Behind the Scenes of Collaborative Sales Leadership with FS Investments

In this episode of the Rainmaker Podcast, hosted by Gui Costin, we meet two distribution leaders from FS Investments: Kirsten Pickens and Ryan Robertson. Kirsten and Ryan bring decades of experience in the finance industry and currently serve as co-heads of U.S. distribution at FS Investments. They share insights about their roles, their experiences, and the leadership styles that have shaped their careers.

Kirsten, whose background includes national accounts, marketing, investment research, and fund communication, describes her path from working at Vanguard to becoming a managing director at FS Investments. She emphasizes the importance of creating a supportive and inclusive environment, particularly focusing on empowering women in the finance industry. Her passion for mentorship and advocacy for diverse talent in the field comes through as she shares the personal side of her career journey.

Ryan, with his unique background as a former NBA player turned finance professional, discusses how the skills he developed on the basketball court—such as teamwork, competitiveness, and resilience—have translated into his leadership in distribution. Ryan oversees the external and internal sales professionals at FS, driving a consultative approach to sales and encouraging his team to ask the right questions and build strong client relationships.

The conversation also touches on the challenges and rewards of their co-head structure. Both Kirsten and Ryan highlight the importance of collaboration, transparency, and communication in leading a large distribution team. They discuss how they’ve structured their sales processes to be as consultative as possible, ensuring that their team focuses on client value rather than simply pushing products.

One of the key takeaways from the episode is their shared belief in the importance of fostering a culture of accountability and kindness within their team. Both leaders stress the value of clear communication, both within their sales teams and up to the executive committee. They describe their regular biweekly catch-ups and semi-annual business reviews as crucial for maintaining alignment and driving performance.

Finally, Kirsten and Ryan share advice for young professionals entering the finance industry. They emphasize the need to be a student of the business, work hard, and bring energy and passion to their roles. For them, success in the industry comes down to continuous learning, strong relationships, and a relentless focus on delivering value to clients.

This episode offers a rich look into the strategies behind building a successful distribution team and the leadership qualities that foster long-term success.