Asset & Wealth Management, Client Solutions Group, The Head of SMA Sales & CIO Consulting

Background

SMAs and models are two of the largest growth opportunities within the US retail marketplace, comprising multi-$TN AUM segments growing at double-digits. Goldman Sachs is one of the world's largest asset managers with the industry's leading Separately Managed Account (SMA) and multi-asset franchise. What sets Goldman Sachs apart in the SMA and models space, and what makes this role so unique, is the firm's breadth of managed account capabilities - Goldman has a leading capability in Direct Indexing, Fixed Income, Multi Asset, and portfolio construction expertise.

Goldman Sachs Wealth Customized Solutions (WCS) capabilities consist of:

1. A suite of portfolio customization capabilities to help CIOs and Advisors with their core portfolio design incorporating Funds, ETFs, SMAs, Alts
2. A suite of SMA capabilities including direct indexing, active equity, and fixed income SMAs Goldman Sachs is hiring to accelerate the build-out of the commercial strategy and execution for these businesses.

Role Overview

The head of SMA Sales & CIO Consulting will report to the head of Wealth Customized Solutions and the team of 8 SMA Sales Specialists 5 CIO Consultants, and partner closely with the 8 internal SMA Sales Specialists and CPM teams. This role will function as one of three sales heads across three WCS business lines (SMAs, Models, and Total Portfolio). This individual will be responsible for directly engaging Wealth Firms and RIA C-suites to expand placement, establish strategic partnership, lead a co-developed sales activation strategy, while leading the regional SMA Sales Specialists and CIO Portfolio Specialists. This is a client-facing leadership role, and success requires a strategic thinker and hands-on operator who thrives in front of clients, can influence senior internal and external stakeholders, and has a track record of building businesses at scale.

Key Responsibilities:

• Client Relationship Management & Partnerships:
  
  
  
  • Lead the team of 8 SMA Sales Specialists and 6 CIO Portfolio Specialist, and partner closely with the 8 internal SMA Sales Specialists and other teams (e.g. CPMs, Specialists, Sales).
  • Direct the focus, pipeline management and client activity of the SMA Sales Specialists and CIO Consultants
  • Responsible for developing and commercializing relationships with RIA C-suite, senior leadership at wirehouses, IBDs, and TAMPS to structure partnerships to accelerate sales and seek to give GS a competitive distribution advantage.
  • Represent SMA strategy externally with broker-dealer and RIA home offices, platform gatekeepers, and institutional due diligence teams.
  • Partner with the Internal Sales Team, National Account team, and CPMs to drive commercial partnerships, Center of Influence (COI) sales activation for top tier cliens
  • Serve as an executive sponsor for high-impact client conversations, platform negotiations, and internal initiatives to scale the business
  • Cultivate and manage strategic partnerships, negotiating contracts and securing preferred status.
  • Draft custom client proposals in partnership with the client coverage team.
  
  

• SMA & Consulting Campaign Management & Sales Activation:
  
  
  
  • Develop and execute data-driven sales activations targeting advisors and institutions.
  • Manage transitions to new platforms and market expansion initiatives.
  • Increase product adoption among existing clients and cross-sell additional products.
  • Design and implement regional trainings for the national specialist and wholesaler network.
  
  

• CIO Consulting & Portfolio Design Leadership:
  
  
  
  • Responsible for engaging C-Suite at leading RIAs, asset managers, and platform to negotiate strategic partnerships
  • Lead the 5-person CIO Consultants team, who serve as strategic consultants to RIAs working alongside Multi-Asset Solutions portfolio managers to co-create customized investment models that allocate across the GSAM investment platform including SMAs
  • Maintain pipeline discipline with GSAM wholesalers to close leads, acquire new advisors, deepen relationships with existing advisors, and cross-sell solutions
  • Present Goldman Sachs thought leadership on portfolio construction theory, tax optimized portfolio construction, risk analytics, trends in advisory portfolios, and thematic portfolio ideas
  
  

Skills/Experience

• Minimum of 15 years of experience in business leadership and platform development.
• Business builder with an entrepreneurship-like spirit who enjoys operating with plenty of white space to design a strategy.
• Series 7 and 63 preferred
• Flexible, responsive, and self-starting personality. Demonstrated experience influencing/leading by inspiration in a highly collaborative, matrixed environment.
• Strong writing and visualization skills - one who can make the complex simple, who can succinctly articulate a benefits-oriented value proposition.
• Deep understanding of the asset management and wealth advisory markets.
• Intellectual agility and pragmatic personality, with the talent to adapt to an evolving environment.

The expected base salary for this New York, New York, United States-based position is $125000-$290000. In addition, you may be eligible for a discretionary bonus if you are an active employee as of fiscal year-end.

Benefits
Goldman Sachs is committed to providing our people with valuable and competitive benefits and wellness offerings, as it is a core part of providing a strong overall employee experience. A summary of these offerings, which are generally available to active, non-temporary, full-time and part-time US employees who work at least 20 hours per week, can be found here.