Vice President, National Accounts

Posted 01 May 2024

Vice President, National Accounts at Picton Mahoney Asset Management

Sales & Trading Full-time Toronto

Experience: Mid-Level
Education Required: Successful achievement of a bachelor’s degree from a recognized post-secondary institution. MBA degree or CFA, CFP, CIMA certification preferred.
Salary Range: $100, 000+

Close date: 07 June 2024

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Our Company

Picton Mahoney Asset Management (“PMAM”) was founded in 2004 to provide unique investment solutions to institutional, retail and high net worth investors in Canada and around the world. We are proud to say that we are 100% employee-owned and manage approximately $9.6 billion in sub-advisory, pension plan and hedge fund assets on behalf of our clients. The core values at Picton Mahoney guide the employee experience and contribute to the culture which fosters strong, transparent relationships.

Why Work at Picton Mahoney?

Picton Mahoney Asset Management is a place where employees can be proud of building a rewarding career that offers growth and the opportunity to evolve within a supportive culture that focuses on professional development. Over the years, we have learned from feedback and have developed strategies and programs that enhance employee engagement and improve the employee experience. As our values state: We work together; fully engaged and aligned. We support each other, and our actions contribute to the strategic goals of our firm. We believe in integrity and always “doing the right thing” for our clients, colleagues, and the firm. We believe in the concept of “unity in diversity” and are driven by a collaborative spirit to achieve our goals. We are committed to performance, excellence and winning. At Picton Mahoney, “stepping up” is an action, not a thought, which results in the development and implementation of those ideas. We prioritize growth and innovation and accept full responsibility for personal performance and results. We believe in being open when providing and receiving feedback, because it makes us better at what we do best.

Position Description

The Opportunity

PMAM is currently searching for a high-energy, motivated and results-oriented individual to join the firm’s Retail Business team as the Vice President of National Accounts. Reporting to the Managing Director and Head of the Retail Business, the VP of National Accounts is responsible for establishing, maintaining and growing business relationships with key decision makers at IIROC and MFDA firms. As a member of the Retail team, the VP of National Accounts will work closely with senior Retail & Institutional team members to act as a key contributor to the firm’s overall sales growth. The successful candidate will facilitate coordinated awareness and growth of PMAM products across intermediary channels in Canada and ensure brand representation at key broker/dealer/family office and association conferences.

Responsibilities of the Role

  • Partner with the Product and Marketing teams to form and manage the a National Accounts Service desk. Collectively, this team will be responsible for meetings and materials coordination, ratings maintenance and reviews, conference planning, and business relationship management.
  • Lead in building and maintaining an annual calendar list of conferences, reoccurring meetings and deliverables.
  • Leverage, develop and maintain strategic relationships with business gatekeepers, program managers, investment committees, due diligence professionals, investment platform research analysts, and other key head office personnel to drive at product allocations, approvals and preferred product status.
  • Manage a small National Accounts team.
  • Assist in building and maintaining an accurate National Accounts contact list in CRM.
  • Develop and execute national business strategies to increase hedge/alternative solutions on managed platforms and build brand awareness leading to increased assets and market share.
  • Understand the philosophy and dynamics of client and prospect organizations (investment philosophy, client base, key goals and challenges) to match overall needs with PMAM products and services
  • Partner closely with Portfolio Management team, Product & Marketing team as well as the Sales team to identify opportunities for PMAM products, brand & management expertise across targeted channels of distribution.
  • Continually work to improve PMAM product placement and visibility across discretionary and fee-based platforms/products and MFDA platforms including the go-to-market strategy of products, sales support and education.
  • Increase volume of due diligence meetings, conferences, along with representation of PMAM at industry events both as a facilitator or speaker as required.
  • Effectively manage dealer due diligence requirements for PMAM firm and products, including ownership and completion of questionnaires in partnership with available resources & compliance.
  • Communicate knowledge gained from client and prospect firms with PMAM Wholesalers, resulting in improved sales execution as well as collaborate on National Account initiatives to ensure they are fulfilled at the advisor level

Required Skill / Experience

The Qualifications and Experience Required

  • Successful achievement of a bachelor’s degree from a recognized post-secondary institution
  • MBA degree or CFA, CFP, CIMA certification preferred.
  • Minimum 5-7 year years of direct National Accounts sales, strategy, or consulting experience within the Canadian Investment Industry.
  • Well established and key account relationships with sales, business, product and research head office personnel within the IIROC and MFDA channels.
  • In-depth knowledge of investment trends and advisor practices; financial markets and competitive alternative funds landscape.
  • Knowledge of discretionary and fee-based platforms/programs and manager search and selection processes within the IIROC and MFDA channels.
  • Must be a strong team player.
  • Outstanding interpersonal and communication skills (written and verbal).
  • High energy, motivated individual who is committed to excellence.
  • Clean compliance record is mandatory.
  • Strong preference for candidates who are bilingual (French & English).
  • Proficiency in Microsoft Office applications and Salesforce.
  • Must be open and available to travel as required.

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