Market Leader for Financial Families

The Financial Family Market Leader will lead all aspects of the expansion of FOX for Financial Families, those families who no longer own operating companies, and family office executives serving Financial Families.  He/she will be responsible for developing and executing a strategic business plan to grow our Core and Council membership business within this Target Market, while simultaneously servicing current members and ensuring a 95% renewal rate for existing members within our Councils.  The Financial Family Market Leader will lead various Family Office Council experiences and directly manage 3 to 4 FO Councils, in addition to working with about 60 Core members.  The Market Leader also will work with the Sales teams to upgrade existing Core members and sell memberships to new prospects. 

Specific Responsibilities

FOX Teamwork

• Primarily responsible for establishing and implementing the overall strategic vision and growth strategy for Financial Families. 
• Manage the financial performance of this target market, defined by member renewals, revenue growth and member referrals to prospects. Work with the accounting team to develop financial projections for renewals, new and upgrade sales and monthly invoicing.
• Create cross-divisional collaboration with Sales, Marketing, Member Services, Member Research and Insights, Learning Events, Program Design, Ops/IT, and Finance to deliver an exceptional membership experience. 
• Oversee Family Office Council related staff development, including assisting with recruiting and talent development, and performance feedback on a quarterly basis. 
• Co-lead the Family Office Benchmarking Surveys conducted annually and share knowledge and insights about family office executive best practices with members.
• Train the FOX staff on industry trends and benchmarking data to enhance the RMs expertise in industry best practices.
• Support the Membership Development team to achieve revenue goals for new membership sales and ensure renewal of existing memberships, providing regular management updates.
• Serve as member of the FOX Senior Management Team

Member Experience

• Analyze current member service offerings, develop recommendations to tailor and enhance offerings for the Family Office Executive Council market, and execute service strategies designed to meet the unique needs of this market.
• Work with the Councils Co-Chairs and Coordinators to deliver an exceptional Council experience and collaborate and educate prospective and current members on the distinctive benefits derived from FOX membership.  
• Manage 4 to 5 Family Office Councils, in conjunction with Co-Chairs, according to FOX Council Membership Handbook, and maintain a renewal rate of at least 95%.
• Look for new opportunities to grow the number of Family Office Councils and look for talented professionals to train for this expanding role.
• Document family backgrounds, annual member needs assessment, membership service plans, member advisory calls, meetings and all follow-up work in FOX CRM system.  
• Generate member referrals from existing members and develop a Center of Influence (COI) network. 

Industry Involvement

• Represent FOX through interviews, public speaking appearances, and assisting with written publications about the Family Office market and Council experience.
• Participate in meetings, forums, workshops and consulting engagements, as needed, to deliver the FOX experience. 
• Help design the FOX workshop for Trustees and Beneficiaries to service members and prospects who need education on this subject.

Professional Experience

• Bachelor’s degree with advanced degree or professional certificate (Attorney, CPA or CFA desired) with proven track record of relationship management, ideally in a Family Office or financial services environment.
• Knowledge of Family Office Management and Operations issues and technology industry issues of interest to family office executives.  Knowledge of the unique challenges of servicing ultra-high-net-worth clientele. 
• Experience offering and delivering intellectual or intangible products or services.
• Proven experience in business strategy and tactical reasoning and execution skills.
• Demonstrated ability to advise clients on complex Family Office or Family issues.
• Content knowledge in the technical fields associated with private wealth management and ability to effectively deliver knowledge and help FO Executives find solutions to their questions and needs.
• Excellent facilitation and presentation skills, communication skills, and the ability to create and deliver convincing arguments to clients.
• Strong interpersonal skills, able to build rapport and credibility quickly with an executive level audience.
• Seasoned manager who can develop, promote and mentor FOX talent across the organization.

Personal Skills & Characteristics

• Strong service orientation with clients.
• Effective communication skills combined with a pragmatic, result focus.
• Highly focused on achieving the objectives of the business, with a balance between the internal clients and the external members.  
• Effective team member with a collaborative spirit who earns trust easily and works well with individuals at all levels within the firm.
• High level of emotional intelligence; strategic, analytical, and conceptual skills coupled with a practical approach to problem solving; a forward-thinking individual.
• Strong people and leadership skills with the ability to attract, develop and retain talent and work effectively in a highly entrepreneurial and fast-moving environment.
• Curious and continuous learner who can help expand the scope of the business.