and execute a global vision and strategy for Sales and Client Engagement, each, that align with firm-level long range plan goals, as well as for each practice/region individually, ensuring connectivity

o As needed, recommend adjustments to organizational structure within Sales and Client Engagement to the President and Head of Global Investing and Practice Heads to ensure appropriate resourcing and capabilities

o Continuously evaluate and refine strategies to adapt to changing industry landscapes

o Design compensation models to be in line with strategic objectives and set annual Sales and Client Engagement targets in collaboration with practice leaders and Human Capital

o Exhibit strong team leadership and advocacy, focusing on professional development and sales training to elevate the skills and capabilities of the Sales team

• Sales execution

o Maintain a deep understanding of markets and target clients to help support and refine clear value proposition definition and articulation

o Deliver on global annualized sales target by executing on market and practice specific sales strategy

o Manage US Sales Practice Heads, Sales Management Directors, and EMEA and Asia Sales staff directly, helping to elevate respective efforts and drive diligent execution of strategies

o Serve as a bridge across the global practices, ensuring seamless communication and collaboration to maximize cross-practice synergies (internal and external)

o Ensure robust sales process and data-driven management and oversight (e.g., prospecting strategy, engagement, value proposition refinement, opportunity coaching and execution, client onboarding process, client satisfaction and retention efforts, up-selling efforts, etc.)

o Drive efficiency and effectiveness by centralizing management of Sales and Client Engagement data and pipeline analytics, along with oversight of Microsoft Dynamics (buildout, adoption, upkeep, etc.)

• Client Engagement

o Through management of the Client Engagement Head and in partnership with Practice Heads, lead Client Engagement efforts to deliver on annual client engagement, satisfaction, retention and up-selling goals

o Develop frameworks and processes to drive client experience and engagement activities (e.g., risk monitoring and actions) and embed in the function's ways of working

o Exhibit strong team leadership and advocacy, focusing on professional development and client Engagement training to elevate the skills and capabilities of the Client Engagement team

o Drive the smooth execution of all Client Engagement related operational processes

Requirements:

• A proven track record in a Sales and Client Engagement / Account Management / Client Relationship Management capacity within the investment industry with at least 15+ years' experience

• Preference for experience in the institutional and / or family segments, as well as alternative investment experience

• Proven ability to sell a service versus a product

• Proven ability to increase client satisfaction and client retention systematically, while identifying opportunities to increase share of wallet with existing client base

• Expert knowledge of the investment industry

• Experience building and leading Sales and Client Engagement organizations (strategy and people), while also partnering with senior leadership as key stakeholders to support and manage the business

• Extensive experience developing Sales and Client Engagement talent

• Ability to instill a strong data and analytics culture to drive business decisions

• Strength in instilling rigor into processes, and driving adoption

• Experience with Microsoft Dynamics or comparable system

• Ability to strive for results, setting and achieving goals

• Competitive attitude / driven to win for the team

• Attention to detail

• Strong listening and organizational / stakeholder management skills

• Outstanding communication (written and verbal) and interpersonal skills

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

• Undergraduate degree is required; an advanced degree and/or CFA/CAIA is a plus