PIMCO is a global leader in active fixed income with deep expertise across public and private markets. We invest our clients' capital across a range of fixed income and credit opportunities, leveraging our decades of experience navigating complex debt markets. Our flexible capital base and deep relationships with issuers have helped us become one of the world's largest providers of traditional and nontraditional solutions for companies that need financing and investors who seek strong risk-adjusted returns.

Since 1971, our people have shaped our organization through a high-performance inclusive culture, in which we celebrate diverse thinking. We invest in our people and strive to imprint our CORE values of Collaboration, Openness, Responsibility and Excellence. We believe each of us is here to help others succeed and this has led to PIMCO being recognized as an innovator, industry thought leader and trusted advisor to our clients.

Description

PIMCO has five DSMs who are business leaders with oversight and responsibility for one of five geographic divisions within our U.S. wealth management business. Each division is made up of approximately 43,000 financial advisors across wirehouses, independents, banks and RIAs and each division represents approximately $16 billion in assets under management for the firm. DSMs assume direct regulatory supervision and management responsibility for 12 or more Field Account Managers ("AMs") and indirectly oversee 10 to 15 Internal Desk Account Associates who are responsible for driving sales and retention with financial advisors within their respective territories. Our DSMs are strong leaders with a deep understanding of PIMCO's products and services, an advanced knowledge of the wealth management industry and an extensive background in field sales and service.

Responsibilities

Achieve Key Performance Metrics

Primary responsibility is to drive gross and net sales to achieve monthly, quarterly, and annual growth and run rate revenue goals for the division. This includes working with the Field AMs to develop business plans and keep the team on track to achieve individual territory goals. Business plans and goals are specific, measurable and actionable and for the purposes of monitoring progress, the following metrics are tracked and reported (firm-wide) on a monthly basis:

• Percentage of activity with field coverage top client segments

• Percentage of field coverage top client segments selling more than one product

• Net Sales as a percentage of AUM among field coverage top client segments

Supervise, Develop and Motivate Divisional Sales Force

• Develop a high-performance divisional team focused on achieving sales results, keeping a long-term business perspective, and maintaining a consultative approach.

• Take a top-down approach to uncovering opportunities for AMs at partner firms and seek to remove obstacles to success.

• Field travel with each AM is a key component of both AM development and supervision:

  • Each DSM is a Series 24 Registered Principal and assumes ongoing supervisory responsibility for Field AMs.

  • DSMs will travel with Field AMs 2-4 times per year for 1-3 days at a time. This travel allows for coaching, training and ensures consistency of message while satisfying supervisory requirements.

  • Travel further ensures that the DSM is a conduit to sharing feedback across GWM key stakeholders and has a first-hand understanding of clients/needs and concerns as they evolve.

  • The DSM must also conduct AC home office reviews to ensure compliance standards.

• Create and implement internal training and best practices within the division.

• Maintain weekly contact via phone, email and conference calls with Field AMs.

• Conduct semi-annual divisional meetings to train and educate Field AMs.

• Perform annual written reviews and quarterly updates with Field AMs that evaluate performance objectives and core competencies.

• Record and file details of ongoing issues, problems or concerns with each Field AM within their division.

• Recruit, develop and retain talented professionals within their divisions.

Track and Monitor Key Business Metrics and Resource Utilization.

DSMs are tasked with monitoring sales, market share, opportunity and profitably. As needed, DSM will redesign territory geography and firm coverage to ensure appropriate coverage. DSMs are also responsible for tracking of territory and division budgets to ensure that these resources are being used effectively and on target. Furthermore, DSMs monitor territory activity by rep, firm and product on a monthly basis to ensure broader firm goals are aligned with territory activity. Market share, PAG and PSG utilization are also reported to AMs on a quarterly basis and used in coaching and feedback conversations.

Manage the Divisions Relationships with Key Stakeholders

Each DSM serves as the central point of communication between the executive office, sales management, marketing, Product Strategy Group, Strategic Accounts, DC, and the Field AMs. Importantly, each DSM is responsible for balancing the needs of key stakeholders when aligning resources in the field, particularly as it pertains to sales campaigns, roadshows, PM/PSG travel and cross-channel partnerships.

Build Relationships with Partner Firms

Our DSMs are responsible for partnering with National, Independent, Bank and Regional Broker-Dealers (BDs) to represent the PIMCO sales Strategy. DSMs partner with our Strategic Accounts team to represent our sales strategy with our Platinum and Gold partners. Each DSM has 3-7 Partner firm accounts and acts in a "Head of Sales" capacity seeking to best align PIMCO resources with the specific needs of each Partner firm.

• Fostering relationships with key national and regional leaders at assigned partner firms including C-Suite, regional leadership, business development, capital markets and product research.

• Communicating PIMCO's sales strategies and develop initiatives to achieve mutual goals.

• Working with U.S. GWM Head of Sales to coordinate national partner firm and PIMCO Due Diligence Meetings.

• Serving in a chairman capacity for PIMCO Advisory Council and Due Diligence meetings for the firms they cover.

• Managing, attending and presenting at regional conferences and meetings in conjunction with Strategic Accounts (formerly known as National Accounts) team.

Manage Relationships with Centers of Influence (COI)

Our DSMs are the main contacts for client regional leadership and responsible for all COIs. This includes regional, district managers, sales managers, recruiting officers, business development officers, regional presidents, productivity consultants and areas sales managers. This cohort per division is typically 25-50 contacts and highly influential to the region.

Required Skills

• Excellent sales, communication, organizational and leadership skills including strong aptitude for telephone marketing.

• Deep understanding of the U.S. wealth management market including knowledge of financial intermediaries and financial advisors.

• Strong working knowledge of macroeconomics, asset allocation, fixed income, equity, and alternatives markets.

• Series, 7, 63, 24 and 65 licenses are required.

• Bachelor's degree is required.

Preferred Qualifications

• Minimum 15 years of financial services industry experience with a focus on sales.

• CFA and/or MBA

• Comprehensive knowledge of PIMCO products and services.

Equal Employment Opportunity and Affirmative Action Statement

PIMCO recruits and hires qualified candidates without regard to race, national origin, ancestry, religion (including religious dress and grooming practices), sex (including pregnancy, childbirth, breastfeeding, or related medical conditions), sexual orientation, gender (including gender identity and expression), age, military or veteran status, disability (physical or mental), any factor prohibited by law, and as such affirms in policy and practice to support and promote the concept of equal employment opportunity and affirmative action, in accordance with all applicable federal, state, provincial and municipal laws. The company also prohibits discrimination on other basis such as medical condition, or marital status under applicable laws.

Applicants with Disabilities

PIMCO is an Equal Employment Opportunity/Affirmative Action employer. We provide reasonable accommodation for qualified individuals with disabilities, including veterans, in job application procedures. If you have any difficulty using our online system due to a disability and you would like to request an accommodation, you may contact us at 949-720-7744 and leave a message. This is a dedicated line designed exclusively to assist job seekers with disabilities to apply online. Only messages left for this purpose will be considered. A response to your request may take up to two business days.