Business Developer/Investment Sales

USMAN R. KHAN, CFA

**** ***** **** ****, *********, IL 60517 630-***-**** *******@*******.***

https://www.linkedin.com/in/usmankhancfa/

PROFESSIONAL EXPERIENCE

Mesirow Financial - Retirement Advisory Services Chicago, IL

Senior Vice President – Investment Advisor / Business Development Manager August 2020 – Present

Given the acquisition of CIBC Retirement Plan Services by Mesirow Retirement Advisory Services (RAS) on August 1, 2020, effectively managed client expectations during transition and built greater trust by promoting the Mesirow brand/capabilities.

Successfully balanced priorities while onboarding 28 clients, advised/presented during quarterly reporting periods, and maintained key relationships for business development purposes.

Focus on business development opportunities using a variety of solution-based products with both prospects and existing clients to grow Mesirow business by 10-20% per year.

Closed $30M in new client assets within a three-month period with the Mesirow Pooled Employer Plan (PEP) – which equates to $65K in annual revenue for the business.

Currently leveraging personal relationships with commercial bankers at CIBC to grow a robust pipeline for future Mesirow PEP candidates.

Utilize a solution-based consultative approach which has led to two verbal commitments from existing clients for Mesirow’s non-qualified plan administration capabilities this year.

Successfully endorse Mesirow’s Advisor Managed Account (AMA) product across a number of clients as financial wellness / holistic advice solutions are in demand from plan participants – additional 0.30% per participant on assets while helping for retirement readiness.

Proven ability to negotiate and close $100K in new revenue since joining Mesirow in August 2020.

Current book of business yields annual production of $700K.

CIBC Private Wealth Management Chicago, IL

Managing Director – Investment Advisor / Business Development Manager July 2016 – July 2020

Sourced, developed, closed, and managed a book of business of corporate retirement plans (401K and pension) totaling $475M in assets, and generated $575K in annual revenue.

Of the $475M in assets, $300M was new business sourced and closed since joining the Corporate Retirement Plan Services Team in 2016.

Exceeded 2019 goal of $100M in new assets by bringing on six new clients and managing the assets.

Attained full bonus potential for four consecutive years while employed at CIBC Private Wealth Management.

Served as a 3(21) Co-Fiduciary Investment Advisor on qualified retirement plans. Assisted as the trusted resource for bankers, prospects, and clients for all retirement plan needs, including investment objectives, plan design, compliance, and administrative tasks.

Given previous “large plan” experience with both 401K and pension, originally hired to bring best practice expertise to the bank’s middle market clientele.

Strong consultative approach through building and harnessing internal relationships using knowledge, experience, authenticity, and communicating the mutual benefit of our service for the overall client relationship.

Thorough understanding of opportunities/weaknesses within an underserved market and the ability to create appealing proposals to prospects that meet various needs (reducing total plan costs, increasing plan transparency, improving investment performance/structuring the line-up, and providing co-fiduciary protection).

Effective work experience with external vendors/recordkeepers and full awareness of their positioning/incentives/motivations behind the client experience – proficient understanding of their overall market and competitive pricing.

Awarded Elite Advisor Award in 2019 by Vanguard’s Small/Mid-Business Platform

Northern Trust Asset Management Chicago, IL

Senior Associate Client Investment Officer August 2014 – July 2016

Designed, implemented, monitored, and evaluated discretionary investment programs for institutional and GFO clients totaling $15B in assets, and generated $12.5M in annual revenue.

Supported the increase of new business AUM by $800M from promoting the value of NT OCIO services.

Contributed to cross-selling efforts of higher revenue products such as NT hedge funds, private equity, and GLI, producing $500K annually.

Encouraged clients to adopt third-party mandates in order to better diversify their portfolios, adding to total program mgmt. fees by $150K.

Awarded an additional $50M in AUA vs. other external advisors due to strong portfolio performance.

Effectively communicated investment strategy, performance, and forward-looking market events that may impact a given portfolio.

Selected to present on “Investment Risk in China” in front of a firm-wide audience.

Assisted the senior OCIO investment strategist on upcoming research projects and white papers.

Hewitt EnnisKnupp, an Aon Company Chicago, IL

Investment Consultant July 2010 – August 2014

Customized solutions by presenting a wide variety of investment products to more than ten institutional clients totaling $56 billion in assets and generating $1.5 million in annual revenue.

Quadrupled assets under advisement within 12 months by increasing client load.

Closed two new clients on $460 million in mandates for large cap growth equity products.

Convinced a major public DC plan to allocate $400 million between two fixed income managers within the largest stable value option in the country.

Developed a strategy that awarded $350 million to a fixed income manager within a corporate client’s portfolio.

Sold Hewitt EnnisKnupp’s objectives-based investment program design to a large public DC client.

Appointed to the portfolio management group within Delegated Solutions (OCIO) in conjunction with current role.

Monitored and evaluated investment manager performance in the PPIP program within TARP on behalf of the U.S. Treasury Department.

Ilios Partners Chicago, IL

Capital Markets/Research Analyst January 2008 – July 2010

Delivered capital markets intelligence and stock surveillance to corporate clients.

Targeted institutional investment managers on behalf of corporate clients to ultimately assist in raising capital.

Built and maintained relationships with investor relations personnel, as well as upper management.

Crafted board reports/presentations detailing a client's stock performance and market activity versus peers and indices.

Analyzed financial performance of peers and industry, including financial ratios, capital structures, competitive analysis, etc.

EDUCATION

University of Iowa, Henry B. Tippie School of Business Iowa City, IA

Bachelor of Science in Finance and Certificate in Entrepreneurship May 2005

CFA Institute and CFA Society of Chicago Chicago, IL

Chartered Financial Analyst (CFA) September 2011

Series 7 and 63 Licensed 2017

Contact this candidate