Business Development Director

Philadelphia, PA, United States

Founded in 1956 by the Pew family to manage their charitable assets, Glenmede is among the nation's leading investment and wealth management firms. The company oversees $44.2 billion of assets under management (as of 12/31/2023), for high-net-worth individuals, families, family offices, endowment, foundation and institutional clients. Headquartered in Philadelphia, the firm has offices in Delaware, Florida, New Jersey, New York, Ohio, Pittsburgh and Washington, DC. For further information, please visit http://www.glenmede.com.

This position will be based out of our Philadelphia, PA or Wilmington, DE office. This position will operate in a hybrid work environment, 3 days per week in the office.

Overview:

Are you looking for a dynamic role as a business development leader in the wealth management industry? Glenmede is looking for a highly motivated, experienced Business Development Director to build sales opportunities and help expand our clientele in the Philadelphia metro market. We deliver white glove trust and wealth management services to high net worth and ultra high net worth individuals and institutions. This position is integral to the achievement of the firm’s growth and continued success.

The position will have significant level of authority and responsibility over the local sales and marketing efforts, and is expected to be a leader in the firm.

Responsibilities:

The primary role of the Business Development Director is to facilitate new business for Glenmede in the area. This role will be responsible for identifying, developing, and deepening prospect relationships to thoroughly understand the prospect’s situation, utilize that knowledge to develop tailored wealth and investment management strategies, and shepherd opportunities to closed new business hitting annual new business goals.

Business Development & Prospecting. Meaningfully contribute to the growth of new revenues by developing new business referrals and closing new opportunities measured against annual sales revenue targets.

Generate leads and build a robust sales pipeline from direct prospecting efforts, referrals from personal network, intermediaries, referrals from Glenmede colleagues and Centers of Influence (COI).

In partnership with other sales leaders, annually develop a sales plan which includes prospecting and local & regional marketing strategies to achieve pre-determined sales goals.

Manage and utilize the CRM to update and maintain prospect data and maintain the sales pipeline.

Networking & Marketing. Build a valued personal and corporate profile and brand awareness in the community. Develop a network of referral sources and centers of influence with the goal of introducing new business, enhancing technical knowledge, and promoting the Glenmede brand.

Identify areas to build strategic relationships, and create and facilitate forums such as promotional events, seminars and meetings to develop new alliances and formal networks.

Partner with Corporate Marketing and other local leaders to build and execute a local marketing plan including sponsorship opportunities, local and regional events, dinners and activities. Oversee various marketing campaigns, facilitate client and COI invitations, and aid in expanding the Glenmede network and penetration.

Prospect & Client Engagement. Assess a prospect’s current financial situation and assist in identifying appropriate solutions to help prospective client attain their wealth objectives. Lead and close new client meetings: Organize prospect meeting, including pre-call planning, identifying appropriate partners to introduce at initial meeting and organize post-meeting de-briefs and appropriate next steps.

Attend client meetings, as needed, to assure the continuity of a positive client experience and to engage clients for additional referrals or adding new business opportunities.

Firm Building. Active engagement in department-specific and firm-wide initiatives to expand capabilities, create solutions to unmet business needs, improve client experience, or develop more efficient processes to create a better client experience. Able and willing to contribute to the advancement of team, office and business capabilities. Other duties as required by the position.

Required Qualifications: Bachelor’s degree required.

10+ years of progressive wealth or investment management business development experience.

Ability to self-source client leads and a broad referral network and contacts in the metro area are essential.

Demonstrated understanding of financial planning, wealth management, investment management and conducting needs analysis conversations with prospects.

Preferred Qualifications: Ability to be a self-starter with solid organizational skills and process.

Strong business development and sales planning skills.

Advanced degree or professional certifications preferred.

Proven decision-making and analytical skills.

Strong listening, communication and relationship management skills.

Ability to use customer relationship management systems.

Excellent presentation, verbal and written communication skills.

Other:

A heavy local travel schedule is expected in and around Philadelphia and the surrounding communities, including evening and weekend events. Travel to out of state locations for company-wide events or prospects and clients is expected up to 10%.

Glenmede is an Equal Opportunity Employer and Prohibits Discrimination and Harassment of Any Kind: Glenmede is committed to the principle of equal employment opportunity for all employees and applicants and to providing employees with a work environment free of discrimination, retaliation, and harassment. All employment decisions, including hiring decisions, at Glenmede are based on business needs, job requirements and individual qualifications in full compliance with all local, state and federal laws prohibiting discrimination on the basis of any status protected by the laws or regulations in the locations where we operate. Glenmede will not tolerate discrimination or harassment based on any of these characteristics. https://www.glenmede.com/equal-opportunity-employer/

** We are not seeking agency assistance with this role. No agencies, third parties, or phone calls, please. Glenmede is not accepting unsolicited resumes from search firms. All resumes submitted by search firms to any employee at Glenmede via-email, the Internet, or directly without a valid written search agreement will be deemed the sole property of Glenmede, and no fee will be paid in the event the candidate is hired by Glenmede.

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