Managing Director, Consultant Relations – West Coast at Prudential Ins Co of America in Newark, New Jersey

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About PGIM Quantitative Solutions Group Our Business:  

PGIM Quantitative Solutions is the quantitative, multi-asset and liquid alternatives specialist of PGIM. For more than 45 years, PGIM Quant Solutions has helped investors around the world solve their unique needs by leveraging the power of technology and data as well as advanced academic research. PGIM Quant Solutions manages portfolios across equities, multi-asset and liquid alternatives and offers defined contribution solutions.  For more information, please visit 

PGIM Quantitative Solutions  

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 allocator’s 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 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 team’s 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 firm’s investment style/performance to prospects as a proxy for the investment team




• A consultative style with strong analytical and problem-solving skills which have been applied in a client-focused environment.  Willing to listen to different points of view and to express herself/himself with confidence, but without arrogance




• Excellent communication and presentation skills with an ability to relate to professionals at various levels within the firm, client organization and pension consultants as well as the ability to explain and discuss sophisticated investment products and strategy




• A self-starter with a strong results orientation and the ability to work independently.  At the same time, he/she needs to be able to contribute to a collegial and team-oriented firm




• A high energy level and drive with an entrepreneurial approach to building and maintaining client relationships




• A willingness and ability to travel, including internationally, if necessary

Experience/Education 

• Minimum 10-15 years industry experience required




• Bachelor’s Degree required




• An advanced degree and/or CFA is strongly preferred




• Series 7 & 63 registrations required

Prudential Financial, Inc. of the United States is not affiliated with Prudential plc. which is headquartered in the United Kingdom.

Prudential is a multinational financial services leader with operations in the United States, Asia, Europe, and Latin America. Leveraging its heritage of life insurance and asset management expertise, Prudential is focused on helping individual and institutional customers grow and protect their wealth. The company's well-known Rock symbol is an icon of strength, stability, expertise and innovation that has stood the test of time. Prudential's businesses offer a variety of products and services, including life insurance, annuities, retirement-related services, mutual funds, asset management, and real estate services.

We recognize that our strength and success are directly linked to the quality and skills of our diverse associates. We are proud to be a place where talented people who want to make a difference can grow as professionals, leaders, and as individuals. Visit www.prudential.com to learn more about our values, our history and our brand.

Prudential is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, national origin, ancestry, sex, sexual orientation, gender identity, national origin, genetics, disability, marital status, age, veteran status, domestic partner status , medical condition or any other characteristic protected by law. 

The Prudential Insurance Company of America, Newark, NJ and its affiliates.

Note that this posting is intended for individual applicants. Search firms or agencies should email Staffing at staffingagencies@prudential.com for more information about doing business with Prudential.

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