About the Role As an Associate Vice President, Business Development, you will help identify, develop and close new institutional client relationships that drive BCA Research's revenue growth. This is a new role dedicated to identifying new business opportunities. The ideal candidate will develop a new pipeline and focus their efforts on winning first-time subscribers to BCA's research and insights suite.
Working closely with the Research, Marketing, Client Success and Sales Leadership teams; the successful applicant will demonstrate a strong ability to introduce BCA's macroeconomic research and investment insights to prospective institutional investors across their designated territory. Success in the role will depend on the applicant's ability to build solid relationships with each prospective client, positioning BCA as a trusted advisor; as well as leading & managing the entire sales cycle from initial conversation through to contract signature and final handoff to the Account Management team.
This role covers our Northeast institutional client territory, based out of our New York, NY office. We encourage regular time in the office to collaborate with the team, though this is not mandatory requirement to the role. You'll work under the guidance of Sales Leadership as you build toward independently carrying a full territory plan.
Core Responsibilities Working as part of the Americas Sales team, you will:
- Identify, qualify, and pursue new institutional client opportunities across your assigned markets.
- Build and maintain a robust pipeline of qualified opportunities through networking, referrals, events, direct outreach, and industry engagement.
- Manage sales cycles, from prospecting through negotiation, contracting, and onboarding, with support from Sales Leadership on larger or more complex opportunities.
- Conduct consultative sales conversations with portfolio managers, strategists, economists, and other senior investment professionals to understand their research needs and demonstrate BCA's value.
- Partner with Marketing on campaigns, events, and lead-generation initiatives.
- Maintain accurate pipeline and opportunity tracking in Salesforce CRM and provide regular forecasts to Sales leadership.
- Partner with the Marketing team on campaigns, events, and lead-generation initiatives.
- Monitor market and competitor activity within your territory to identify emerging opportunities.
- Coordinate meetings between prospects and BCA strategists to support the sales process.
- Support and help execute a territory business development plan to hit annual new-revenue targets.
- Hand off new clients to Account Management with the context needed for a strong start to the relationship.
How is Success Measured? - New business revenue generated against aligned territory targets.
- Pipeline volume, quality and conversion rates.
- Sales cycle efficiency, from first contact to signed contract.
- New-logo acquisition across target segments and territories.
- Forecast accuracy and CRM discipline.
Key Skills & Experience Required - Minimum 3+ years of successful B2B business development or institutional sales experience, ideally selling subscription-based research, financial information, SaaS, or professional services.
- Solid understanding of institutional investors and their research needs, including asset managers, hedge funds, pension funds, sovereign wealth funds, insurance companies, and investment banks.
- Strong prior experience prospecting, developing and closing new business relationships.
- Exposure to complex, consultative sales cycles involving multiple stakeholders.
- Consistency meeting or exceeding sales targets and expectations.
- Interest in and knowledge of global macroeconomics, investment strategy, financial markets, and asset allocation.
- Experience using Salesforce or a similar CRM to manage pipeline, forecasting, and opportunity tracking.
- Excellent verbal, oral and written communication skills.
- presentation, and negotiation skills.
Nice to Have - Progress toward a CFA, CAIA, or similar professional qualification.
- An emerging network of relationships with portfolio managers, strategists, economists, CIOs, asset allocators, and research professionals within institutional investment organizations.
Benefits - Medical, Dental, Vision
- Health Savings Account (HSA) / Flexible Spending Account (FSA)
- Commuter Benefits
- Short- and Long-Term Disability
- Basic Life & AD&D
- Employee Assistance Program (EAP)
- Voluntary benefits available (Life, Accident, Critical Illness, Legal, Pet Insurance, and more)
We embrace and support each other without labels to make BCA Research a phenomenal and progressive place to thrive. We offer a competitive compensation package and benefits. Flexibility, trust and responsibility for a balance between wellness and high performance. Professional development, Recognition and rewards and a team spirit, support and sense of belonging to the company's goals and plans.
Join us and be part of a diverse team that shapes the future of investment insights.
