is tweaking the way Eaton Vance
] handles retail channels and key accounts, and that entails some hiring.
The publicly-traded, Beantown-based asset manager's retail sales chief recently sat down with MFWire
| John Moninger|
Managing Director Retail Sales
"We're refining our process in each one of the channels," Moninger, head of retail sales at the Boston-based asset manager, tells MFWire
. It's all about "refining the way you execute and implement your business."
With the wirehouse world, Moninger says, that refining translates into "trying to make sure you're not missing blindspots." With independent broker-dealers and RIAs, though, in addition to watching for blindspots, you're "in many cases trying to identify" who you need to reach in the first place, he adds.
"The one area that we spent the most time reworking and adjusting was our key account team," Moninger says.
Just a couple of years ago, he adds, "that key account manager called on everybody." Now they've divided up into three areas: field connectivity, home office, and research. And Moninger says he's expanding that research team within key accounts by at least one more position.
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