Director, National & Institutional Accounts

Posted 01 May 2024

Director, National & Institutional Accounts at Picton Mahoney Asset Management

Sales & Trading Full-time Montreal

Experience: Senior-Level
Education Required: Minimum of a Bachelor's degree in Finance, Business Administration, or a related field. MBA or CFA highly preferred.
Salary Range: $100, 000+

Close date: 06 June 2024

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Position Description

The Opportunity

PMAM is currently seeking a high-energy, motivated, and results-oriented individual to join the firm’s Sales team to execute on National Accounts and Institutional Sales. You will be responsible for establishing and maintaining business relationships with key decision makers at IIROC and MFDA firms. Based out of Québec, you will work closely with senior Retail & Institutional team members to act as a key contributor to the firm’s overall sales growth. As the successful candidate you will facilitate coordinated awareness and growth of PMAM products across intermediary channels in Canada and ensure brand representation at key broker/dealer/family office/institutional conferences.

Retail Responsibilities of the Role

  • Strategic Account Management: Develop and implement strategies for maintaining and expanding relationships with IIROC and MFDA national dealers. Understand client needs and tailor solutions and services to meet those needs.
  • Business Development: Identify and pursue growth opportunities within the Québec market. Leverage industry trends and insights to acquire new accounts and increase market share and shelf space.
  • Client Service Excellence: Ensure the highest level of service is delivered to national dealers. Address and resolve complex issues and queries as well as provide regular updates and reports to clients and senior management.
  • Partnership: Partner with internal stakeholders and National Accounts partners to service dealer firms.
  • Regulatory Compliance: Ensure all activities comply with relevant legal, regulatory, and internal policy requirements. Stay updated with changes in the regulatory environment affecting IIROC and MFDA dealers.
  • Market Analysis: Monitor and analyze market trends, competitor activities, and regulatory changes to inform strategic decisions and identify risks and opportunities.

Institutional Responsibilities of the Role

  • Strategic Business Development: Partner with the Head of Institutional Sales to formulate and execute a targeted strategic business development plan for Québec, focusing on institutional prospects such as DB/DC pension plans, various wealth platforms, endowments, and foundations.
  • Positioning and Outreach: Effectively present PMAM’s investment capabilities to institutional consultants and consulting firms in Québec. Coordinate and conduct independent or team-based conference calls and presentations.
  • Sales Process Management: Oversee the institutional sales process for Québec, from cultivating a strong pipeline of potential investment opportunities to transforming them into new business for PMAM. Clearly communicate technical knowledge of the firm, its investment strategies, and funds.
  • Industry Representation: Represent PMAM at industry conferences and events, contributing to the growth of PMAM’s presence in the institutional community. Foster relationships and communication with various functional areas within the firm, including the Investment team, Marketing, Operations, and Compliance.
  • Marketing Collaboration: Partner with PMAM’s Marketing team to ensure timely responses to new business proposals (RFPs). Propose solutions and provide recommendations to Product and Marketing teams for optimal positioning in the institutional landscape.
  • Business Strategy Execution: Work collaboratively with the Institutional team and key internal stakeholders to execute the team’s business strategy.

Required Skill / Experience

Qualifications and Experience Required

  • Education: Minimum of a Bachelor's degree in Finance, Business Administration, or a related field. MBA or CFA highly preferred.
  • Experience: At least 10-15 years of relevant experience in the financial services industry, demonstrating a proven track record in account management, business development, and team leadership.
  • Regulatory Knowledge: In-depth knowledge of the regulatory landscape governing IIROC and MFDA national dealers.
  • Communication Skills: Exceptional communication and negotiation skills, essential for effective engagement with various stakeholders. Bilingual proficiency in both French and English is necessary, especially within the Québec market, enabling seamless communication with clients and employees in their preferred languages. This bilingual proficiency not only facilitates rapport-building but also underscores the candidate's ability to engage effectively and cater to the specific linguistic preferences of stakeholders, thereby fostering stronger connections and rapport within the local business landscape.
  • Analytical Skills: Strong analytical and problem-solving skills, enabling data-driven decision-making.
  • Networking: Established network within the financial services industry, especially with IIROC and MFDA national dealers.
  • Institutional Experience: Minimum of 10+ years of business development/consultant relations experience in the institutional space.
  • Investment Knowledge: In-depth knowledge of investment trends, financial markets, and the competitive traditional/alternative fund landscape. Familiarity with portfolio construction concepts incorporating traditional and alternative asset classes.
  • Communication and Relationship Management: Ability to communicate, advocate, and explain a new sales channel with unique needs. Robust written and verbal communication skills, emphasizing relationship management, partnering, influencing, and team building. A natural passion for public speaking.
  • Enthusiasm and Adaptability: Keen enthusiasm for markets, the fundamentals of investing, and an ability to quickly grasp and articulate complex financial concepts is critical. Ability to produce high-quality work in a rapidly changing environment with tight deadlines, prioritizing and ensuring timely and accurate delivery.
  • Technical Skills: Excellent time management, project management, analytical thinking, and problem-solving abilities. Strong technical skills in Salesforce and Microsoft Office Suite.
  • Entrepreneurial Mindset: Entrepreneurial mindset, self-starter able to motivate self and team; results-driven.

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