Managing Director, National Sales Manager

Overview

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.
Primary Responsibilities

Sales Team Leadership & Development

Oversee and directly manage all internal and 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, team strengths and product availability.
Conduct regular accountability calls focused on time allocation, messaging effectiveness, pipeline management, and strategy for overcoming challenges.
Coach teams in presentation skills, sales cycle management, alternative investment education, and building relationships with Centers of Influence (COIs).
Consider establishing “sales pods” to facilitate peer learning, best‑practice sharing and collaborative problem‑solving.
Drive professional development through ongoing training, role‑playing exercises and field accompaniment.
Sales Strategy & Execution

Work collaboratively with the Head of Intermediary Distribution to establish sales targets, performance metrics and accountability frameworks.
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.
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 the Head of Intermediary Distribution to align sales operations with overall distribution strategy.
Collaborate with the 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 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 review and approve 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 in 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.
Location

On‑site – Chicago, IL.
Compensation

Estimated annual salary range: $250,000.00 – $450,000.00 USD.
Equal Opportunity Employer

JLL is an Equal Opportunity Employer and provides reasonable accommodations for individuals with disabilities.

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