Wilshire is a leading global investment technology and advisory company, dedicated to improving outcomes for investors worldwide. Specializing in innovative investment solutions, consulting services, multi-asset analytics and a growing range of index solutions, Wilshire serves more than 500 institutional and intermediary clients worldwide, delivering a high quality, coordinated platform of client-centric investment solutions that leverage the entire firm’s resources to the maximum benefit of our clients.

As part of the Wilshire family, you can rest assured that every day you are contributing to an organization that is helping millions of people around the world make better investment decisions for a more secure future. We are known for creating a global brand with market-defining products such as the Wilshire 5000 Total Market Index. Our solutions-based approach supported by a strong commitment to research remains the cornerstone of what keeps us at the leading edge of modern quantitative finance. For nearly 50 years, our clients have trusted Wilshire to transform complex theory into practical investment applications. 

Wilshire seeks a seasoned salesperson to grow the firm’s presence within the Eastern region of the United States. The primary focus will be developing investment advisory and discretionary OCIO opportunities with corporate and public plans, endowments, foundations, retirement plan advisors and retirement plan recordkeepers.  A candidate with specific expertise and direct relationships in the non-profit and/or defined contribution space is preferred.  The candidate will also be responsible for uncovering opportunities to sell Wilshire’s benchmarks, portfolio management tools and data services within his/her assigned territory. The VP-North American Sales reports to the Head of North American Sales. 

This position is very visible and will provide the successful candidate with significant interaction within and across the firm.  The candidate will be expected to interact extensively with prospects, clients, and internal professionals, both virtually and in-person through travel when appropriate; therefore, the successful candidate must demonstrate excellent verbal and written communication skills, comprehensive analytical skills, and a professional demeanor at all times. 

WHAT YOU’LL DO:

• Develop and execute a sales strategy for assigned territory
• Involvement in all aspects of the sales cycle and responsibility for meeting annual revenue goals associated with this role
• Build and maintain an active pipeline of viable prospects
• Record and report pipeline progress using Salesforce
• Participate in bi-weekly and ad hoc status calls
• Identify and uncover opportunities to sell other Wilshire products and solutions within assigned territory
• Build relationships within Wilshire to ensure collaboration and teamwork across the business development team and throughout the firm
• Proactively share experiences, best practices and suggestions for improvement
• Attend industry conferences, as needed
• Efficiently connect with prospects virtually
• Travel within assigned territory as needed to grow relationships and revenue
• Serve as a good steward of the Wilshire brand

WHAT YOU HAVE:

• A Bachelor’s degree is required; advanced degree preferred.
• Ideally 5 or more years of investment management or financial services sales experience
• A solid understanding of the institutional investment marketplace
• Proven success in solution sales, ideally with experience and success in the OCIO marketplace
• Proven experience managing a sales territory and pipeline
• Demonstrated track record of success in articulating a strong value proposition and a consultative sales model
• Proven ability to identify and pursue new business leads
• Demonstrated success working independently with proven initiative and ability to prioritize work to appropriately maximize sales opportunities.
• Superior organizational skills including consistent use of sales tracking tools (Salesforce).

REQUIRED CERTIFICATIONS/LICENSES:

Active and valid FINRA licenses that allow for the sale of private securities.  If you are not currently licensed, you will have a condition of employment to obtain relevant licenses.

PERSONAL CHARACTERISTICS:

• Excellent communication skills, including written and oral, and the ability to identify, cultivate and maintain relationships
• Outstanding interpersonal skills; ability to relate to individuals with varying degrees of investment knowledge
• Ability to interact credibly (demonstrating “executive presence”) with all levels of a prospect organization, from executive management to junior investment staff
• A “team player”; shares best practices and builds strong internal relationships throughout the Wilshire organization
• An entrepreneurial bent and a “roll-up-the-sleeves” orientation while consistently displaying a passion for excellence
• Unquestioned personal ethics and integrity in all dealings
• Strong results orientation and ability to work independently with sufficient attention to detail and follow-up
• Strong multi-tasking skills; ability to switch gears quickly and successfully and juggle multiple priorities
• A quick thinker, good on one’s feet; able to handle unexpected questions with confidence

WHAT YOU GET:

• Competitive compensation
• Annual bonus opportunity
• Work/Life Balance: 15 days of PTO, 13 paid holidays per year (includes the week between Christmas and New Year's)
• 401(k) Match
• Wellness: affordable comprehensive medical/dental/vision plans, FSA/life insurance/STD/LTD/EAP, Paid Disability/Maternity/Paternal Leave, Rideshare incentives
• CFA/CIPM/CAIA Incentive Program and Professional Membership support
• Lifestyle Support: Annual health fair, on-site biometrics screening and flu shots, weekly lunches, snacks, discounted movie tickets/theme park passes

Visit www.wilshire.com for additional company information.  

We are an equal opportunity employer, which means we afford equal employment opportunity to all individuals regardless of race, creed, color, religion, sex (including gender and gender identity), national origin, ancestry, age, marital status, veteran status, citizenship status, disability, medical condition (as defined by California Government Code section 12926), or sexual orientation (defined as having a preference for heterosexuality, homosexuality or bisexuality, having a history of such a preference or being identified with such a preference).  Our employees, as well as applicants and others with whom we do business, will not be subjected to sexual, racial, religious, ethnic, or any other form of unlawful harassment.  In addition, Wilshire Advisors LLC adheres to the equal employment opportunity requirements of all states and localities in which it does business.  We are completely committed to these principles not only because of the various laws which address these subjects, but because it is the right thing to do. 

Wilshire Advisors LLC is an SEC registered investment adviser and required to track certain political contributions under Rule 206(4)-5.  As such, you may be required to disclose your prior political contributions.  

No phone calls. 

If you have a disability, and require reasonable accommodations in the application process, contact Human Resources at ApplicantAccessibility@wilshire.com or 310-584-6011.

Required Skills Required Experience