Head of National Accounts & Institutional Sales

Job summary

Lead Vanguard Canada's B2B distribution strategy and sales team, driving client retention, asset growth, and market share across intermediary investment and institutional retirement markets. Develop strategic sales plans, build senior-level client relationships, present Vanguard's investment solutions, and support team performance and corporate initiatives.

Job details

Head of National Accounts & Institutional Sales Vanguard, a global leader in investment management, is seeking an accomplished and transformative Head of National Accounts & Institutional Sales for Vanguard Canada to develop and lead all B2B distribution strategies and activities in Canada. This is an outstanding opportunity for a proven sales leader to drive retention, sales growth, and market share in Canada's investment landscape, focusing on intermediary investment and institutional retirement clients. As a key member of our Canadian leadership team, you will play a crucial role in further enhancing Vanguard's reputation for delivering exceptional value, unparalleled client service, and innovative investment solutions. What it takes: Leads staff. Provides guidance, training, and motivation as necessary to develop staff. Hires, evaluates, and counsels crew. Follows corporate disciplinary procedures per established Vanguard standards as required. Sets performance standards, reviews performance, provides feedback, and recommends wage increases in accordance with all applicable Human Resources and country policies and procedures. Achieves established sales and retention goals through personal direction of all executive and staff level activities of the sales process. Develops a strategic sales plan to increase assets under management, efficiently identify quality new business relationships and leverage Vanguard capabilities for maximum success within the target markets and segments of Canada (e.g., retail analyst, industry head offices, key retail gate keepers, DC business, key consultants, and record keepers). Effectively presents Vanguard's investments and services to prospects, clients, and industry organizations through written, verbal, and electronic media. Develops strong relationships with senior and executive management of prospect and client organizations. Raises awareness of Vanguard's investments and services through targeted prospecting activities. Implements long term relationship growth strategies for key territory prospects. Uses expertise of market and competitive environments to help position Vanguard's services appropriately. Provides support to other members of the Sales team and guidance to the support staff to achieve highest levels of performance. Supports corporate initiatives and actively participate in programs as appropriate. Participates in special projects and performs other duties as assigned. Special Factors: Existing relationships across provinces is a plus. Current Dealing Representative designation in all provinces preferred. Otherwise, must be attained within first year. Master’s degree and/or Chartered Financial Analyst (CFA), preferred Qualifications: 8 to 10 years financial services experience with at least 5 years in a senior level client or prospect relationship role. Ability to think and perform strategically, bringing innovative solutions to complex client or prospect situations. Ability to successfully develop strong working relationships with executive management in the prospect organization and internally within Vanguard. Extensive knowledge of industry investment offerings. Strong knowledge of the competitive environment. Excellent executive presence, poise, and presentation skills. Excellent verbal and written communication skills. Strong leadership and personnel development skills.

What you’ll do

Lead Vanguard Canada's B2B distribution strategy and sales team, driving client retention, asset growth, and market share across intermediary investment and institutional retirement markets. Develop strategic sales plans, build senior-level client relationships, present Vanguard's investment solutions, and support team performance and corporate initiatives.

Requirements

Requires 8 to 10 years of financial services experience, including at least 5 years in a senior client or prospect relationship role, along with strong investment-industry and competitive-market knowledge. Candidates should demonstrate strategic problem-solving, executive relationship-building, presentation and communication skills, and leadership; a master's degree and/or CFA is preferred, and a provincial Dealing Representative designation is preferred or must be obtained within the first year.

Listed skills

• written communication · Preferred
• Staff Development · Preferred
• Client Relationship Management · Preferred
• Business development · Preferred

Other relevant skills

Identified from the job description. Confirm important requirements above.

• Strategic Sales Planning
• B2B Sales
• Client Relationship Management
• Institutional Sales
• National Account Management
• Sales Leadership
• Staff Development
• Asset Growth
• Client Retention
• Investment Management
• Market Analysis
• Competitive Analysis
• Executive Presentations
• Business Development
• Written Communication
• Verbal Communication

Job areas

• Sales
• Management & Leadership
• Finance & Accounting