VP, Intermediary Channel – Central Region Full Time

Reporting to the Head of the North America Intermediary Channel, the Vice President, Client Service and Marketing (VP) of the Intermediary Channel—Central Region will be responsible for promoting the Firm’s full suite of real estate investment products and capabilities with a focus on the real estate public equity strategies to financial intermediaries. The primary goal of the position is to create a multi-year growth strategy for this key channel and lead execution to significantly increase assets under management over time. This individual will bring an extensive depth of knowledge of the investment business as well as an understanding of how to address the distinct real estate needs of financial intermediaries and their research teams.

Based in the Region and/or firm’s Chicago headquarters, this individual will be accountable for developing business with both new and existing clients across financial institutions and private wealth businesses. Strong technical acumen will enable the VP to build strong relationships across the target organizations and execute the multi-year growth strategy.

Responsibilities include both management and maintenance of existing relationships in these market segments (i.e. strategic relationship management) with an aim to deepen and broaden these existing relationships.  It is envisaged that as the business secures shelf space at partner firms for Heitman products, the VP will recruit and manage two, or more, wholesalers to market to financial planners and registered representatives and drive AUM growth.

As part of a larger team, the VP will be expected to coordinate with other colleagues on the Client Service & Marketing team and across the wider firm, in order to maximize the cross-fertilization of ideas.  Broadly speaking, the successful candidate will contribute to raising the overall profile of the firm in the marketplace by communicating clearly and confidently the benefits of partnering with Heitman.  This individual should be effective in identifying the best investment strategy from among a spectrum of public real estate products to solve client bespoke investment needs.  Specifically, performance indicators will include the ability to build new client relationships among real estate investors, to wholesale within partners to raise capital, to retain the assets of existing clients, and to assist with new product ideas that leverage the firm’s core competencies.

Candidate Profile

The VP will be a successful, polished and highly motivated professional with an established track record of raising capital from sophisticated North American investors.

The successful candidate must possess the highest professional standards to represent this premier real estate brand.  This individual should also be of the caliber to make an immediate impact both internally and externally. It is preferred that this candidate will have deep experience within the intermediary channel as well as experience working through research departments to achieve positive ratings. The successful candidate will be expected to have a demonstrated track record and a set of client relationships with financial institutions and private wealth firms.

The responsibilities of a Vice President, Client Service and Marketing of the Intermediary Channel – Central Region include, but are not limited to:

• Established a successful track record of consultative selling of private and public alternative investments; experience selling real estate investment management strongly preferred
• Sound technical skills as well as the intellectual flexibility to quickly grasp new products
• Skills and ability to articulate clearly and credibly a number of distinct investment processes, as well as, to proactively identify new fund product opportunities and market trends
• Experience developing a strategic market plan for a territory to meaningfully contribute to multi-billion dollar, multi-year capital raising efforts
• Success in his/her own right, be results oriented and bring a strong appetite for closing a sale. The appointee will need to feel comfortable managing the entire sale process from cold calling to final presentation; but will also benefit from a strong investment management team and overall support system

We are seeking individuals who meet the following criteria:

• 7+ years of client service and/or capital raising experience within the asset management industry (with clear exposure to alternative investments), to include a minimum of 3 years leadership experience orchestrating and executing growth strategy in territory or channel
• Broad investment knowledge encompassing alternative strategies, ideally deep experience in public equity real estate (i.e. REITs)
• Demonstrated experience in strategic relationship management, being a strategic thought partner and change agent driving the firm’s enhanced marketing efforts
• Hungry, passionate, results oriented and driven approach to building a territory
• Creative, out of the box thinking to connect the firm’s capabilities with client needs and ability to investigate all viable options, along with consequences of each
• Strong influencing skills and willingness to challenge status quo in ways that lead to successful outcomes
• Well-developed critical thinking and analytical skills
• Willingness to travel extensively
• Collaborative by nature; willing and able to build and sustain strong working relationships with others both internally and externally; open-minded, discreet and without arrogance
• Strong intellect demonstrated by excellent academic qualifications
• Smart, self-confident and decisive; with good interpersonal and communication skills, both written and verbal
• MBA, CFA and/or CAIA is preferred but not required

Source: Heitman Career Page

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