Role: Director International Institutional Sales, Foundations, Endowments and Family Offices
Industry: Asset Management
Client: Leading global institutional investment management firm
 
CHALLENGE
Our client, an established global investment firm with more than $300 billion in assets under management, was seeking a seasoned, high-profile sales manager to market their newly acquired portfolio of alternative funds as well as grow their multi-asset class legacy funds.  Particularly critical was the need for someone who was well-known in the industry, had a deep international rolodex of investment decision-makers for foundations, endowments and family offices and had a track record of raising several billion dollars from clients in Europe, Asia, Middle East and the U.S.

It was also required that the candidate have an advanced degree or CFA designation as well as the ability to analyze, articulate and contrast complex asset management strategies. 
As the word got out within the industry, our client was overwhelmed with candidates for this financially lucrative, highly-visible position. The senior management did not have the capacity to integrate their newly-acquired firm, maintain client relationships, assess current asset raising and portfolio performance and at the same time conduct a search for a key sales management role.

ILM & PARTNERS APPROACH
ILM & Partners understood that it was important to operate the search under a high degree of discretion as the optimal candidates were employed at recognized firms in the same markets.  Our partners led our research initiative, conducting intensive due diligence, identifying the sales managers who were not only the top performers in the industry but who were motivated to, once again, grow an asset management business.  We created an initial compilation of detailed bios for 23 potential candidates and our partners traveled to multiple locations or teleconferenced to conduct in-depth interviews.

ILM & PARTNERS RESULTS
ILM & Partners was able to deliver a targeted list of candidates with a consistent history of success, strong communication skills, and extensive knowledge of multiple asset classes. It took 4 months to narrow the field to 3 candidates and because of the specialized nature of the role and the timing of commission payouts, an additional 2 months to complete a multi-layered negotiation.  ILM & Partners was there every step of the way to advise throughout the hiring process and negotiation to ensure a smooth transition for the sales executive and our client.

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