SVP Institutional Sales

Company:ING U.S. Investment Management

ING U.S. Investment Management is seeking a Senior Vice President, Institutional Sales & Relationship Management, to join our Western Region sales team. This position will be responsible for selling ING U.S. Investment Management’s institutional investment management services by calling directly on West Coast (Arizona, California, Colorado, Idaho, New Mexico, Nevada, Oregon, Texas, Utah, Washington and Wyoming) client segments including Corporate Plans (DB & DCIO), Endowments & Foundations and Healthcare plans. The primary objective of this position is to significantly increase assets under management across all asset class disciplines including Equities, Fixed Income and Alternatives as well as our Solutions business.

The Senior Vice President, Institutional Sales & Relationship Management will be responsible for maintaining and servicing critical new clients in the region and maintaining relationships with field consultants. The Senior Vice President, Institutional Sales & Relationship Management will also work closely with the rest of the institutional sales, relationship management, client service and consultant relations professionals on the U.S. institutional distribution team as well as with the Portfolio Specialists and Portfolio Managers of ING U.S.’s investment platforms.

The position will require substantial travel within the western region and also occasional travel to ING U.S. Investment Management headquarters in New York City.

Responsibilities include:

•Organize and expand a successful marketing and sales strategy around a focused territory in the Western Region in line with the firm's overall strategy, which targets Corporate Plans (DB & DCIO), Endowments & Foundations and Healthcare plans. Prudent asset growth is critical. This will be achieved through winning new mandates from current clients of ING U.S. Investment Management as well as qualified prospects within the region.
•Represent all investment platforms at ING as a true ambassador for all strategies (e.g., Fundamental Equity, Fixed Income, Senior Loan, Multi-Asset Strategies & Solutions, and Alternatives).
•Effectively communicate the investment philosophy, process, strategies and performance to prospective clients as a proxy for the ING U.S. investment engine.
•Communicate substantive client activity with the firm through written call notes.
•Integrate the direct sales program with the consultant marketing program of the firm in close partnership.
•Determine team, agenda, and materials necessary for all presentations involving other firm professionals.
•Accurately and successfully represent the firm to the outside world in various public forums.
•Participate in periodic strategic budgeting and sales projection planning.


•Minimum of 7 – 10 years of experience in an institutional sales role at an investment management firm.
•Extensive and current client contacts and relationships with Corporate Plans (DB and DCIO), Endowments & Foundations and Healthcare plans in the Western region.
•Successful track record of raising assets through sourcing opportunities independently, closing new business in final presentations and servicing large complex mandates with large clients.
•Demonstrated ability to represent a multiple-product firm.
•Strong understanding of and experience in the rapidly growing DCIO market.
•Willingness and ability to travel extensively.
•Excellent interpersonal skills and demonstrated team orientation and collaboration.
•High degree of initiative, results orientation and entrepreneurial attitude.
•Excellent communication and presentation skills and an ability to explain and discuss sophisticated investment strategies and complex investment solutions.
•Proven success in building long-term relationships.
•Proven success in sourcing, closing and servicing.
•Proven success in presenting during “finals” meetings, leveraging a keen understanding of the sales cycle.
•Strong academic background, with a preference for an advanced degree such as an MBA or a professional certification such as the CFA.
•FINRA Series 7 and 63 required.
•Possible experience outside of an institutional sales role such as with a plan sponsor, board of trustees, pension consultancy, or as an investment professional.


The preferred location for this role is San Francisco. In unique circumstances, an alternative location could be considered.

What is ING?

ING U.S. Investment Management (ING U.S. IM) is a leading active asset management firm. ING U.S. IM manages approximately $173 billion for both affiliated and external institutions as well as individual investors. Drawing on 40 years of history in investment management, ING U.S. IM has the experience and resources to invest responsibly across asset classes, geographies and investment styles. We provide clients with access to domestic, regional and global investment solutions.

As stewards of our clients’ assets, we always put their interests first, dedicating our expertise and quality resources on their behalf. To this end, we keenly focus on listening, being responsive and delivering on our promises.

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