For CEOs and Presidents
Head of distribution search, done quietly
Hiring the person who runs distribution is usually the most important hire a boutique makes after the PM. It's also the one you can't talk about in public. I handle it that way.
Why this hire is different
A head of distribution at a firm under 300 people has to do two jobs. He has to build and run a team of Regional Directors and wholesalers, and he usually still has to carry some of the most important relationships himself. Someone who has only managed a big national team may not want to sell again. Someone who has only sold may not be ready to build.
Getting that balance right for your firm, your product and your stage is most of the search. I'd rather spend an extra hour with you on it up front than send you people who are great on paper and wrong for the seat.
What we work out together
- Whether you need a builder, a fixer or a steady hand for a team that already works.
- How much of the role is managing people, and how much is still carrying a book of relationships.
- Which channels matter: RIAs only, or RIAs plus broker-dealer platforms and consultants.
- Who the hire reports to, and what authority comes with the title.
Confidential from the first call
Often the person in the seat today doesn't know a search is happening yet. I don't post the role, I don't name your firm until a candidate is serious, and what you tell me stays between us. The same goes for the people I talk to. Most of them are employed and doing well, and they need to trust that a conversation with me won't get back to their boss.
What the slate looks like
You won't get a stack of résumés. You'll meet a few people I've spent real time with, and for each one you get my notes: what he's built before, how he manages, how he sells, and the questions I think you should ask him. If I have doubts about someone, you'll hear them from me first.
I'll also tell you how the market reacts to your seat. When strong people say no, the reasons are useful. Sometimes it's the comp structure, sometimes the reporting line, sometimes the product story. You can act on that while the search is still running, not after it stalls.
The terms
Replacement Guarantee. If the hire leaves or is let go within 90 days (6 months for leadership roles), I run the search again free.
Exclusivity. 90 days on the search.
Your people. I won't recruit from my clients. That matters even more at this level.
Questions I get
Will you keep the search confidential?
Yes. I don't post the role or name your firm until a candidate is serious, and what you tell me stays between us.
Do you recruit the team under the head of distribution too?
Yes. Once the leader is in, I can help fill the Regional Director, wholesaler and RIA consultant seats under him.
What size firms do you work with?
Boutique asset managers, ETF issuers, interval-fund and alts shops, and SMA firms under 300 people, where the CEO, the President or the Head of Distribution makes the hire.
Let's talk
Tell me the territory and when you need someone. daniel@kelchnersearch.com or use the contact form.
Daniel