Job Description
MANAGING DIRECTOR, BUSINESS DEVELOPMENT
POSITION SPECIFICATION
Shine Associates, LLC has been retained to search, identify and recruit a Managing Director, Business Development on behalf of our client (‘Company’). This position will be based in either the New York City, San Francisco, or Chicago offices.
CONFIDENTIALITY
Shine Associates, LLC has been exclusively retained on this assignment. Information contained in this position specification as well as any other information concerning the Company provided or verbally discussed is confidential. All materials and discussions are to be utilized for the sole purpose of a candidate’s personal review of the career opportunity.
CLIENT DESCRIPTION
Our client is a leading capital provider in the real estate industry and is recognized as a top-tier commercial mortgage lender staffed by a team of highly experienced real estate professionals. The primary focus of the Real Estate Debt Team is the origination and management of commercial real estate related debt products, including mortgage loans (fixed and floating rate) and structured debt investments (including construction and bridge loans), which are typically secured by industrial, multi-family, retail, office, and hotel properties.
MANAGING DIRECTOR, BUSINESS DEVELOPMENT
The Managing Director of Business Development will be based in the firm’s San Francisco, Chicago, or New York offices (other locations will be considered depending on the professional). The primary focus for this individual is growing the Company’s open-end, core fund. The individual will be primarily responsible for sourcing, cultivating, and closing new client relationships geared specifically toward growing AUM.
The candidate should be a seasoned fund raising professional with a broad range of institutional investor relationships complemented by a solid foundation in commercial real estate investment fundamentals. The individual should have active, quality relationships with both investment consultants and institutional investors (emphasis on domestic relationships).
ESSENTIAL DUTIES AND RESPONSIBILITIES
The key responsibilities for the role will be as follows:
- Maintain current relationships and cultivate new relationships with institutional investors (including public and private pension funds, Taft-Hartley funds, insurance companies, private wealth managers, endowments, and foundations) with the specific goal to grow MCPF.
- Build and maintain consultant relationships to build the knowledge and reputation of the Firm and the MCPF. Coverage will include individuals in research, field, senior management, and any other position that may help influence the relationship.
- Attend fund presentations with Portfolio Manager.
- Support with investor RFPs, as needed.
- Maintain knowledge of all the firm’s products and strategies with an emphasis on the Madison Core Property Fund.
- Support with MCPF client requests and portfolio update meetings.
- Ongoing interaction with the Madison Core Property Fund team to ensure that fund strategy is consistently maintained.
QUALIFICATIONS, SKILLS AND EXPERIENCE
The successful candidate will have the following career experience:
- College degree from an accredited university.
- MBA or Master’s Degree in real estate or related discipline is preferred.
- 10+ years of in-depth experience in capital fund raising.
- Large rolodex of U.S. institutional investors and consultants.
- Relationships with primary consultants that service institutional investors investing in commercial real estate.
- A track record of success in winning new business and forging relationships with investors and consultants.
- Strong technical real estate skills including operating fundamentals and capital markets.
- Sound ability to present and discuss investment matters and strategies without portfolio manager support.
- Must have desire, energy, and willingness to spend a significant amount of time out of the office meeting face-to-face with clients, consultants et.al. Must be highly organized, motivated, and able to source and manage a full list of relationships.
- The successful candidate will bring a current, state-of-the-art institutional quality industry perspective and experience to this position.
The successful candidate will have the following personal attributes and characteristics:
- Highly motivated with a strong record of academic and professional achievement.
- Strong relationship builder, both externally within the marketplace and internally within the firm.
- Willingness and ability to collaborate with other members of the team. The company draws upon the relevant expertise of all the team and expects the team to collaborate openly to achieve the best results.
- Will be able to hold their own in a fast- paced, intellectually challenging environment. Can defend their decisions and views while still admitting areas of uncertainty.
- Motivated, self starter. Very highly developed organizational skills.
- Strong communications skills, both written and verbal. An open communicator/”team player” rather than “close to vest” person will succeed best in the firm’s environment.
- Excellent presentation skills. Thoughtful listener. Direct and open communication style. Has presence that commands respect in the industry and within the Company.
- Adheres to the firm’s values and culture of commitment, collaboration, drive towards excellence, honesty, integrity, respect for others and trust.
COMPENSATION
The expected base salary for this position ranges from $200,000 - $350,000. Actual base salary will be determined based on several factors but not limited to individual’s experience, skills, qualifications, and job location. Additionally, employees are eligible for an annual discretionary bonus.
CONTACT INFORMATION
Shine Associates, LLC
45 School St., Suite 301
Boston, MA 02108
Hillary H. Shine, Principal Kelsey E. Shine, Director
Cell (203) 613-3562 Cell (508) 494-6569
Hillary@shineassociatesllc.com Kelsey@shineassociatesllc.com
Chandlee Gustafson, Associate
Cell (978) 201-3100
Chandlee@shineassociatesllc.com
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