Client Relationship Manager, RIA (Southwest), Global Wealth
The Carlyle Group, California, MO, United States
Position Summary
The Client Relationship Manager (CRM) is responsible for the distribution of all Carlyle offerings through Family Wealth relationships which include Registered Investment Advisors ("RIA") and Multi-Family Offices ("MFO"). The CRM will conduct business from a regional office located in the Southwest region (SoCal, AZ, UT, CO, NM) and will service the designated region of clients. The CRM is expected to travel within assigned territory to conduct office presentations, client meetings and one‑on‑one meetings. The role is a fast‑paced, highly competitive, client‑facing sales role that is rewarded based upon consistent, superior results. Additionally, as the role is an extension of Carlyle’s global brand on a local level, the CRM Lead should seek to represent the company through consistent displays of strong values and behavior.
The role will also require the CRM to set regional objectives based on Carlyle Global Wealth initiatives and delegate responsibilities regarding coverage and outreach between a Hybrid Sales Representative and Senior Internal Sales Analysts dedicated to the region. The CRM will develop and evolve a business strategy to optimize prospecting and maintain a service model for new and existing relationships. The CRM should demonstrate a strong knowledge of the competitive landscape, financial markets and industry trends.
The ideal candidate will possess strong territory management and leadership skills, have established relationships within the region and a track record of cultivating new relationships and increasing sales.
Primary Responsibilities 35% of time
Develop and maintain profitable, productive relationships with RIAs & MFOs in the assigned territory to capture sales and increase market share. Proactively seek and support the development of new initiatives within assigned territory to enhance Carlyle’s success and market presence.
25% of time
Conduct one‑on‑one meetings, group presentations and client meetings/events which involve travel. Deliver high‑quality product knowledge, consultative sales approach and guiding the implementation of the sale with RIA & Family Office clients in order to grow assets of Family Wealth business.
10% of time
Develop solid working relationship with territory team through regular communication, on‑going mentorship and training as well as delegation of responsibilities and the assurance of accountability for activity and results.
10% of time
Understand and articulate capital markets, complex product structures, and competitor products. Provide the proper after‑sales support to keep LPs informed on their investments.
5% of time
Develop solid working relationship with internal partners such as CAIS & iCapital.
5% of time
Keep abreast of industry/market trends and developments while maintaining sound working knowledge of Carlyle’s products and services.
5% of time
Capture field activity and sales related data in Dealcloud CRM System.
5% of time
Effectively manage firm resources, which involve: travel expenses, and entertainment budget.
Requirements Education, Licensing & Certificates
FINRA Series 7 and 63 required
Professional Experience
8+ years of experience in an external sales capacity that directly aligns with the specific responsibilities for this position
Must have experience working in the family wealth industry with established relationships in the RIA channel
Proficiency in Financial Services Sales, Wholesaling, Relationship Management
Demonstrated track record of consistently meeting and/or exceeding performance expectations
Must have the ability to work in a challenging and collaborative environment.
Possess a strong competitive desire.
Possess excellent oral and written communication skills.
Possess excellent interpersonal and customer service skills.
Must have strong relationship building skills.
Must be a detail‑oriented, well‑organized self‑starter with high energy and creativity
Proficiency with Microsoft Office skills especially Word, Excel, and PowerPoint.
Compensation and Benefits The compensation range for this role is specific to New York City and takes into account a wide range of factors including but not limited to the skill sets required/preferred; prior experience and training; licenses and/or certifications.
The anticipated base salary range for this role is $250,000.
In addition to the base salary, the hired professional will enjoy a comprehensive benefits package spanning retirement benefits, health insurance, life insurance and disability, paid time off, paid holidays, family planning benefits and various wellness programs. Additionally, the hired professional may also be eligible to participate in an annual discretionary incentive program, the award of which will be dependent on various factors, including, without limitation, individual and organizational performance.
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The role will also require the CRM to set regional objectives based on Carlyle Global Wealth initiatives and delegate responsibilities regarding coverage and outreach between a Hybrid Sales Representative and Senior Internal Sales Analysts dedicated to the region. The CRM will develop and evolve a business strategy to optimize prospecting and maintain a service model for new and existing relationships. The CRM should demonstrate a strong knowledge of the competitive landscape, financial markets and industry trends.
The ideal candidate will possess strong territory management and leadership skills, have established relationships within the region and a track record of cultivating new relationships and increasing sales.
Primary Responsibilities 35% of time
Develop and maintain profitable, productive relationships with RIAs & MFOs in the assigned territory to capture sales and increase market share. Proactively seek and support the development of new initiatives within assigned territory to enhance Carlyle’s success and market presence.
25% of time
Conduct one‑on‑one meetings, group presentations and client meetings/events which involve travel. Deliver high‑quality product knowledge, consultative sales approach and guiding the implementation of the sale with RIA & Family Office clients in order to grow assets of Family Wealth business.
10% of time
Develop solid working relationship with territory team through regular communication, on‑going mentorship and training as well as delegation of responsibilities and the assurance of accountability for activity and results.
10% of time
Understand and articulate capital markets, complex product structures, and competitor products. Provide the proper after‑sales support to keep LPs informed on their investments.
5% of time
Develop solid working relationship with internal partners such as CAIS & iCapital.
5% of time
Keep abreast of industry/market trends and developments while maintaining sound working knowledge of Carlyle’s products and services.
5% of time
Capture field activity and sales related data in Dealcloud CRM System.
5% of time
Effectively manage firm resources, which involve: travel expenses, and entertainment budget.
Requirements Education, Licensing & Certificates
FINRA Series 7 and 63 required
Professional Experience
8+ years of experience in an external sales capacity that directly aligns with the specific responsibilities for this position
Must have experience working in the family wealth industry with established relationships in the RIA channel
Proficiency in Financial Services Sales, Wholesaling, Relationship Management
Demonstrated track record of consistently meeting and/or exceeding performance expectations
Must have the ability to work in a challenging and collaborative environment.
Possess a strong competitive desire.
Possess excellent oral and written communication skills.
Possess excellent interpersonal and customer service skills.
Must have strong relationship building skills.
Must be a detail‑oriented, well‑organized self‑starter with high energy and creativity
Proficiency with Microsoft Office skills especially Word, Excel, and PowerPoint.
Compensation and Benefits The compensation range for this role is specific to New York City and takes into account a wide range of factors including but not limited to the skill sets required/preferred; prior experience and training; licenses and/or certifications.
The anticipated base salary range for this role is $250,000.
In addition to the base salary, the hired professional will enjoy a comprehensive benefits package spanning retirement benefits, health insurance, life insurance and disability, paid time off, paid holidays, family planning benefits and various wellness programs. Additionally, the hired professional may also be eligible to participate in an annual discretionary incentive program, the award of which will be dependent on various factors, including, without limitation, individual and organizational performance.
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