Job Title: Director of Business Development 

Job Location:  San Antonio, Texas

Reports to:  Chief Executive Officer

Job Description:

The Director of Business Development (DBD) provides management and development of STMMs new business development initiatives and sales team. This role will develop, implement and oversee a strategic plan to identify and grow assets for STMMs core business as well as the non-profit arena. The ideal candidate is proactive, enthusiastic and resourceful. Must be confident, friendly and sociable with strong attention to detail and follow-through. The DBD is a strategic, as well as analytical thinker, who is influential in building new client relationships for the firm. The candidate is expected to cultivate STMM’s reputation for expertise in individual and non-profit money management resulting in new asset growth for the firm

Responsibilities:

Sales Management:

  • Enthusiastically cultivate new business and referrals utilizing strategic relationships and contacts, both existing and potential, and pursue contact with leads, convert leads to prospects, and prospects to clients
  • Day to day management, mentoring and development of STMMs sales team
  • Plan, organize and direct sales team to meet sales objectives
  • Track and monitor each team member’s daily performance and compare with month’s objective to ensure they are on track to meet goals
  • Conduct monthly (or as needed) coaching sessions to counsel each salesperson helping them to establish realistic sales objectives for the month and action plan
  • Ensure sales personnel are following-up on open “opportunities” to ensure a high close rate
  • Monitor and evaluate the use of the CRM (Satuit) in the sales process and ensure team is documenting sales calls, prospect meetings, and tracking prospective client pipeline
  • Prepare and present periodic sales reports to management showing sales pipeline, potential key prospects, and areas of proposed client base expansion
  • Network and maintain business relationships
  • Deliver sales presentations to key prospects/clients
  • Management and oversight of fee share process in conjunction with STMMs accounting department
  • Develop business development budget and analyze to control expenditures of sales team to conform to budgetary requirements

Non-Profit Business Development:

  • Continually and strategically build new client pipeline by identifying and properly qualifying non-profit new business opportunities
  • Develop and actively cultivate professional network of referral sources with accountants, attorneys, and COIs pertinent to the non-profit network
  • Develop, follow up on and close prospective non-profit clients regionally and nationally
  • Track and measure progress of non-profit AUM growth and close rates
  • Listen to, and evaluate, non-profit client feedback
  • Work with STMM’s management and marketing teams to enhance STMM’s non-profit marketing materials as well as the design of the firm’s comprehensive non-profit offering
  • Attend and promote company sponsored events and community activities intended to raise the profile of the company outside of regular business hours
  • Keep abreast of investment related news and trends
  • Record all prospect activity in CRM and provide reporting to management team

REQUIRED EXPERIENCE AND SKILLS 

Education and Work Experience

  • 5-10 years of demonstrated success in business development in the wealth space
  • Bachelor’s Degree; additional professional designations/certifications desirable
  • Series 65 required; must obtain within three months of employment
  • Strong Microsoft Office skills
  • Strong CRM knowledge and experience

Required Skills 

  • 5-10 years working with/developing new business with particular focus on non-profit organizations with investable assets
  • Highly regarded as an expert in the non-profit space; regional/national reputation as a thought leader considered a plus
  • Bachelor’s Degree; additional professional designations/certifications desirable
  • Series 65 required; must obtain within three months of employment
  • Strong Microsoft Office skills
  • Strong CRM knowledge and experience