Managing Director, Head of North America Client Advisory

Job Classification:
Investment Management - Investments
Position: Head of North American Institutional Sales
Position Location: Newark, NJ
Company: PGIM Fixed Income
Opportunity
PGIM Fixed Income seeks to identify a Head of North American Institutional Sales who will be responsible for leading and driving PGIM Fixed Income's North American institutional sales activities. The successful individual will be charged with leading a team of highly experienced sales professionals based across Canada and the U.S. At the same time, the successful candidate will also be responsible for developing and mentoring the next-generation sales team members. While very much a leadership role-with significant influence over the design and structure of the sales coverage model, this individual will also be a "hands-on" sales professional leveraging well-established relationships with public funds, corporate DB plans, Endowments, Foundations, Healthcare organizations, Taft-Hartley plans, field consultants, etc. to actively raise capital. This "player/coach" will be dedicated to all aspects of institutional client acquisition, pipeline management, and cross-selling. The position also provides the candidate with the opportunity to work collaboratively across many stakeholders at PGIM to bring the best of what the company offers to clients in terms of existing products and strategies and to be a key source of input for future product design and innovation.
Primary Responsibilities
The Head of North American Institutional Sales will be responsible for building PGIM Fixed Income's business in a manner that is consistent with the firm's investment capabilities, goals, and culture through the following efforts:

• Lead a focused, effective institutional sales team while leveraging established relationships to gain entry and access to relevant decision-makers and asset owners across traditional plan sponsor constituents.
• Develop a complete understanding of PGIM Fixed Income's investment strategies, processes, and philosophy and passionately articulate PGIM Fixed Income's broad investment capabilities with internal and external constituents and prospective clients.
• Develop and execute a strategic, workable sales plan consistent with expected and reasonable goals, investment capabilities and culture of the firm.
• Proactively identify, create, and progress new business opportunities with relevant asset owners and consultants.
• Successfully represent the firm as differentiated investment thought leader.
• Help shape the firm's messaging and strategy; engage various constituents in PGIM Fixed Income in relation to market/industry developments, trends, and competitive positioning.
• Evaluate relevant industry trends, product innovations, regulatory concerns, and competitive environment to help shape and identify opportunities and new product ideas within PGIM Fixed Income.

Knowledge/Experience
Qualifications:

• The candidate will possess a strong and proven senior-level institutional sales track record with the ability to confidently communicate and be an advocate for PGIM Fixed Income's broad investment strategies across a wide range of sophisticated institutional clients.
• Must possess the ability to build and lead a team as a "player/coach" and to be able to proactively solve complex issues through critical thinking in a large complex global organization.
• Strong sales leadership, business building, public speaking, organizational skills, and the ability to effectively manage multiple tasks with high energy are critically important to the role as are the ability to be flexible and adaptable.
• Strong presentation and written and verbal communication skills.
• The ability to be consultative and client-focused as well as results-driven is critical-keeping the pulse on client motivations, product trends, appetites, and evolving strategies.
• Lead by example, a "doer" and a strategist with expertise in the institutional asset management space.

Requirements:

• Have a proven track record in an institutional sales capacity of at least 15+ years; 3+ in a sales leadership or management role preferred.
• In-depth understanding of fixed income strategies (HY, IG, Distressed, Structured Products, Bank Loans, LDI, and absolute return) and the financial markets, along with the ability to clearly discuss investment techniques, strategies, and concepts.
• Track record of success in building businesses and sales teams.
• Experience working with a wide variety of asset owners regarding asset allocation requirements, and risk parameters/budgets and demonstrate the ability to establish substantial relationships with senior levels of authority across the institutional investor base.
• Outstanding communication, presentation, and interpersonal skills.
• The ability to drive for results, setting and achieving dramatic and compelling goals and schedules.
• Strong organizational, conceptual, and analytical skills with an attention to detail.
• Series 3, 7, 24 and 63 licenses (or within 6 months of the start date).
• An undergraduate degree is required. An advanced degree and/or CFA is a plus.

Key Characteristics:

• PGIM Fixed Income cultural fit: humble, smart, driven, and passionate about fixed income markets with a collaborative and team-focused mindset.
• Energetic, positive attitude, professional and mature.
• Comfortable working both independently and collaboratively as part of a team.
• Self-directed and motivated-this is a big job that will require fortitude, persistence, focus, and drive.
• Ability to prioritize multiple tasks, set goals, and meet deadlines.
• Passion and enthusiasm for sales execution, sales leadership, and investing.
• Strong sense of responsibility/ownership for the job, focus on long-term results.
• Ability to partner effectively and build and leverage strong relationships at all levels of the firm, and with external partners.
• Ability to operate diplomatically with understanding and respect for the existing team and firm culture.
• Ability to influence others and willingness to have and share an opinion to help drive and shape the development and delivery of investment capabilities.
• Ability/potential to lead and inspire by example.
• Ability to initiate and lead discussion - intellectually curious, thoughtful; consultative approach; cultivate meaningful relationships with clients and colleagues.

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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