Regional Sales Director

About the role

The Regional Sales Director role focuses on driving growth through the platform channels, (“Wire” and “Independent” broker dealers), fostering relationships with advisors and positioning the firm’s products and solutions to meet their needs. This position plays a critical role in achieving asset growth and increasing market share within this segment. This segment of the US market is a place with strong home office relationships and is a strategic focus for TCW’s growth. TCW is a mid-size, privately-owned asset manager with growing strategies in active equity, active fixed income, and private credit. This role will have a broad territory and the opportunity to distribute multiple funds, ETF, SMA and private funds/wrappers. This role will also have a great deal of autonomy and excellent support from scale digital selling tools and infrastructure, as well as TCW’s senior investment teams and investment specialists.

Responsibilities

• Relationship Building: Cultivate and maintain strong relationships with advisors, ensuring that their needs are understood and served. Support in-territory regional staff from key national platform relationships.
• Sales Growth: Drive sales of the firm's investment products, meeting or exceeding sales targets. Focus on consultative selling, retaining legacy holdings and significantly growing and cross-selling strategies.
• Product Positioning: Clearly articulate the value proposition of the firm's products and solutions, tailoring messages to resonate with the platform audience. Using sophisticated understanding of each platform’s home office approach, portfolio construction and active listening when working with clients.
• Market Intelligence: Monitor industry trends, competitor activities, and advisor needs to inform strategy development and product positioning.
• Business Development: Identify and pursue new business opportunities, ensuring a continuous pipeline of prospects. Work within a data-driven system with support on prospecting and marketing content to produce quality results.
• Educational Events: Organize or participate in webinars, seminars, and conferences targeting advisors, positioning the firm as a thought leader in the industry and within each firm.
• Feedback Loop: Gather feedback on products, market trends, and services, and communicate findings internally to shape product development and strategy.
• Collaboration: Work closely with internal teams, including product management, marketing, and client services, to ensure alignment in strategies targeting the segment.
• Reporting: Provide regular updates to senior management on RIA channel performance, market insights, and business development initiatives.

Qualifications

• Bachelor's degree in Finance, Business, or a related field
• Minimum of three years of experience in sales or business development within the asset management industry, with a focus on this channel
• Demonstrated track record of achieving sales targets and growing business within this segment
• In-depth understanding of the investment landscape, products, and the specific needs of advisors
• Excellent interpersonal and communication skills
• Strong presentation skills, both in-person and virtual

Skills

• Client-focused with a strong drive to achieve results.
• Collaborative team player with