Vice President, Institutional Sales

Purpose of the Role:

The Vice President, Institutional Sales will play an instrumental role leading and shaping the growth our Institutional service offering. The Vice President, Institutional Client Relationship Manager will work with institutional investors to identify appropriate solutions to meet their investment needs while working closely with their finance committees and consultants. You will secure new institutional client business and serve as the lead relationship manager with such clients. We are looking for a dynamic and entrepreneurial individual with extensive experience in Institutional Services. 

The location will be a hybrid of work from home and an in-office environment. 

Core Responsibilities:

Business Development 

• Defining and executing on business development strategies that contribute meaningful growth and enhance the reputation in market of the Institutional division 
• Developing and strengthening new client and prospect relationships via client referrals, centers of influence, networking, meetings, conferences and other business development opportunities 
• Working closely with the marketing and compliance solutions departments to create and develop new marketing material to aid in the development of new business 
• Travel up to 50% of the time to win and maintain existing business 
• Managing the sales pipeline through the Salesforce CRM system to ensure accurate tracking, disciplined follow-up, and visibility into prospective business opportunities 
• Leading business development activity to secure and execute pitches that position Nicola Institutional effectively and convert prospective opportunities into new institutional client business 
• Winning new business and growing our clientele in the Foundation, Charitable Endowment, First Nations, University, Corporation, Pensions, Health & Wellness Plans and Single-Family Office market 

 Client Relationship Management & Service 

• Provide full account coverage to clients in accordance with the investment objectives and statement of investment policies that have been developed with the client, incorporating Nicola Wealth’s investment approach and philosophy as appropriate.
• Working alongside the investment teams in our three asset management teams (Private Capital, Public Assets and Real Estate), you will propose customized investment portfolios with targeted solutions to sophisticated institutional clients, often with large account and complex account types. 
• Through ongoing regular monthly/quarterly/semi-annual/annual client reviews, delivering an impeccable level of client service by staying highly knowledgeable on subject matter and remaining aware of the changing needs and circumstances of your clients. 
• Establishing deep relationships with a sophisticated client base and guiding their asset allocation, and asset class understanding, while meeting their investment objectives.
• Maintaining and nurturing client relationships throughout varying market and performance conditions by providing clients with proactive and exceptional service.

Operations 

• Reviewing clients’ statement of investment objectives and working with the Nicola Wealth team to ensure portfolio compliance.
• Preparing and tailoring reports and material to aid in the client review process. 
• Preparing presentation material for existing and prospective clients with the support of the Institutional team. 
• Providing oversight and responding to Request for Proposals (RFPs) and Due Diligence Questionnaires as required to secure new business, with the support of the Institutional team. 
• Continually working to improve existing processes and procedures to serve Nicola Wealth’s institutional client base.

Other relevant and related responsibilities, as assigned and as the needs of the organization change. 

Required Skills & Qualifications:

• A minimum of 10 years of experience in the Canadian financial service industry including institutional sales. 
• Completion of a bachelor’s degree in business, finance, economics, or a related field is required. 
• A graduate degree (e.g., MBA) is considered an asset. 
• CFA or CIM designation is required. 
• Registration in an advising role with a provincial securities commission is required. 
• French language skills considered an asset. 
• Must be legally eligible to work in Canada for any employer. 

Compensation & Benefits Package:

This position comes with a competitive base salary hiring range of $250,000 - $300,000. Final compensation will be determined based on experience, skills, and overall fit. 

 

This role is a current vacancy within Nicola Wealth.