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Director, New Business Development

Posted: 09/10/2021

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Job Title: Director, New Business Development                                                            
Full or Part Time: Full-Time
Department: HORAN Capital Advisors                                                                                
FLSA Status: Exempt
Position Reports To: Principal
 
Position Summary:
This position is responsible for development of new asset management clients for HORAN Capital Advisors, from lead generation to close.  The objective is attained by developing new clients, building relationships internally and externally and cross selling the HORAN Wealth platform.  The focus of this role is to target individuals with high net worth (investible assets generally of $1 Million or more).   
 
Core Responsibilities:
1.  Develop relationships with asset management target prospects, centers of influence and internal HORAN     
     business partners.
  • Identify and create target list of top prospects and centers of influence.
  • Identify all decision makers in the sales process and bring HORAN Wealth resources where appropriate.
  • Utilize personal contact with both clients and prospects to ensure client and prospect satisfaction goals are met.
  • Pursue cross sell opportunities for new business for the HORAN organization.
2. Penetrate prospect targets to generate proposals and close sales.
  • Discover needs by utilizing consultative selling approach and engaging team members in the sales process.
  • Demonstrate the ability to identify, navigate and persuade decision makers.
  • Prepare proposals and prospect presentations.
  • Utilize strong communication and closing skills to present solutions and secure new business.
  • Seek out opportunities to bring relevant topics to the marketplace by identifying topics to hold regular seminars and educational opportunities for clients and prospects, including, coordination with marketing, and ensuring maximum attendance.
3.  Identify market trends to provide input into HORAN’s Wealth marketing strategy.
  • Help identify new product and service opportunities in HORAN’s market.
  • Aid in establishing and implementing sales and marketing strategies.
  • Attend appropriate conferences and networking events.
  • Maintain awareness of market conditions and competitor’s products and pricing.
  • Assist in the development of business plans for new product, service and market introduction.
4.  Demonstrate ability to work within a team selling environment
  • Partner with internal resources to discover new business opportunities.
  • Collaborate across the Wealth team to solve client problems.
  • Adhere to and follow HORAN’s philosophy and vision around health, wealth and life.
5.  Utilize strong time management and organizational skills.
  • Prioritize and follow through on issues.
  • Show initiative for daily activity and acts independently when pursuing new business.
  • Engage HORAN management for appropriate support.
  • Successfully forecast sales and pipeline.
  • Maintain and update CRM tool regularly.
  • Present progress weekly, monthly, quarterly, and update annually.
Qualifications:
  • Proven sales track record; asset management experience preferred.
  • Bachelor’s Degree (or higher) from accredited University, preferably in a business-related concentration.
  • Three or more years’ experience in the wealth management or financial services industry.
  • Pursuit of CFA or CFP designation or current CFA/CFP designation preferred.
Desired Skills
  • Sales Skills:  Able to develop business and high-level relationships with target prospects; Demonstrates consultative selling skills and understands value-based selling.
  • Highly skilled with people and data:  negotiating, persuading, communicating, analyzing, evaluating, imputing, reporting and synthesizing data.
  • Strong interpersonal skills with the ability to interact with clients, product partners, and with the overall HORAN organization
  • Possess strong sense of accountability with a diligent work ethic. Must be self-motivated, enthusiastic, and able to take the initiative to get the job done and thrive in an entrepreneurial environment
  • Strong attention to detail; the ability to use logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions or approaches to problems.
  • Excellent writing, organization, and communication skills
  • Strong computer knowledge (Microsoft Excel & PowerPoint) with the ability to adapt quickly to new computer software packages (Thomson Reuters, Tamarac, Morningstar) and products
  • Applicants should have high quantitative proficiency and demonstrate an in depth understanding of the investment universe
HORAN History:
               For more than 70 years, HORAN has served as a trusted advisor and thorough planner in the areas of employee benefits consulting, wealth management, and life insurance for estate and business planning. HORAN, with its 150+ employees, has grown to become one of the region’s largest privately held financial services and insurance organizations. HORAN represents over 500 companies and 300,000 individuals. The wealth management division has greater than $2.5 billion under its care. HORAN is committed to the Health, Wealth and Life needs of its loyal clientele.
 
How to Apply:    
Please visit the HORAN Careers Page or www.horanassoc.com/careers and click on the job title to apply, or email jobs@horanassoc.com if you have any questions.
 

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