Job Title: Senior Vice President, Senior Relationship Manager
Department: North America Institutional
Reports To: EVP, Head of North America Institutional
FLSA Code: Exempt
Estimated Salary: $200,000 - $250,000
Job Summary:The Relationship Manager will be responsible for all aspects of institutional client management for a book of approximately 30 strategic relationships, including public pension funds, endowments, foundations, corporate DB/DC and other structures. The role's critical functions include asset retention, cross-selling and maintaining a highly rated overall client experience with Cohen & Steers. This senior role will serve as the primary day-to-day liaison to the investment management, operations, reporting, marketing, legal and other functions that contribute to the client journey.
Major Responsibilities/Activities:- In working to retain and deepen client relationships, the Senior RM will take the lead in the following client deliverables:
- Develop annual business review and participate in regular territory sessions
- Build strategic and tactical engagement plans for each client to include investment meetings, cross-sells, executive introductions, events and more
- Serve as the primary contact and manage all client deliverables
- Facilitate portfolio reviews and related meetings
- Work closely with the Institutional Sales and Consultant Relations teams across territories to optimize Cohen & Steers' brand, presence and clients
- Obtain a level of technical proficiency on CNS Strategies and display strong market acumen to engage clients directly, without an investment team member
- Directly manage associate(s) and indirectly other teammates assigned to RM on technical aspects (responsiveness, accuracy, critical thinking), career development, presentation skills, communication skills, client engagement, etc.
- Achieve and exceed KPIs such as maintenance and retention rates, activity levels, meetings, investment team engagements, etc.
- Develop retention/growth plans that identify key strategic initiatives, issues, actions and opportunities with each client
- Maintain all client information and activities in Salesforce (CRM system)
- Collaborate and work closely with Channel Marketing, Product, Product Marketing, Legal and other internal resources to effectively deliver the resources of the firm to our institutional clients
- Partner closely with the Sales professionals in the respective client territories to identify, introduce, network and develop new business through existing network and relationships
Minimum Requirements: - Bachelor's degree from an accredited college
- MBA or Advanced certifications (CFA, CAIA) preferred
- 10+ years of related experience in an (institutional relationship management, sales, consultant relations or hybrid role)
- Series 6 or 7 and Series 63 licenses (or obtain by 6-month anniversary)
- Executive presence and solid interpersonal skills
- Excellent communication and writing skills
- Must be a strong individual contributor, and effective in team-oriented structure
- Financial services industry experience and strong investment acumen
- Must be willing to travel regularly to establish and build relationships (estimated travel 5 days/month, primarily in the eastern US/Canada)
- Demonstrates inclusive behaviors in support of a culture that values diverse perspectives
- Agrees to comply with the firm's hybrid work policy ("work from home policy," as aligned with the Company's employee handbook), which currently requires reporting to the Company's New York City office four (4) days per week, with one (1) remote workday permitted.
Note: This job description reflects management's assignment of essential functions; it does not prescribe or restrict the tasks that may be assigned. The job title or duties and responsibilities may be changed by the Company at any time.
