Head of DC Advisor Business Development

PIMCO is seeking an experienced defined contribution retirement professional to help drive DC advisor sales and marketing for PIMCO on a national basis. The individual will be charged with supporting DC and rollover sales/marketing throughout the advisor community, including financial advisors (broker/dealer) including AGID wholesalers, registered investment advisors and via advisors and other wholesalers who sell smaller DC plans for platforms or TPAs. PIMCO manages over $112 billion in DC assets, including over $12 billion in advisor sourced business.

This person will be responsible for collaborating with others in setting the short and long-term strategy and tactics specific to advisor DC business development. This professional also will execute the plan, including helping to identify DC advisor contacts, directing development of marketing/sales materials, directing if desirable development of a DC and retirement web, adapting analytic tools such as PIMCO YODcA™ (Your Optimal DC Allocation) as well as written thought leadership materials for the advisor market. This individual will be available as a DC expert to support and strengthen (with little or no overlap) PIMCO’s advisor sales and servicing efforts via Global Wealth Management and Allianz Global Investment Distributors.

POSITION SUMMARY, LOCATION, AND RELATIONSHIPS
This Account Manager in PIMCO’s DC Practice will be responsible for business development specific to DC advisors. Additionally, the individual is expected to contribute to our IRA capture strategic development and initiatives. The position will be based in Newport Beach and will report to the Senior Vice President, DC Practice Leader in Newport Beach, California.

Internal Relationships
The Head of DC Advisor Business Development must build solid internal relationships and partnerships with other Account Managers, Product Managers, Portfolio Managers and DC Practice leadership within the firm, as well as with DC leaders and retirement specialists within AGID. The individual will also be expected to frequently interact with members of Senior Management at PIMCO to provide perspective, insights and feedback specific to the DC industry.

External Relationships
This position requires extensive interactions and relationship building with existing DC advisor clients, potential clients, DC trade associations, external professional advisors, and other individuals and entities within the DC and advisor marketplace.


EDUCATION AND EXPERIENCE

Education
The ideal candidate will hold an advanced degree in business or economics from a leading university. Preference will be given to candidates with their CFA or CFP® designation, and/or other industry designations.

Experience
Six to ten year’s experience related to the management and sales of DC and/or institutional investment management services/products to advisors is required. A solid understanding of the objectives and issues specific to the various constituencies within the DC industry is also needed for success in this role. Our ideal candidate will have a minimum of five years experience in DC advisor sales and marketing or related role(s). The candidate will have the demonstrated ability to tailor retirement thought leadership to the advisor market, develop sales and marketing plans, source new relationships associated with leveraged DC advisor distribution, as well as have a demonstrated ability to meet business development objectives.

PRINCIPAL DUTIES AND ESSENTIAL FUNCTIONS
The Head of DC Advisory Business Development is primarily responsible for helping to grow DC assets via the advisor market by developing broad market thought leadership, tools and support. This role will support sourcing of new assets from advisors within the DC market, including: financial advisors via broker/dealers (working with AGID), registered financial advisors (working with Global Wealth Management), as well as via third-party administration and other platforms that sell via advisors. This position requires a dynamic and creative, as well as diplomatic and analytical professional who can:


Develop and execute a comprehensive DC advisor business plan designed to drive revenue growth with U.S. based platforms, TPAs and independent advisors.

· Understand advisor DC business needs, both short and long term, and become familiar with decision processes and decision makers.
· Promote DC advisor investment product sales through frequent meetings and discussions covering (directly or with support from other PIMCO or AGID investment professionals) product structure, investment strategy, product performance, new products, new vehicles (CIT), and market developments.
· Establish, build and sustain assigned advisor relationships through ongoing idea generation and value-added activities (e.g., writing research papers and speaking at advisor events), which positions the firm and strengthens our brand as a capable, creative and trusted advisor.
· Diligently research advisor needs and requirements in order to offer appropriate solutions to help meet the advisor’s DC client investment objectives.
· Attain thorough understanding of an advisor’s strategy, industry position and success drivers, to support strategic recommendations.
· Demonstrate appropriate level of understanding of industry dynamics.
· Identify, pursue and participate in winning priority business opportunities.
· Support DC knowledge and sales development of other account management and business development staff.
· Record/document all communications/activities for ongoing follow-up.
· Maintain, update and prioritize database of clients/contacts.
· Manage operational relationships as needed to strengthen and support PIMCO’s DC offering.



COMPETENCIES AND PERSONAL CHARACTERISTICS

Competencies
The Head of DC Advisor Business Development will need to:
? Demonstrate the ability to organize and communicate information effectively in internal and external presentations.
? Experience in speaking to and leading large groups of advisors.
? Possess literacy in comprehensive DC and IRA knowledge, along with a familiarity with fixed-income markets.
? Understand the competitive landscape, and have substantial advisor sales and marketing experience with DC plans, particularly.
? Have an ability to significantly contribute to our advisor efforts within PIMCO and via AGID as well as work collaboratively and co-operatively across all key groups of the firm (Account Management, Product Management, and Fund Operations).
? Desire to contribute to and grow with the organization through a variety of developmental/promotional assignments (the nature of which will be based on available opportunities and actual performance in the current role).

Personal Characteristics
In addition to displaying a strong commitment to PIMCO’s culture, values and approach, personal characteristics for this role include:
? Outstanding relationship building skills with the ability to articulate DC and retirement investment ideas and strategies clearly.
? Well-developed listening skills, real empathy, and the ability to engage in dialogue with senior sales, operations, benefits, investment and finance professionals.
? Strength of convictions combined with low ego needs.
? The ability to remain calm and objective in the face of periods of excessive optimism or extreme pessimism in the capital markets.
? Unassailable ethics and integrity.
? A collegial work style, sense of humor, and fortitude.




WORKING CONDITIONS
This position is based in PIMCO’s Newport Beach office with extensive travel throughout the United States. The standard workday varies greatly, based on client requests. Employees may be required to sit on a plane for a long period of time or drive to different cities. Will frequently view and read information on a computer screen; and write or use a keyboard to communicate through written means. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.


The information provided in this job specification does not reflect all requirements and standards for this position. Incumbents will be required to follow other instructions, and perform other related duties as required. Nothing in this document shall be interpreted to create a contract, nor shall this document be interpreted in any way to change or modify the terms of employment of any employee. It is expressly stated, and should be understood, that employment with the Company is on an at-will basis. This means that the employment relationship may be terminated by the Company or me for any reason or no reason, with or without notice. Any verbal or written representations to the contrary are invalid and should not be relied upon by current or prospective employees.

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