Firm Overview

Cambridge Associates was founded 40 years ago to assist nonprofit institutions with the investment of their endowment assets.  Today, we are a Global organization that provides investment planning, research and management to over 990 clients including nonprofit institutions, private clients (families) sovereign wealth funds and pension plans.  The firm advises on the full range of assets and strategies, including equities, bonds, real estate, venture capital, hedge funds, leveraged buyout funds, oil and gas partnerships, and many other types of investments.  We monitor the performance of nearly all major institutional investment managers and conduct in depth research on those we believe have potential to add value to our clients after fees. Our clients were amongst the earliest to invest in alternative strategies such as hedge funds and private equity so we have unparalleled depth of knowledge in these areas as well as substantial committed research resources and data.

Cambridge Associates has a staff of more than 1,100 professionals, including 200 Investment Directors and 150 Investment Associates, based in eight offices located in Arlington, Beijing, Boston, Dallas, London, Menlo Park, Singapore and Sydney. Ours is a long term business with long term client relationships. Accordingly, we take great care in selecting employees with both the aptitude and the willingness to build a long term career in a collegial, hard-working and intellectually challenging team.

Position Overview

The Director will be a key member of the global business development team at Cambridge Associates focused on the growth of our nonprofit practice.  The nonprofit practice is the largest core segment of our business, which today represents approximately two-thirds of the firm’s client base.  The individual in this position will focus his/her time on the development of new client relationships (i.e., sales & marketing). This position requires significant interaction with prospective clients, investment directors within the nonprofit practice, the nonprofit practice leadership team, other members of senior management, as well as with selected outside business partners/vendors.

Job Responsibilities

• Devise and implement specific marketing programs and strategies for acquiring new nonprofit clients globally.
• Field calls, and qualify leads, with prospective clients.  Develop recommendations for whether or not to pursue unsolicited leads.
• Work collaboratively with lead investment directors and other members of the business development team to manage the end-to-end business development process.
• Work with investment teams to develop an approach to winning specific new business opportunities including understanding prospect needs and challenges, understanding the competition, determining appropriate service/pricing approach, working with the RFP team to respond to RFIs and RFPs, identifying our value-add, crafting the approach to finalist sales pitches, tailoring compelling and customized meeting materials for finals pitches, coaching and rehearsing investment teams to ensure effective sales presentations.
• Attend selected prospective client meetings as a representative from the business development team.  Represent the firm powerfully in external venues.
• Assist in managing the nonprofit business development pipeline and the tracking of metrics and trends related to our business development efforts for the nonprofit practice.
• Assist in the preparation of materials for, and attend meetings with, the nonprofit practice leadership team.
• Identify reasons for wins and losses, lessons learned, and work to enhance marketing/sales best practices and improve overall hit rates.
• Effectively work with, develop and mentor other members of the business development team.
• Assist in the development of content and marketing materials including letters and proposals to prospective clients, responses to RFPs (Request for Proposals), marketing templates and slides, our public website, and brochures.  Develop new marketing content to respond to emerging services, client requests and competitive trends.
• Participate in selected strategic marketing initiatives such as:
  • The firm’s strategic plan and the nonprofit practice business plan
  • Development and management of marketing campaigns to support growth of the nonprofit practice
  • Training of investment directors on business development best practices
  • Conferences and local events
  • Public relations
  • Competitive monitoring
• Work on special projects as requested.

Qualifications:

• MBA or CFA with 10+ years of business development, sales and/or sales support experience.
• Knowledge of capital markets and investment management principles.
• Proven relationship management skills including expertise in effectively managing prospective client relationships in business development situations.
• Proven business development / sales skills in a non-promotional manner, with strong strategic marketing skills.
• Strong interpersonal and organizational skills, which includes the ability to partner effectively with investment directors in a team-oriented environment.
• Demonstrated ability to influence and coach investment professionals in marketing and business development best practices.
• Very strong communication, quantitative and conceptual analytical skills, and proficiency in verbal and written communication.
• Ability to work on multiple projects simultaneously and to prioritize responsibilities. 
• Excellent computer skills, specifically Microsoft Office (Word, Excel, PowerPoint).
• 10-15% travel required.
• Candidate must commit to passing the Series 3 exam within the first two months of employment.
• Internal candidates must have a minimum of 3 years of experience with the firm.
• Must be eligible to work in the US without employer sponsorship.