Job Description

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

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