Head of Business Development / Originations NYC Investment Management Firm

J Harlan Group, LLC - New York, NY

Head of Business Development / Originations

NYC Investment Management Firm

J Harlan Group is currently conducting a search for an experienced and highly motivated Head of Business Development / Originations (Deal Sourcing).

An exciting opportunity, directly reporting to the firm’s CEO – Chief Investment Officer leading an omnichannel approach to drive new deal flow and originations through innovative and diverse sources including direct sourcing/lead generation, networking, social media, partnerships, thesis-driven sector focus, operating/sector experts, etc. (excluding traditional i-banks, brokers, intermediaries). The successful candidate will act as both player and coach, sourcing deals through their own direct efforts as well as putting in place and managing processes and tools to source deals through the firm’s extended network. The goal is to build a high-performing, scalable and proprietary deal sourcing capability.

Requirements:

The firm is seeking an individual with experience sourcing direct lending and/or private equity opportunities. The Head of Business Development/Originations candidate must have a demonstrable track record of originating lower middle market loans and/or private equity investments into non-sponsored companies and a strong base of referral sources among lower middle market companies. Sector specialization is not a requirement as the candidate should be comfortable covering a variety of sectors. Thesis-driven origination experience is a plus, as is experience managing others origination professionals and building systems and processes to support origination. Must be willing to prospect heavily and develop a pipeline of deals directly with lower middle market companies as well as hold others accountable for doing the same.

The expectation is that this person will represent the investment team and be "market facing" with many deal sourcing channels. The candidate must be a determined self-starter who is able to work independently, a skiller influencer without direct reports, and is also comfortable being part of a larger team. The candidate will work with all members of the investment organization (CIO, investment, research, asset management, compliance, operations teams).

Key Responsibilities:

  • Build relationships with company executives, networks, service providers such as attorneys, consultants, outsourced CXO firms, accountants, commercial banks, etc.
  • Provide support to investment team professionals, operating partners and others in the firm’s network related to origination activity
  • Hold investment professionals in the firm accountable with respect to their origination responsibilities
  • Prepare materials/presentations for external and internal use
  • Develop dashboards to measure and report key activities and outcomes on a weekly/monthly basis.
  • Ensure that all activities are conducted in adherence with applicable legal and regulatory requirements.
  • Drive direct sourcing program and evaluate/present build vs. buy alternatives.
  • Develop content marketing for digital campaign/brand awareness, targeted at sector media where prospective borrowers consume information.
  • Work with marketing, investment and research teams on messaging to maximize effectiveness.
  • Attend tradeshows, conferences and other industry related events for ongoing business development, sector knowledge and market trends.
  • Travel as needed to network with sources and to meet prospective borrowers, deliver sales presentations and to perform other business development activities.

Essential Skills/Background:

  • 10+ years relevant experience
  • Direct lending and/or private equity origination experience, particularly with lower middle market opportunities
  • The highest ethical values in professional and personal conduct
  • Excellent interpersonal skills and team player – must be strong culture fit and brand ambassador
  • Excellent communication skills, both oral and written, and superb presentation skills
  • Leadership presence/persona to enhance external/internal interactions
  • Proven ability to work under pressure and to tight deadlines
  • Knowledge of investment process/screening, loan structuring
  • Track record of developing and distributing content for digital marketing, brand awareness, sector marketing, etc.
  • Experience working with, building, and maintaining CRM data such as DealCloud (or Marketing Automation tools) for running lead generation campaigns, A/B testing, DRIP marketing, etc.
  • Strong Microsoft Excel, PowerPoint skills

Education:

  • Strong academic record and a bachelor’s or higher degree (MBA Preferred)

An individual who loves solving deep and complex Deal Sourcing & Origination related matters and wants to have an outsized impact on the firms Deal and Origination Sourcing abilities. An individual with a passion for Deal Sourcing & Origination, high level of intellectual curiosity and horsepower, a commitment to excellence and an unparalleled drive to deliver world-class services.

About the Client:

The firm is a New York-based, private credit fund manager that provides collateralized loans to small and mid-sized, non-sponsored businesses. The firm’s investment funds deliver senior-secured, short-term funding to companies that have quality operations, assets and strong profit opportunity, but lack efficient access to capital. Companies choose this organization rather than utilizing more traditional capital alternatives because they have a reputation for being responsive, decisive and are able to deliver on their commitments. They originate collateralized loans of $10 million to $30 million and offer an equity alternative for management teams with high conviction, which allows them to avoid equity dilution and the long equity raise process, while executing immediate business and growth goals. The firm operates like a private equity firm, offering a wide array of resources to their portfolio companies - above and beyond traditional lenders – and underwriting more efficiently and rapidly. They have a highly experienced team of 27 professionals with deep investment and operating expertise. Over their 13 year history, they have completed over 110 transactions and deployed more than $1.4 billion in capital to companies across a variety of sectors.

They seek candidates who are high-energy self-starters who want to join an investment management firm on the leading edge of financial markets. The management team needs individuals of the highest professional caliber who are leaders, problem solvers, analytic, detail-oriented, and entrepreneurial. Everyone at the firm works side-by-side with the firm’s senior partners in a highly collaborative and charged investment environment.

Successful candidates are:

  • Analytic and relentless in pursuit of the right answer
  • Strong communicators who excel at rapid synthesis
  • Able to demonstrate sound business judgment
  • Able to digest complexity while maintaining an understanding of the “big picture” of business needs
  • Team players who are energized by a collaborative enterprise

The firm’s employees maintain the highest professional and ethical standards. The firm has earned a reputation for honesty, fair dealing, and transparency in a competitive industry. They believe that these standards are the foundation for superior investment performance and are critical to delivering performance to clients



Posted On: Friday, September 17, 2021



Position Contact
Jerry Goldberg
Manager Director
(212) 792-0099

After years as a Senior Financial Services Executive, I have decided to make a career change and leverage my vast knowledge of the financial services and technology industry as an executive recruiter and have opened an executive search and recruiting firm "J Harlan Group, LLC' specializing in technology and financial services talent search.

Financial Services Executive with expansive Private Equity, Hedge Fund, Investment Banking, Asset Management, Securities Brokerage, Commercial Banking and Insurance experience. With combined expertise as a Chief Information Officer, Chief Administrative Officer and Principal/Consultant, my responsibilities have expanded a broad cross-section of business disciplines – technology, strategic planning, operations management, HR, administration, outsourcing, business development, strategic partnering, product development, financial operations and reporting, client relationship management.

Specialties: • Leadership authority for building and managing the technological, operational, and administrative platforms for financial services organizations.

• Contributed significantly to starting, developing and building a privately-held organization into a $1 billion market cap publicly traded company on the NYSE within five years of inception.

• Recognized achievements in building top-performing, best-in-class organizations capable of supporting corporate objectives.

Contact: jgoldberg@jharlan.com – 212-792-0099 – www.jharlan.com 

See our current Job Listing at https://www.jharlan.com/our-current-job-listings

 

 

 

 

 

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