External Sales Associate

Overview

You like learning about finance and sharing what you have learned with friends, colleagues, and prospects. You have zero fear when it comes to picking up the phone. Yes, email is easier, but you know that sometimes the call gets it done. You are equally comfortable in-person, on the phone, over Zoom, or exchanging emails. You ask questions, get answers, and as the client’s first point of contact, you make opportunities happen under the direction of the Director of Sales.

To be successful in this role you should be entrepreneurial and self‑driven, passionate about financial markets, work independently, identify opportunities to increase team efficiency, and manage multiple priorities in a deadline‑driven environment. The role is located in San Mateo, CA and reports to the Director of Sales.

• Cold‑calling experience and ready to take the next step to meet potential investors and close business.
• Minimum 1 year of recent sales experience with a demonstrated track record of sales success (experience selling mutual funds, ETFs and/or other investment products with an asset management firm and/or distribution organization is a plus but not required).
• Understanding of traditional investment strategies, as well as various investment vehicles including mutual funds, separate accounts, collective investment trusts.
• Excellent verbal and written communication and presentation skills.
• Strong attention to detail; so much so that you’ll include #fullerthaler in the last line of your resume when you apply.
• Strong technology skills including proficiency in Microsoft Word, Excel, PowerPoint, Outlook as well as CRM Systems such as  and other related programs.
• Critical thinking capabilities, strong initiative, and the aptitude to continue to learn and understand the financial services industry.
• Bachelor’s degree required. Finance, Economics, or Business major is a plus but not required. CFA, CIMA, CAIA, or CFP certification is a plus.
• High level of personal integrity and the ability to work independently in a boutique firm with minimal supervision.
• Love for frequent travel across the United States.
• Someone that prefers being in the office with the opportunity to learn from peer mentors and grow their career.

• Become an expert in behavioral finance and articulate how Fuller Thaler applies this to investing.
• Research and identify qualified prospective clients using the firm resources including third‑party contact databases and Salesforce CRM system.
• Nurture relationships with financial advisors to uncover new opportunities for Fuller Thaler’s represented roster of clients.
• Master Fuller Thaler’s sales sequence to proactively contact prospective investment professionals across the country via phone and email with the goal of scheduling calls and meetings.
• Uncover prospects’ active manager searches, understand search criteria, urgency, and present solutions from Fuller Thaler’s behavioral equity investment solutions.
• Maintain, update, and provide research on clients and prospects for the firm’s Salesforce CRM system.
• Qualify inbound leads and add opportunities to the sales funnel.
• Proactively support team initiatives and complete special projects and other duties as assigned.
• When not traveling, make 90+ cold calls for 5‑6 hours per day to prospective clients (typically financial advisors or other investment professionals) to schedule 10 new meetings per week.
• Meet with the clients you schedule—by traveling in person or on Zoom.
• Persistently work toward exceeding daily and monthly sales activity quotas.
• Knowledgeably and promptly answer client questions and address client requests including follow up with technical analysis and other due diligence related questions.
• Contribute to the firm’s marketing and sales strategy: create sales plans for specific client types (Banks, Registered Investment Advisors, Wirehouses, Broker Dealers, etc.) and develop strategies for competitive differentiation.
• Keep abreast of current equity market and economic trends.
• Work toward Chartered Financial Analyst (CFA) or equivalent designation if applicable.

This role includes working both in the office and traveling…