Job Information
Prudential Ins Co of America Managing Director, Consultant Relations – West Coast in Newark, New Jersey
Job Classification:
Investment Management - Investments
About PGIM Quant Solutions
Founded in 1975, PGIM Quant Solutions (PQS) is a quantitative investment firm that manages portfolios globally for institutions and individuals, including corporate and public pension plans, endowments and foundations, multi-employer pension plans, sovereign wealth funds, and sub-advisory accounts for other financial services companies. The firm has $xx billion in combined assets under management and is a wholly-owned independently operated subsidiary of PGIM.
PQS is well known for the strength of its investment philosophy and applies a disciplined, research-driven approach that seeks to identify and capture alpha opportunities and combines factor exposures to create diversified, risk aware strategies designed for long-term, consistent performance. PQS is comprised of three investment engines; Quantitative Equity, Multi-Asset and PGIM Wadhwani, each with the ability to deliver standard or customized solutions for prospects. PQS approach to factor investing is grounded in a systematic application of financial theory and fundamental analysis combined with an asset allocators perspective on how the components of a portfolio fit best together.
With over 280 employees, PQS is headquartered in Newark, New Jersey with investment and distribution hubs in San Francisco and London.
Opportunity Summary
The successful candidate will work closely with the Head of Global Consultant Relations to help refine the overall strategy for covering West-coast based investment consultants. S/he will develop high-quality relationships with traditional global and US national consulting firms, as well as alternatives-focused consultants. The goal will be to raise awareness of PQS at the field consultant level where buy ratings exist, while also working closely with research teams to increase new buy ratings at focus consultants.
A comprehensive understanding of the consultant community, strong knowledge of liquid alternatives such as systematic macro and trend following products, and excellent relationship development and management skills are required. S/he must also be a collaborative individual who will foster strong working relationships with fellow team members.
PGIM Quant Solutions (PQS) is also looking for this person, in the hybrid capacity, to prospect directly to the traditional institutional channel such as publics, corporates and E&Fs, where jointly agreed with the Head of North American Distribution. This person will have 7-10 years of technical sales experience, with particular expertise in quantitative products and ideally systematic macro investing. Knowledge of the Canadian and Australian markets is a plus.
Consultant Relations (60-70% Focus)
Develop and maintain strong partnerships with the investment consultant community
Understand the preferences of the different consultants, and deploy that intelligence across the firm to enable a focused sales and marketing effort and targeted product positioning
Enhance PQS brand as a platform provider of customized solutions, across a range of assets classes
Maintain ongoing and up-to-date knowledge of PQS investment strategies and performance.
Represent PQS to the investment consultant community and at industry forums and events
Be a valued contributor within an already highly collaborative global distribution team environment
Institutional Sales Responsibilities (30-40% Focus)
Help to build PQS reputation among the 3rd party asset allocators as a sophisticated investment manager known for excellence in quantitative investing
Implement a disciplined and systematic relationship/sales management process and a comprehensive plan to maximize client acquisition and retention
Negotiate and close new 3rd party business contributing to the global distribution teams overall annual sales goals
Provide market intelligence on investment and industry trends used for input on product positioning and product development initiatives to help a focused sales and marketing efforts
Represent PQS in critical relationships with the industry organizations and other outside parties as well as with major clients and consultants.
As a senior member of the firm, be a meaningful voice from whom others can learn, and contribute often to the ongoing sharing of your market and field insights to your peers
General
Ensure CRM (Salesforce) is current with your prospect activity and pipeline opportunities. Examples include email activity, meeting activity, notes updated in the CRM, and sharing of substantive meeting notes to group email list for a global and connected team to connect the dots on broader commercial activity.
Achieve reasonably agreed upon quarterly activity metrics (emails & meetings), with a primary focus on quality and not quantity, all designed to provide a framework for organizing prospecting efforts
Be fluent, and self-sufficient, in usage of CRM, Business Intelligence and sales tools for memorializing all prospect activity, proactive updating of personal sales pipeline, presentation requests and RFP submissions.
Qualifications
Successful track record of developing relationships with investment consultants at field, research and executive levels. Knowledge and/or relationships with global and national firms
A demonstrated track record of raising assets in the institutional market directly, with an emphasis on selling complex, quantitative products as well as multi-asset and customized solutions
Strong technical understanding of quantitative investing, and an ability to communicate the firms investment style/performance to prospects as a proxy for the investment team
A consultative style with strong...
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