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Rating:Montage's Henson Invests More In Key Accounts and Internals Not Rated 0.0 Email Routing List Email & Route  Print Print
Thursday, September 25, 2014

Montage's Henson Invests More In Key Accounts and Internals

Reported by Neil Anderson, Managing Editor

The next phase of Montage Investments' [profile] evolution, in part, is about key accounts and internal wholesalers.

Gary Henson, president and chief investment officer at the Leawood, Kansas-based multi-boutique asset manager, confirms that he's currently hiring for eight positions on his sales team, four of which are newly-created at the firm and four of which are to succeed people who "have been promoted out into the field." And he just added a sixth key account executive.

"We're definitely expanding our internal sales desk," Henson tells MFWire, noting that Montage calls internal wholesalers "regional consultants".

Specifically, Henson is looking for four more regional consultants, as well two more folks working on business intelligence and two hybrid wholesalers (internals who sometimes go out in the field). That would increase the regional consultant (i.e. internal wholesaler) count to 14, while doubling the business intelligence team to four.

On the key accounts side, Boston-based Michael McKeigue just joined Montage covering the Northeast as managing director of national accounts. He previously served as a vice president and divisional manager at State Street Global Advisors (SSgA), focused on advisors in the ultra high net worth market.

MFWire could not immediately reach an SSgA spokesperson for comment on how McKeigue's duties are being handled.

Henson confirms that McKeigue now reports to Jason McElwee, national sales director at Montage.

McKeigue pushes the Montage key accounts team to six in total. Henson put the key accounts expansion into the context of a shift, at broker-dealers and RIAs, towards models.

"We've put more capital into the key account role than you normally see in a traditional model," Henson says. "Allocators of capital are consolidating their resources to more of a model-approach at their headquarters."

Henson also put the expansion into the context of Montage's expansion. It's assets under management neared $27 billion at the end of August.

"We're approaching $5 billion in '40-Act assets. In September 2010 we had zero basically," Henson says. "We're hitting our fourth year, and we're trying to have thoughtful growth. We need more human capital." 

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