Strategy Specialist, Wealth Solutions (Internal Sales)

Job Title: Strategy Specialist, Wealth Solutions (Internal Sales)

Job Description:

Job Location: El Segundo, CA or Remote Location

About the Company
Griffin Capital Company is a leading full-service real estate investment management firm with a 30-year track record of leadership, innovation, and disciplined execution. Since its founding in 1995, the firm has owned, managed, sponsored, or co-sponsored approximately $24.5 billion in assets across a wide range of real estate sectors and investment vehicle structures. Griffin Capital remains committed to creating value through thematic investment strategies and delivering thoughtfully developed housing solutions that benefit both communities and capital partners.

Griffin Capital’s investment team is exclusively focused on the rental housing segment of the market, with strategies targeting multifamily, build-to-rent (“BTR”), and student housing investments. The firm’s rental housing portfolio includes 41 institutional-quality communities, comprising over 13,667 rental housing units and 693 student housing beds, representing a total project value exceeding $4.4 billion.

Position Summary
The Strategy Specialist is Griffin Capital’s internal investment specialist and co-owner of an assigned territory alongside an SVP, Wealth Solutions. This is a specialist seat with its own production expectations, its own advisor relationships, and its own accountability for territory output. The SVP owns the field; the Strategy Specialist owns the desk: inbound and outbound call activity, follow-up cadence, CRM integrity, virtual meeting hosting, and the specialist conversations that keep the territory moving between field visits. Strategy Specialists are expected to be subject matter experts in Griffin’s investment strategies — DST/1031 exchange, Qualified Opportunity Zone, and Developmental Real Estate offerings — and in the tax and planning context that makes those strategies relevant to advisors and their clients.

Duties and Responsibilities

• Conduct outbound and inbound specialist calls with advisors. Every call should introduce a concept, advance a relationship, or move a specific opportunity forward.
• Co-own an assigned territory with an SVP, Wealth Solutions. Build and execute the territory business plan, advisor coverage model, and sales strategy.
• Host virtual meetings with advisors independently. Cover advisor meetings virtually in support of the paired SVP when in-person coverage is not feasible.
• Lead investment conversations across DST, QOZ, and Developmental Real Estate strategies, including the tax and planning context that drives advisor decision-making.
• Qualify and advance advisor interest through the sales process. Identify where an advisor is in their diligence process and define a concrete next step on every call.
• Own the follow-up cadence for every advisor interaction: follow-up call, materials sent, next touchpoint scheduled, and CRM entry logged within 24 hours.
• Execute call and email campaigns to achieve the firm’s strategic objectives. Maintain the territory’s outreach cadence for advisors who are not yet active.
• Prepare the SVP for field meetings: know the advisor’s history, prior conversations, pipeline status, and open items before the SVP walks in.
• Build and manage the territory calendar, advisor rotation, and ranking. Cover meetings within the territory, including occasional travel for 1:1 and group meetings with advisors.
• Log all advisor calls, meetings, and territory activity in Salesforce/CRM within 24 hours. Keep opportunity stages, contact records, and advisor profiles current.
• Maintain deep, current product knowledge across all active Griffin strategies. Research and understand competitor offerings to identify where Griffin’s solutions fit.
• Stay current on broader financial markets, commercial real estate, and alternative investment trends.
• Work with the team to prepare presentations, white papers, and other marketing materials.
• Assist and resolve escalated client service issues when necessary.
• Adhere to all compliance and company guidelines, including use of approved materials, documentation standards, and required licensing and continuing education.

 Qualifications and Skills Requirements

• Minimum three years of internal or external wholesaling or industry sales experience within a financial services firm. One to three years of relevant work experience in alternative investments.
• Bachelor’s degree or equivalent combination of education and experience.
• High sales acumen and the desire/ability to generate sales opportunities. Must be confident, persuasive, and credible over the phone and in person.
• High degree of proficiency in product, competition, industry, and Capital Markets knowledge, must be able to effectively communicate this knowledge with clients.
• Outstanding relationship management, influencing and interpersonal skills to build and maintain collaborative partnerships.
• Excellent verbal and written communication skills to engage with key partners as well as prepare and present sales materials, provide technical information regarding products and services, and develop sales presentations.
• Proficient in Microsoft 365 (Excel, Word, Outlook). Familiarity with AI productivity tools (e.g., Claude, Microsoft Copilot) preferred.
• High attention to detail and proficiency in CRM systems. Salesforce and Salesforce Mapping Tool required.
• SIE, Series 7 and 63 required. CFA, CAIA, CFP ideal, but not required
• Ability to travel occasionally for meetings with Advisors

Benefits and Salary
Griffin Capital’s salary ranges are determined by role, duration of direct experience, and internal and external pay equity considerations.

• The base salary range for this exempt full-time position is $85,000-$105,000 + sales compensation earnings + benefits.*

At Griffin Capital, we strive to offer a comprehensive and competitive benefits package to our employees. To support the physical, financial, and emotional well-being of employees, we offer:

• 100% company paid individual Medical and Dental Insurance.
• 100% company paid individual Life and Long- and Short-Term Disability Insurance.
• 401(k) plan with up to 4% matching and full vesting.
• Paid time off (PTO) starting at 17 days per year, with increases after 2 years of service.
• A yearly Birthday Holiday and paid time off for community service.
• State of the art onsite gym.
• Company funded Lifestyle Spending Account.
• Access to other health and tax-advantaged benefits.

Availability of benefits may be subject to location & employment type and may have certain eligibility requirements. Griffin reserves the right to alter these benefits in whole or in part at any time without advance notice.

*Please note that the compensation information provided is a good faith estimate for this position only. Griffin Capital takes into consideration a candidate’s education, training, and experience, as well as the position’s work location, external market and internal value, including seniority and merit systems, and internal pay alignment when determining the salary level for potential new employees.

Equal Employment Opportunity at Griffin
Griffin Capital Company, LLC (“Company”) is an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to age (40 and over), ancestry, color, religious creed (including religious dress and grooming practices), family and medical care leave or the denial of family and medical care leave, mental or physical disability (including HIV and AIDS), marital status, domestic partner status, medical condition (including cancer and genetic characteristics), genetic information, military and veteran status, political affiliation, national origin (including language use restrictions), citizenship, race, sex (including pregnancy, childbirth, breastfeeding and medical conditions related to pregnancy, childbirth or breastfeeding), gender, gender identity, and gender expression, sexual orientation, or any other basis protected by applicable federal, state or local law, rule, ordinance or regulation.

We will consider qualified applicants with criminal histories in a manner consistent with the requirements of the Los Angeles Fair Chance Ordinance and the California Fair Chance Act and consistent with other similar and / or applicable laws in other areas.

We also afford equal employment opportunities to qualified individuals with a disability. For this reason, Griffin Capital will make reasonable accommodations for the known physical or mental limitations of an otherwise qualified individual with a disability who is an applicant consistent with its legal obligations and in accordance with applicable local, state and / or federal law. Any applicant who requires an accommodation in order to perform the essential functions of the job should contact a Human Resources Representative to request the opportunity to participate in a timely interactive process.

Application Instructions:

Position Application
Interested candidates should apply for the position on our company website careers page.