Business Development Consultant

At Highland Consulting Associates, Inc., we believe in the importance of our people, the power of data, and the impact of strategic insights. Our team is dedicated to delivering exceptional value to our clients, fostering a collaborative and innovative work environment, and providing opportunities for professional growth and development.

Highland Consulting Associates is seeking an experienced, results-driven Business Development Consultant to expand our institutional investment consulting practice across corporate retirement plans and nonprofit institutions.

This role combines proactive business development, ownership of the sales process, and select ongoing institutional client relationships.

The candidate will identify and engage decision-makers, advance opportunities through proposals and investment committee presentations, and work alongside Highland’s consulting professionals to win and retain business.

As part of a Registered Investment Adviser (RIA), the individual must demonstrate sound fiduciary judgment, transparent communication, and respect for regulatory and compliance boundaries.

Key Responsibilities

New Business Sourcing & Prospecting

• Research and target institutional prospects, including corporate defined contribution and defined benefit plans, endowments, and foundations.
• Build relationships with investment committee members, plan sponsors, nonprofit leaders, and centers of influence such as attorneys, auditors, and custodians.
• Execute proactive outreach, networking, referral development, and disciplined follow-up to generate qualified opportunities.

Sales Execution & Closing

• Lead opportunities from discovery through proposal, presentation, negotiation, and closing in coordination with Highland’s consultants and leadership.
• Coordinate and contribute to RFP responses, customized pitch materials, and presentations to investment committees and boards.
• Maintain accurate CRM records, sales forecasts, and next steps; provide visibility into pipeline quality and conversion.

Institutional Client Relationships

• Lead or co-lead a select portfolio of institutional relationships, partnering with the consulting team to deliver responsive, high-quality service.
• Identify evolving client needs, support retention, and coordinate appropriate consulting resources while maintaining clear accountability.

Fiduciary & Compliance Awareness

• Apply working knowledge of ERISA fiduciary structures, including 3(21) co-fiduciary and 3(38) discretionary advisory models, and relevant governance considerations for endowments and foundations.
• Communicate Highland’s services accurately and within approved marketing and compliance standards; escalate investment advice, conflicts, disclosures, and other regulated matters as appropriate.
• Work collaboratively with consulting and compliance personnel to ensure business development activity reflects Highland’s client-first, fiduciary approach.

Qualifications

• 7+ years of relevant institutional business development, investment consulting, retirement plan, asset management, or related financial-services experience preferred.
• Working knowledge of ERISA defined contribution and defined benefit plans, 3(21)/3(38) advisory models, and institutional investment governance.
• Familiarity with endowment and foundation considerations, including UPMIFA, asset allocation, investment policy statements (IPS), and spending policies.
• Demonstrated experience prospecting, managing complex sales cycles, preparing proposals, and presenting to senior executives, boards, or investment committees.
• Strong written and verbal communication, relationship management, CRM discipline, and cross-functional collaboration.
• CFA or CIMA designation a strong plus; CEBS or AIF also valued.
• Bachelor’s degree or equivalent relevant professional experience preferred.
• Experience within RIA, investment consulting, investment management, financial services, employee benefits, or another regulated professional-services environment is beneficial but not required.