Head of National Accounts & Institutional Sales, Vanguard Canada

Job summary

The Head of National Accounts & Institutional Sales will develop and lead all B2B distribution strategies to drive sales growth and market share in Canada. This role involves managing staff, setting performance standards, and building strong relationships with institutional clients and key industry stakeholders.

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. How We Work Vanguard has implemented a hybrid working model for the majority of our crew members, designed to capture the benefits of enhanced flexibility while enabling in-person learning, collaboration, and connection. We believe our mission-driven and highly collaborative culture is a critical enabler to support long-term client outcomes and enrich the employee experience.

What you’ll do

The Head of National Accounts & Institutional Sales will develop and lead all B2B distribution strategies to drive sales growth and market share in Canada. This role involves managing staff, setting performance standards, and building strong relationships with institutional clients and key industry stakeholders.

Requirements

Candidates must have 8 to 10 years of financial services experience, including at least 5 years in a senior-level client relationship role. A Master’s degree and/or CFA designation are preferred, along with strong leadership and strategic planning capabilities.

Listed skills

• Business development · Preferred
• Customer service · Preferred
• Communication Skills · Preferred

Other relevant skills

Identified from the job description. Confirm important requirements above.

• Sales leadership
• Strategic planning
• Relationship management
• Investment management
• Institutional sales
• Business development
• Client service
• Financial services
• Team management
• Market analysis
• Presentation skills
• Communication skills
• Personnel development
• Strategic thinking
• Competitive analysis
• Distribution Strategies
• Executive Presence
• Institutional Sales
• Competitive Environment
• Sales Prospecting
• Business To Business
• Management
• Investments
• Chartered Financial Analyst
• Communication
• Disciplinary Procedures
• Electronic Media
• Sales
• Financial Services
• Investment Management
• Leadership
• Growth Strategies
• Innovation
• Market Share
• Presentations
• Sales Process
• Target Market

Job areas

• Finance & Accounting
• Sales
• Management & Leadership
• Consulting
• Head of Institutional Sales
• Financial Services Manager
• Finance Managers
• Financial Managers

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