About this role
The US & Canada Institutional Client Business (USCA ICB) creates and delivers investment solutions for institutional clients and consultants throughout the region. As North America’s largest Institutional Manager, we are a team of world class relationship management, client service and marketing professionals dedicated to serving institutional clients, including pension funds, foundations, endowments, insurers, and family offices. USCA ICB represents approximately 30% of BlackRock’s overall assets under management with $1.97 trillion as of June 30, 2019. The Middle Markets Pension (MMP) team is responsible for distributing BlackRock products and solutions to corporate and public pension plans with less than $3 billion of assets. The MMP team has members in New York City, San Francisco and Boston. Over the past two years, the team has increased its focus on providing BlackRock’s Outsourced Chief Investment Officer (OCIO) solutions to great success.
Refine and execute strategy to market BlackRock’s broad capabilities to middle market pensions – broadly categorized as pension plans with $3Bn and less
Particular focus on targeted OCIO outreach and execution, and scaled outreach of single strategy solutions. Engagement through multiple models - direct calling effort, digital outreach, consultant triangulation, etc.
Lead a team of sales professionals who initiate and build new client relationships for large-scale solutions, and who embed BlackRock into client activities for single sales
Work with Client Portfolio Solutions (OCIO team), Global Consultant Relations (GCR) and single strategy portfolio managers to deliver BlackRock capabilities to MMP clients
Actively coach and provide direction to sales professionals
Initiate education and sales activity with plans who might be considering OCIO; cultivate opportunities
Oversee participation in RFPs; ensure high quality responses that clearly articulate our value proposition
Substantial experience in institutional fundraising with deep relationships across a range of institutional clients in the Americas and strong understanding of the asset management sales process as it relates to institutional investors
Track record of successful selling to Public and Corporate pension plans.
Experience and understanding of the investment consultant universe and the multiple ways in which they engage with clients
Proven sales background –track record of building strong client relationships.
Track record of successfully leading sales teams - collaborative and cooperative approach to a team based sales model
Ability to drive results in close collaboration with colleagues within and across business units
Capacity to move effectively and efficiently between engaging with investors, relationship managers and product managers to provide value added perspective and deliverables.
Fluency in discussion of pension related issues and allocations across both public and corporate pensions.
Strong communication skills- ability to clearly and concisely articulate product and platform characteristics to sophisticated investors both in written work and presentations to large and small audiences.
Strong leadership qualities, intellectual ability and interpersonal skills to establish credibility with the senior leaders throughout the organization as well as the targeted investor community.
Passion for the financial markets
Ability to lead by example – high ethical standards and strong work ethic.
Minimum 15 years’ experience, 20+ years’ experience preferred.
Significant travel expected.
Series 7, 63, and 24 required. Graduate degree or CFA Preferred.
BlackRock’s purpose is to help more and more people experience financial well-being. As a fiduciary to investors and a leading provider of financial technology, our clients turn to us for the solutions they need when planning for their most important goals. As of September 30, 2019, the firm managed approximately $6.96 trillion in assets on behalf of investors worldwide.
BlackRock is proud to be an Equal Opportunity and Affirmative Action Employer. We evaluate qualified applicants without regard to race, color, national origin, religion, sex, sexual orientation, gender identity, disability, protected veteran status, and other statuses protected by law.
BlackRock will consider for employment qualified applicants with arrest or conviction records in a manner consistent with the requirements of the law, including any applicable fair chance law.