Business Development Manager - 1031 Exchange Services

EMPLOYMENT TYPE: Permanent

DEPARTMENT: Business Development & Marketing

DIVISION: Institutional Client Services

WORKPLACE STRUCTURE: Hybrid

ROLE OVERVIEW

PURPOSE OF JOB

Promote our 1031 exchange services to prospects and existing clients, including property owners, real estate agents, attorneys and accountants in a sales capacity to achieve sales goals and objectives in the 1031 business. Responsible for lead generation, qualifying sales and managing a client portfolio on the East Coast.

MAIN RESPONSIBILITIES AND DUTIES

• Follow up on leads from a variety of sources, including marketing campaigns, events, seminars, conferences, and trade shows, and qualify opportunities based on business potential.
• Conduct outbound calls and in-person meetings with targeted prospects to identify, develop, and advance high-quality leads.
• Help the company meet and exceed quarterly sales revenue goals through consistent pipeline development and prospect engagement.
• Educate prospective customers on the benefits, process, and nuances of like-kind exchanges.
• Maintain complete, accurate, and up-to-date records of all sales activities throughout the sales cycle in the SalesForce platform.
• Participate in campaign development initiatives, including target prospect list creation, messaging development, and related support activities as needed.
• Moderate and participate in webinars, educational seminars, and presentations for professional groups and industry audiences.
• Collaborate closely with the internal client services team to ensure effective transfer of transaction-specific knowledge from sales to client services.

ESSENTIAL REQUIREMENTS

• Proven experience in sales, business development, or lead generation.
• Strong verbal and written communication skills, with the ability to present effectively to individuals and groups.
• Comfortable making outbound calls and conducting in-person prospect meetings.
• Ability to explain complex concepts clearly and confidently to potential customers.
• Strong organizational skills and attention to detail.
• Experience using CRM systems, such as SalesForce to manage pipeline activity and sales reporting.
• Ability to work collaboratively across internal teams.
• Experience in financial services, real estate, or like-kind exchange-related industries is a plus, as are strengths in prospecting and lead qualification, relationship building, presentation and webinar facilitation, campaign collaboration, CRM management, and cross-functional communication.

The expected salary range for this position is $130,000 – $170,000 per year, based on experience and qualifications. This position is eligible for commission.

OUR COMMITMENT TO INCLUSION & WELLBEING

JTC is committed to fostering a healthy, inclusive organisation where all individuals feel welcome and feel able to participate in the workplace fully. We value different perspectives, backgrounds and lived experiences. This includes supporting employee wellbeing so that people feel equipped to thrive.

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