Regional Vice President Sales Management
Regional Vice President Sales Management
Posted on :
16-03-2025
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1 Vacancy
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Job Description
Our client Connor Clark & Lunn Private Capital (CC&L PCM) is well regarded in the industry as one of Canadas largest independently owned highnetworth investment management firms. They have expanded rapidly over the last several years now managing approximately $17.5B in financial assets.
Their rapid growth has been fueled by several factors including their reputation for delivering consistently strong portfolio performance. Their unique product offerings have helped distinguish the firm with their diverse portfolios of institutional grade assets and the integration of private markets and public markets asset classes covering all major asset classes.
CC&L PCMs business success depends on its ability to attract retain and motivate exceptional people. Simply stated by meeting the personal and professional needs of their people they will be in the best position to satisfy and exceed the interests of their clients.
Each team member brings a unique skillset experience and perspective to the team and with an ethos of mutual trust and respect open dialogue is encouraged. Everyone is empowered and personally accountable for making the greatest impact in their roles. However the CC&L PCM team wins together not individually. The culture is entrepreneurial collaborative friendly and client centric.
The target is to hire two Regional Sales Leaders; one for the East and one for the West. As the Regional Sales Leader you will have exceptional leadership skills andexecutive presence. You will work in a collaborative executive leadership team alongside the Managing Director Business Management & Operations and the Managing Director & Chief Investment Officer to help set the culture and will embody the firms cultural values in everything you do.
Impact & Value
The Regional Sales Leader is critical to the success of CC&L PCM as the new individual will be a key contributor to the growth of the firm through attracting new highquality sales talent helping improve sales productivity and performance of existing Wealth Advisors supporting the retention of transferred assets and defining new sales strategies. They will therefore be instrumental is growing the top line revenues of the business.
Responsibilities
Defining and owning the Sales objectives and goals for the Region
Their rapid growth has been fueled by several factors including their reputation for delivering consistently strong portfolio performance. Their unique product offerings have helped distinguish the firm with their diverse portfolios of institutional grade assets and the integration of private markets and public markets asset classes covering all major asset classes.
CC&L PCMs business success depends on its ability to attract retain and motivate exceptional people. Simply stated by meeting the personal and professional needs of their people they will be in the best position to satisfy and exceed the interests of their clients.
Each team member brings a unique skillset experience and perspective to the team and with an ethos of mutual trust and respect open dialogue is encouraged. Everyone is empowered and personally accountable for making the greatest impact in their roles. However the CC&L PCM team wins together not individually. The culture is entrepreneurial collaborative friendly and client centric.
The target is to hire two Regional Sales Leaders; one for the East and one for the West. As the Regional Sales Leader you will have exceptional leadership skills andexecutive presence. You will work in a collaborative executive leadership team alongside the Managing Director Business Management & Operations and the Managing Director & Chief Investment Officer to help set the culture and will embody the firms cultural values in everything you do.
Impact & Value
The Regional Sales Leader is critical to the success of CC&L PCM as the new individual will be a key contributor to the growth of the firm through attracting new highquality sales talent helping improve sales productivity and performance of existing Wealth Advisors supporting the retention of transferred assets and defining new sales strategies. They will therefore be instrumental is growing the top line revenues of the business.
Responsibilities
Defining and owning the Sales objectives and goals for the Region
- Set in collaboration with MD Business Management the Sales goals (e.g. Net Sales referral targets etc. for the Region and how this breaks down by individual including new sales and attrition analysis.
- Own Sales results; including analysing and understanding results at firm and individual team levels drivers of performanceand benchmark to market (qualitative and quantitative)
- Build plan to achieve sales goals including required hiring team performance improvement generation of leads through different channels etc.
- Collaborate with MD Business Management in defining the hiring strategy and align hiring targets to sales growth and transitioned client requirements
- Execute the hiring strategy (e.g. attracting talent to the hiring funnel candidate management role representation offer terms registration requirements etc.
- Coordinate and maintain the hiring database and activities in Salesforce website features and marketing tools for hiring
- Own hiring results in the Region; including analyzing and understanding results drivers of successand benchmark to industry (qualitative and quantitative competitor job models and compensation)
- Implementing the onboarding and training program for the new WAs in the region
- Support individual training including meeting with each team member alongside regular cadence coaching (quarterly in 1st year) to support integration and grasp of training concepts
- Deliver training content on topics related to direct experience and specialized topics
- Define tailored coaching needs for each individual Wealth Advisor based on their profile (Caliper coaching guide strengths and areas of development) and recent performance (through analysing their performance)
- Implement this coaching plan including meeting with each Wealth Advisor on a regular cadence (targeted approach could be biweekly monthly or quarterly as defined in coaching plan)
- Build strong trustbased relationships with Wealth Advisors
- Support the team (as needed) by removing hurdles/roadblocks implementing ad hoc trainings providing tools etc. to ensure people are successful in their roles
- Participate in client meetings as needed (those requiring a leadership presence)
- Oversee compliancestatus across all books/Wealth Advisors and address any escalations related to fulfilling regulatory obligations and following policies and procedures (e.g. annual KYC completion audit action items etc.
- Assign leads based on strategy/approach and track success of closing. Refine process based on results
- Collaborate with MD Investments in defining and maintaining strategy & plan for asset transfers; including criteria for transfers (i.e. rules for who would receive the assets capacity to receive timeframes process etc.
- Implement individual retirements inline with strategy/plan working in close collaboration with retiring Wealth Advisor defining plan and key milestones and running process with receiving Wealth Advisor
- Implement ad hoc transfers within the team based on specific needs (e.g. reaching capacity geographical needs client preference etc. working closely with both transferring and receiving Wealth Advisors to ensure smooth transition
- Monitor and report on success of asset transfers and implement corrective actions where necessary
- Lead the implementation of sales initiatives with sales team in collaboration with other areas of the business
- Support the implementation of firm wide initiatives advocating for and being the voice of the sales team
- Act as the voice of the sales team within the organization in various forums (e.g. leadership meetings) as well as the culture lead for the Sales team to ensure alignment with broader firm
- Define and implement recognition initiatives for the Sales team
- Define and implement plan for Sales events and offsites including partner/nonpartner approach
- Build and foster a formal/informal mentorship culture through specific programs/activities
- Define and execute on professional development programs for Wealth Advisors in alignment with professional development plan for the rest of organization
- Foster engagement within the Sales team and with other teams through socials lunch and learns targeted activities etc.
- Strong communication skills
- Relationship building skills
- Ability to build trust and confidence with Wealth Advisors
- Coaching skills and experience. Have empathy be collaborative & flexible
- Ability to develop sales growth strategy
- Ability to set goals take ownership for them and manage the team to achieving them
- Sales leadership experience in a HNW setup
- Client focus
- Registered individual (preferably)
Required Experience:
Chief
Employment Type
Full Time
Key Skills
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