Institutional Distribution Leader – Multi‑Family Office
Location: Flexible (U.S.) | Travel: Significant
Company: J.M. Arbour
Compensation: Highly Competitive Base + Revenue Participation
Schedule: Full‑Time (40+ hours weekly)
About the Firm
J.M. Arbour is a multi‑family office focused on the long‑term stewardship, growth, and intergenerational transition of wealth. The firm provides institutional‑quality investment solutions for high‑net‑worth families, advisors, and institutional partners.
Our flagship J.M. Arbour All‑Cap Value Strategy is benchmarked to the Russell 2500 Value Index, delivering 12.32% annualized net returns and 3.59% alpha since inception in July 2016. The strategy is available on the Managed Account Marketplace at Charles Schwab and designed for scalable institutional distribution across:
* Custodial platforms
* Pension funds
* OCIO providers
* Family offices
* Institutional consultants
With $12.5B of remaining capacity, the firm seeks a senior executive to lead institutional distribution nationally.
Role Overview
The Head of Institutional Distribution will build and lead the firm’s national institutional distribution effort, driving capital allocation opportunities and strategic relationships across:
* Institutional investment consultants
* Pension funds
* Family offices
* Custodial platforms
* OCIO and outsourced CIO providers
The goal is to establish J.M. Arbour as a recognized institutional investment partner and scale the All‑Cap Value Strategy across major distribution channels.
This role is ideal for a self‑directed “hunter” with deep institutional relationships and a proven track record of raising significant assets.
Core Responsibilities
Institutional Distribution Strategy
* Develop and execute the firm’s institutional distribution strategy across the U.S.
* Identify and cultivate relationships with decision makers at organizations such as Fidelity, Vanguard, LPL, Osaic, and Cetera
* Establish partnerships with major institutional consultants including Mercer, NEPC, Callan, and Cambridge Associates
* Build a pipeline of institutional mandates across public pensions, endowments, foundations, OCIOs, and family offices
Platform Distribution
* Secure placement within model portfolios, SMA platforms, and advisory networks
* Drive adoption of the strategy across major platforms including Schwab, Fidelity, and LPL
* Work with platform investment committees to obtain manager research approvals, model portfolio inclusion, and sub‑advisory mandates
* Develop relationships with senior research analysts and portfolio specialists at consulting firms
* Coordinate firm participation in manager research databases, due diligence reviews, and institutional RFPs
* Secure formal ratings and recommendations to enable pension allocations
Institutional Capital Raising
* Identify and pursue allocation opportunities from public pensions, corporate pensions, sovereign wealth funds, multi‑family offices, endowments, and foundations
* Lead investment presentations, due diligence meetings, and investment committee discussions
Strategic Partnerships
* Develop partnerships with asset managers, distribution platforms, and investment solution providers
* Explore opportunities for model portfolio inclusion, sub‑advised mandates, and white‑label distribution
Marketing and Positioning
* Collaborate with leadership to position J.M. Arbour as a high‑conviction manager specializing in small/mid‑cap value investing
* Represent the firm at institutional conferences, consultant research meetings, and allocator forums
Key Performance Indicators
* Institutional assets raised
* Platform distribution agreements secured
Candidate Profile
Required Experience
* 10–15+ years in institutional investment distribution
* Prior roles may include Head of Institutional Sales, Director of Consultant Relations, Institutional Distribution Executive, or Asset Management Sales Leader
* Experience raising capital at firms such as BlackRock, Goldman Sachs, JPMorgan, Fidelity
* Strong existing relationships with institutional decision makers
Preferred Experience
* Distributing strategies benchmarked to Russell 2500 Value Index or similar small/mid value strategies
* Familiarity with SMA platforms, model portfolio distribution, consultant research processes, and institutional RFP cycles
Key Skills
* Institutional relationship management
* Investment product positioning
Personal Attributes
* High intellectual curiosity about investments
* Strong credibility with CIOs and consultants
* Exceptional communication and presentation skills
* Relentless pursuit of distribution opportunities
* Highly competitive base salary
* Significant variable compensation tied to assets raised, enabling participation in strategy growth
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