Private Equity Fund Placement, PWM

The Role

Greenstone Equity Partners is currently hiring an experienced and skilled AVP/VP Private Wealth Management (PWM) professional to join our growing Investor Relations division. PWM is a specialist growth area within Greenstone and we are looking for a knowledgeable PWM product and sales/ relationship specialist, to lead and drive product onboarding onto the PWM platform of regional financial institutions for distribution

Regional Financial Institutions require attractive investment products to distribute via their PWM channels to capture market share and retain high value PWM Clients. The availability of such products is scarce owing to these Financial Institutions not being able to access, analyze, select and customize these investment products for their PWM channels.

The Vice President, PWM Coverage will also work closely with regional conventional and sharia compliant financial institutions, that have an established PWM division, typically in the capacity of Heads of Alternative Investment or Heads of Product Development.

The role involves overseeing the entire process from developing marketing materials, to identifying potential investors, organizing targeted meetings via regional roadshows and coordinating due diligence to facilitating investor commitments into the Fund. In addition, the role requires an understanding of alternative investment products, coupled with the ability to successfully perform all sales, training and marketing activities to effectively sell funds to regional financial institutions in a B2B sales environment. A history of effectively raising capital from the region is a strong requisite.

He/she will possess strong knowledge of appropriate PWM products, deal parameters and onboarding requirements of regional financial institutions (including shariah compliant products). This includes the knowledge and ability to complete legal and compliance due diligence as well as register funds with relevant regulatory bodies.

Responsibilities

PLACEMENT SALES

1. Execute the placement of assigned alternative investment products with regional financial institutions;
2. Commit to a placement target for each assigned alternative investment product, and direct all efforts to reach that target;
3. Engage with Fund Managers and Greenstone’s Regional Coverage Teams ahead of Roadshows to develop a regionally-appropriate marketing strategy for each product;
4. Work with the Firm’s Regional Coverage Teams and Senior Leadership to identify financial institutions who are a best-fit to each product and would most-likely consider completing an investment;
5. Develop a thorough understanding of each alternative investment product;
6. Develop a sales pitch for each assigned alternative product, being able to clearly articulate and promote the value differentiators and key selling points of the fund, strategy, asset class, macro-market factors, management team, and other investment highlights;
7. Draft and distribute product-specific email campaigns to initiate and develop Investor demand;
8. Educate and strategize with Fund Managers about each financial institution and areas to highlight when presenting;
9. Lead region-wide Roadshows with Fund Managers to originate and create momentum for a pipeline of prospective subscriptions;
10. Build rapport with various individuals at each financial institution with whom you meet, listen closely to identify their tactical and strategic priorities, generate an internal champion for the investment opportunity, and seek to develop a deep understanding of the decision-makers, decision-making process, and due diligence required to execute a subscription agreement and make investments;
11. Engage with prospective Investors post-roadshow to gather feedback and maintain momentum for the pipeline of subscription opportunities in discussion;
12. Skillfully leverage the Firm’s Regional Coverage Teams’ relationships to expedite prospective subscriptions in the pipeline;
13. Continually maintain and update various internal tracking and CRM systems on every prospective subscription in the pipeline and additional intelligence gained on each Investor’s LP activity across the alternative investment asset class;
    
14. Facilitate and lead Fund Manager / Prospective Investor meetings and conference calls, disseminate summary notes to the necessary parties, and expedite the completion of action items and follow ups identified from each meeting;
15. Persistently use all resources available to you to uncover specific due diligence needs and other impediments that may delay a prospective Investor from executing a subscription agreement, and creatively facilitate every activity required to entirely fulfill those needs;
16. Create and regularly publish up-to-date pipeline reports to Fund Managers, meet regularly and maintain regular correspondence to discuss upcoming Roadshows and the Pipeline, influence them to complete activities required to improve Pipeline momentum, and conscientiously set and manage expectations;
17. Regularly attend internal pipeline meetings, provide updates, and seek feedback to better expedite Investor commitments and subscriptions;
18. Gather objective feedback and regularly review your own sales performance and make improvements to meet or exceed targets;
19. Prepare training material and lead training sessions on how to market and sell your product to banks and financial institutions in the region.

INVESTOR INTELLIGENCE

1. Acquire deep knowledge of the various people and organizational behaviors associated with the investment organizations with which the Firm works;
2. Continually source and update key information on the Firm’s CRM system regarding our Investors’ LP investment programs;
3. Actively source new regional financial institution relationships for the Firm, enabling the Firm’s Investor network to grow strategically.

COMPLIANCE

1. Possess a deep understanding of legal and compliance processes and be able to conduct legal and compliance due diligence as part of PWM product onboarding processes for both conventional and shariah compliant products;
2. Experience with data room compliance and processes;
3. Strictly adhere to all of the Firm’s regulatory compliance policies in the performance of Placement Sales activities;
4. Attend regular compliance updates and ongoing compliance training as provided by the Firm and update processes and practices as necessary to ensure full compliance.

PRODUCT SCREENING

1. Participate in internal conversations and provide feedback to our mandate sourcing team, who are continually working to identify and acquire mandates from global Fund Managers for Greenstone;
2. Occasionally conduct short-term market studies to determine suitability for the funds we are considering onboarding to gauge investor appetite in the region.

The Right Candidate

Greenstone seeks to hire individuals who are highly motivated, intelligent, and have demonstrated excellence in prior endeavors. In addition, outstanding candidates for this role will possess the following skills, knowledge, and experience:

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Get Hired
• Relevant experience selling financial products to regional financial institutions.
• Thorough knowledge of the GCC region and well-established relationships amongst a number of meaningful regional financial institutions;
• Proficiency with private placements and alternative investment products, and able to quickly dissect and become astute on any given private equity fund and sub-strategies;
• Proficiency with economics;
• 7+ years of local or regional product onboarding/distribution experience
• Ability to travel up to two weeks per month to conduct Roadshows in Oman, KSA, Kuwait, and Qatar;
• Commercially astute, articulate, technically strong and hands on;
• Ability to deal with and overcome investor complacency and rejection;
• Takes responsibility for results;
• Excellent organizational skills;
• Superior academic achievements;
• Strong, detail-oriented analytical skills;
• Ability to work in a fast paced, dynamic environment and to handle multiple projects at a time;
• Self-starter with the ability to work effectively as part of a team;
• Excellent interpersonal and communication skills, both written and verbal;
• Strong work ethic and results-oriented mentality;
• Personal and professional integrity;
• Arabic language skills (preferred but not required)

The Compensation & Benefits

• Uncapped variable compensation
• Eligibility for Stock Options
• Competitive Base Salary

• Greenstone offers support for Training & Development, Tertiary Qualifications and Industry Certifications equipping employees with the tools and skills they need to surpass their targets.