Business Development - U.S. Institutional Investors

The primary responsibility of the Institutional Asset Management Business Development Director is new client development and retention within the Institutional marketplace. The focus is direct market sales to sophisticated buyers who understand complex investment products.The major responsibilities of the position are:• Drive new product sales by targeting Plan Sponsors (including pension and defined contribution plans), endowments, foundations, record keepers, banks, trust companies, insurance companies and other institutional investors• Develop and execute an effective sales calling/correspondence campaign to qualified leads• Conduct a needs analysis, provide potential solutions and right size opportunities• Coordinate needed paperwork and oversee on-boarding process• Call upon all resources of the firm (people and technology) to provide valuable solutions to strengthen relationships. Key internal partners include investment management, legal, operations, product management, marketing, compliance, IT and others• Understand key competitors and position the firm's products effectively relative to those competitors• Proactively cross-sell the firm's products to existing clients where appropriate• Exceed client service expectations through proactive on-going communicationFounded in 1918, Teachers Insurance Annuity Association-College Retirement Equity Fund provides retirement plan services to 5 million participants employed by 15,000 academic, research, cultural and other nonprofit institutions. With its recent acquisition of Nuveen Investments, the organization has $844 billion in AUM.Asset Management Business Development plays a strategic role in diversifying TIAA-CREF’s investor base and revenue sources beyond its traditional retirement annuity and mutual fund businesses.

• Managed sales process from lead generation through, RFP, finals presentation, implementation and ongoing portfolio reviews for Commonfund Strategic Solutions™ (outsourced chief investment office), private capital, natural resources, hedge funds, private real estate, commodities, equity, fixed income and liquidity management strategies for current and prospective clients.• Utilized risk analytics, Allocation Planning Model™, StyleAdvisor and Benchmark Studies to make asset allocation and investment policy recommendations. Analyzed and discussed performance attribution, risk, fees, endowment spending formulas, cash flow and capital calls. Drafted investment policy statements. Leveraged firm’s educational resources for discussions on governance, fiduciary responsibilities, etc.• Serviced over 100 client relationships with invested assets of $2 billion with Commonfund. Implemented intensive client retention strategy aimed at clients with all assets at Commonfund in the face of significant performance headwinds.• Hosted seminars, workshops and trustee roundtables to attract and retain clients• Developed relations with over 150 prospective investors. • Raised $900mm in new assets from new and existing investors. Initiated and closed new client relationships with over 30 first-time Commonfund investors.

• Grew business in the Western US across multiple bank market segments and investment platforms• Sold and maintained full-service investment programs for foundations and endowments, bundled defined contribution plans, defined benefit plans, and other investments to institutional investors
• Advised clients on asset allocation, investment policy, manager selection, and risk management
KEY ACCOMPLISHMENTS
• Executed business plan to partner with 80 middle market and global corporate investment bankers• Sold 6 bundled defined contribution relationships, 6 investment only accounts, and one non-profit investment program in the midst of two reorganizations, a bank merger, and a major industry

Managed institutional defined contribution plan sales for western region. Supervised office. • Sold $1.4 billion in mutual fund, common trust and separate account investments over six years to foundations and qualified plan sponsors including retirement plan recordkeeping services for 30 defined contribution plans representing 40,000 participants.• Planned and opened San Francisco office

• Account Executive, Fidelity Institutional Retirement Services Co Sold and serviced bundled defined contribution and defined benefit plan services to corporate plan sponsors. • Regional Marketing Manager, Fidelity Tax Exempt Services, Inc. Serviced and sold retirement investment programs for universities, colleges, foundations, and healthcare institutions. Relocated to San Francisco to manage relationships with University of California System, Stanford, USC, Caltech and other large nonprofit institutions.