Managing Director, National Sales Manager

National Sales Manager

The National Sales Manager is a senior sales executive responsible for directing national sales operations, leading the wholesale distribution team, and driving sales growth for real estate alternative investment products through intermediary channels. This role serves as the operational leader of the sales organization, ensuring consistent execution of the various distribution strategies while cultivating high-performing relationships with broker-dealers, wirehouses, regional firms, and RIAs across assigned territories.
Primary Responsibilities

Sales Team Leadership & Development
Oversee and directly manage all internal, external advisor consultants/wholesalers and associates across national territories
Lead, mentor, and develop a high-performing sales team focused on intermediary distribution excellence
Set clear territory-based goals and targets for activities and sales, informed by market insights, competitive dynamics, individual team strengths and product availability
Conduct regular accountability calls with each territory representative focusing on:
Time allocation (firms, advisors, specific campaigns)
Sales messaging effectiveness and positioning
Pipeline management and opportunity progression
Identification of what is working and what requires adjustment
Strategies to overcome challenges and close business
Provide hands-on coaching in critical areas including presentation skills, sales cycle management, alternative investment education, and building relationships with Centers of Influence (COIs)
In conjunction with the Head of Intermediary Distribution, consider the establishment of "sales pods" with designated pod leaders to facilitate informal peer learning, best practice sharing, and collaborative problem-solving
Drive professional development across the organization through ongoing training, role-playing exercises, and field accompaniment
Sales Strategy & Execution
Work collaboratively with Head of Intermediary Distribution to establish sales targets, performance metrics, and accountability frameworks across the team
Translate strategic vision into actionable territory plans and tactical sales initiatives
Monitor sales activity, pipeline development, and conversion metrics to ensure alignment with objectives
Leverage data-driven insights to identify trends, optimize resource allocation, and improve team efficiency and effectiveness
Analyze territory performance and market penetration to inform coverage decisions and expansion opportunities
Implement sales processes, tools, and best practices that drive consistency and scalability
Ensure appropriate utilization of CRM systems for pipeline management, activity tracking, and forecasting
Relationship Management & Market Engagement
Build and maintain strong relationships with key intermediary partners including home office executives, due diligence teams, and top-producing advisors
Represent the firm at industry conferences, broker-dealer events, and client meetings to strengthen partnerships and enhance market positioning
Support wholesalers in developing new relationships and deepening existing partnerships within assigned territories
Act as an escalation point for complex client situations, competitive challenges, or relationship issues
Participate in key advisor seminars, educational events, and producer group meetings alongside team members
Identify opportunities and implement initiatives to promote asset retention and mitigate redemptions
Cross-Functional Collaboration & Communication
Partner closely with Head of Intermediary Distribution to align sales operations with overall distribution strategy
Collaborate with Strategic Partnerships team to coordinate platform approvals, due diligence processes, and home office relationships
Work with Marketing to develop campaign strategies, sales enablement materials, and advisor-facing content based on field feedback
Provide valuable market intelligence and advisor feedback to product development and investment teams to inform strategy and innovation
Contribute to open dialogue across leadership teams to encourage continuous improvement and responsiveness to market needs
Participate in monthly leadership meetings to review performance metrics, refine business strategy, and coordinate cross-functional initiatives
Performance Management & Culture Building
Foster a culture of accountability, collaboration, excellence, and continuous improvement
Conduct performance reviews, set development plans, and make compensation recommendations
Hold team members accountable to activity standards, relationship-building metrics, and sales targets
Recognize and reward top performers while addressing underperformance promptly and constructively
Build team cohesion through regular communication, team meetings, and shared success celebrations
Participate in recruiting and onboarding new sales team resources to backfill attrition and support territorial expansion
Regulatory Compliance & Risk Management
Drive compliance with FINRA and SEC regulations across all sales activities
Ensure team adherence to fiduciary responsibilities and suitability standards
Help with review and approval of advisor communications and sales presentations
Maintain current knowledge of regulatory requirements and industry best practices
Coordinate with compliance team on training, audits, and examination preparation
Address compliance issues swiftly and implement corrective actions as needed
Qualifications & Experience

Professional Background
Minimum 8-12 years of experience in wholesale distribution, with at least 3-5 years in a sales management or leadership capacity
Deep understanding of intermediary channels including independent broker-dealers, wirehouses, regional firms, and RIAs
Experience with real estate, alternative investments, or complex financial products strongly preferred
Demonstrated success building and leading geographically dispersed sales teams
Strong knowledge of the alternative investment marketplace, distribution dynamics, and competitive landscape
Skills & Competencies
Exceptional leadership and people development capabilities
Strong coaching and mentoring skills with ability to elevate team performance
Strategic thinking combined with operational execution excellence
Data-driven decision-making approach with strong analytical capabilities
Outstanding communication and presentation skills
Executive presence and ability to influence at all organizational levels
Collaborative mindset with ability to work effectively across functions
Problem-solving orientation with bias toward action
High emotional intelligence and relationship-building capabilities
Proficiency with CRM systems and sales technology platforms
Personal Attributes
Results-oriented with strong sense of urgency and accountability
Passionate about team success and individual development
Adaptable and resilient in dynamic, fast-paced environment
High integrity with commitment to ethical conduct and compliance
Competitive drive balanced with collaborative team spirit
Strong work ethic and willingness to lead by example
Additional Requirements
Ability and willingness to travel up to 50-60% (including field rides with team members)
Flexibility to attend industry events, conferences, and team meetings as needed
Reporting Relationship
Reports to Head of Intermediary Distribution
US Jobs Only: This position does not provide visa sponsorship. Candidates must be authorized to work in the United States without sponsorship.
Estimated compensation for this position:
250,000.00

450,000.00 USD per year
This range is an estimate and actual compensation may differ. Final compensation packages are determined by various considerations including but not limited to candidate qualifications, location, market conditions, and internal considerations.
Location:
On-site Chicago, IL
Opening Type:
New Role