Job Description:
Job Summary & Responsibilities:
The #1 For-Profit Syndicator in the Low Income Housing Tax Credit Funds (LIHTC) industry, is hiring an Associate Director of Institutional Sales
to assist with the design and implementation of an institutional sales strategy to raise investment capital for investments in multifamily developments qualifying for Low Income Housing Tax Credits (LIHTC).Target market is large public companies, especially banks and insurance companies.
Our ideal candidate will:
Work with Senior Management to develop and implement
large projects, programs or processes with significant business impact.
Influence strategic direction and develop tactical plans, and complete complex assignments with substantial latitude for un-reviewed actions or decisions.
Have extensive contact with Senior Management, to provide comprehensive solutions to complex problems or needs.
Essential Duties and Responsibilities:
Conducts market segmentation, prospect planning, new business discovery, business qualification, contact management, relationship development, market feedback, and relationship development and expansion.
Assumes proper ownership and provides guidance regarding requests for proposals, client planning, client support (account, product, advisory), relationship expansion, and feedback.
Identifies buyer segments, buyer behavior, product demand, sales approach, service needs, and competitive landscape.
Provides ongoing feedback from the field regarding product development opportunities and ideas.
Displays ongoing advancement of sales process skills; relationship development capabilities; and technical product support competency across all of the division’s products.
Prospects a defined list of companies (primarily banks) to invest in LIHTC funds sponsored by RJTCF.
Coordinates with third party brokers to further the sales process.
Develops and implements equity sales plans for RJTCF’s regional production teams.
Regularly updates contact management database.
Performs other duties and responsibilities as assigned.
Qualifications
Knowledge, Skills, and Abilities:
Knowledge of:
Company’s working structure, policies, mission and strategies.
Advanced concepts, principles and practices of marketing and sales aspects.
Corporate finance, sales, and relationship building principles.
Basic accounting principles.
Skill in:
Identifying the needs of customers through effective questioning and listening techniques.
Interpreting and applying policies and procedures.
Detail orientation to ensure quality standards are met without impairing work flow.
Preparing management reports.
Identifying trends and implementing appropriate corrective action.
Follow-up to ensure resolution and completion of tasks.
Operating standard office equipment and using required software application to produce correspondence, reports, electronic communication, and spreadsheets.
Ability to:
Effectively market the company and show resilience through the prospecting process.
Work independently, make non-routine decisions and resolve moderately complex accounting problems.
Communicate effectively, both orally and in writing, with all organizational levels, including senior management.
Organize, manage and track multiple detailed tasks and assignments with frequently changing priorities and deadlines in a fast-paced work environment with frequent interruptions.
Balance conflicting resource and priority demands.
Partner with other functional areas to accomplish objectives.
Work independently as well as collaboratively within a team environment.
Establish and maintain effective working relationships at all levels of the organization, including negotiating resources.
Educational/Previous Experience Recommendations:
Bachelor’s Degree (B.A.) in Finance or related field and a minimum three (3) years of experience in the financial services industry with demonstrated sales experience with institutional clients.
~or~
Any equivalent combination of experience, education, and/or training approved by Human Resources.
Licenses/Certifications:
None required.
Travel Required:
35%: Must have a valid drivers’ license and be eligible for coverage under the firm’s Vehicle Fleet Safety Policy to drive on company business.
