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Director - Sales & Relationship Management (Montreal)

MFS Investment Management
Montreal, Canada
Posted 2 days ago Hybrid Permanent Competitive
Director - Sales & Relationship Management (Montreal)
At MFS, you will find a culture that supports you in doing what you do best. Our employees work together to reach better outcomes, favoring the strongest idea over the strongest individual. We put people first and demonstrate care and compassion for our community and each other. Because what we do matters - to us as valued professionals and to the millions of people and institutions who rely on us to help them build more secure and prosperous futures.


What you will be responsible for: The Director - Sales and Relationship Management will act as relationship manager for MFS institutional clients in Quebec. The Director will sell MFS and its products to pension funds, endowment and foundations and other institutional investors in assigned territory. The Director will develop and maintain a close and direct relationship with institutional clients to ensure client satisfaction and serve as a trusted advisor.

Principal Responsibilities
  • Act as primary contact for clients located in Quebec regarding all aspects of the relationship with MFS. Maintain, expand, and communicate knowledge of client needs, concerns, and overall satisfaction with MFS through frequent contact (e.g., direct, written, and verbal). Provide same services to client consultants, as necessary.
  • Develops new relationships with prospective institutional investors based in Quebec to introduce MFS products and capabilities.
  • Ability to manage entire institutional investment sales cycle: from prospect outreach, obtaining meetings with client senior investment staff (with or without investment team participation), , finals presentation preparation and delivery.
  • Anticipate and develop opportunities to expand and strengthen the client relationship. Maintain strong understanding of clients' evolving investment needs and proactively provide appropriate solutions. Involve other MFS colleagues as necessary in this process.
  • Educate clients through relevant MFS thought leadership pieces and multi-disciplinary capabilities of MFS; keep clients informed of product/organizational enhancements, and relevant industry information and developments in financial markets.
  • Deepen institutional support at the client organization by developing additional executive contacts other than those directly involved in the relationship and make MFS expertise on relevant subjects available to the client as appropriate.
  • Anticipate risks to client relationships, take steps to protect them, and keep MFS regional and global management teams apprised. Explore opportunities to broaden the client relationship through introduction to key MFS colleagues, as appropriate (e.g., Investment team, Investment Solutions Group). Monitors and prioritize access to resources including the investment team and senior management.
  • Serve as the primary client advocate when interacting with other MFS teams (i.e., Client Service, Investment, Legal, Accounting, Compliance) to ensure that client needs are being met at all levels.
  • Oversee all aspects of client meeting preparation with internal teams, execution, and follow-up.
  • Keep appropriate parties (i.e., Sales, Marketing, Portfolio Management, MFSI Management) abreast of client needs and developments to ensure that goals are met.
  • Work with Investment Team to ensure investment presentations meet client needs.
  • Responsible for client or prospect visits to MFS offices (i.e., due diligence meeting, review meetings, etc.).
  • Work with transition team to smoothly establish new relationships.
  • Support initiatives associated with client conferences and firm sponsored events.
  • Assume additional responsibilities as requested.

Qualifications
  • Bachelor's degree required, post-graduate education in a related area preferred, with a minimum ten (10) years' institutional investment-related experience with at least five (5) years 'experience in direct client-relationship capacity.
  • Chartered Financial Analyst (CFA) designation required.
  • Bilingual in French and English
  • Demonstrated capabilities in developing and nurturing institutional client relationships, particularly from within an institutional investment management or consulting firm.
  • Previous experience working with institutional fixed income clients.
  • Knowledge of domestic and foreign financial markets and products required.
  • Ability to set priorities and meet deadlines.
  • Ability to work in a team environment across a variety of operating functions globally at MFS, and to travel as required.
  • Excellent written and verbal communication skills as well as presentation skills.
  • Working knowledge of cloud-based communication and CRM tools (e.g., Microsoft Teams, Salesforce)
  • Appropriate Canadian Registration (Advising representative or Associate Advising Representative.)




Le directeur, Ventes et Gestion des relations avec la clientèle, agit à titre de gestionnaire des relations pour les clients institutionnels de MFS au Québec. Le directeur vendra MFS et ses produits aux caisses de retraite, aux fonds de dotation, aux fondations et aux autres investisseurs institutionnels situés dans le territoire qui lui a été attribué. Il établira et cultivera une relation étroite et directe avec les clients institutionnels pour s'assurer de leur satisfaction, et il agira à titre de conseiller de confiance.

Principales responsabilités

  • Agit à titre de personne-ressource principale pour les clients au Québec dans tous les aspects de la relation avec MFS. Préserve, élargit et transmet les connaissances sur les besoins, les inquiétudes et la satisfaction générale du client à l'égard de MFS, au moyen de communications fréquentes (directes, écrites et orales). Offre les mêmes services au conseiller du client, au besoin.
  • Noue de nouvelles relations avec des investisseurs institutionnels potentiels établis au Québec pour présenter les produits et les capacités de MFS.
  • Capacité à gérer l'ensemble du cycle de vente des placements institutionnels, qu'il s'agisse de communiquer avec des clients potentiels, d'obtenir des rencontres avec les employés responsables des placements du client (avec ou sans la participation de l'équipe de placement), ainsi que de préparer et de faire les présentations finales.
  • Anticipe et développe les occasions de renforcer et d'approfondir la relation avec le client. Connaît de façon approfondie l'évolution des besoins en matière de placements du client et offre de manière proactive la solution appropriée. Fait intervenir d'autres collègues de MFS dans le processus, au besoin.
  • Forme le client au moyen du matériel de leadership réfléchi et pertinent de MFS sur les capacités multidisciplinaires de l'organisation; le garde informé des améliorations apportées aux produits et à l'organisation, ainsi que des renseignements pertinents sur le secteur et des événements sur les marchés financiers.
  • Approfondit le soutien institutionnel au sein de l'organisation du client en établissant des liens avec des membres de la direction qui ne sont pas directement impliqués dans la relation; met à la disposition du client l'expertise de MFS sur les sujets pertinents, au besoin.
  • Anticipe les risques pouvant menacer la relation avec le client, prend des mesures pour les écarter et tient les équipes de gestion régionales et mondiales informées. Explore les occasions d'élargir la relation avec le client en le présentant au personnel clé de MFS, au besoin (p. ex., équipe de placement, Groupe des solutions de placement). Supervise l'accès aux ressources, y compris l'équipe de placement et la haute direction, et établit des priorités quant à celui-ci.
  • Agit à titre de défenseur principal des intérêts du client lors des interactions avec d'autres équipes de MFS (service à la clientèle, service de placements, services juridiques et comptables, service de la conformité) pour s'assurer de répondre à l'ensemble des besoins du client.
  • Surveille à l'aide des équipes internes tous les aspects de la préparation, du déroulement et du suivi des réunions avec le client.
  • Garde les différentes parties (c.-à-d. les équipes de vente, de marketing, de gestion de portefeuille et de direction de MFSI) au courant de l'évolution des besoins et de la situation du client pour assurer la réalisation des objectifs de celui-ci.
  • Travaille avec l'équipe de placements pour s'assurer que les présentations sur les placements répondent aux besoins du client.
  • A la responsabilité des visites des clients actuels et éventuels dans les bureaux de MFS (p. ex., réunion sur le contrôle préalable, réunions de revue des portefeuilles, etc.)
  • Travaille avec l'équipe de transition pour faciliter l'établissement de nouvelles relations.
  • Soutient les projets liés aux conférences des clients et aux événements commandités par la société.
  • Assume d'autres responsabilités, au besoin.

Compétences
  • Baccalauréat requis; études supérieures dans un domaine pertinent privilégié; au moins 10 ans d'expérience dans un domaine lié aux placements institutionnels, dont au moins 5 ans dans des fonctions de relations directes avec les clients.
  • Titre d'analyste financier agréé (CFA) exigé.
  • Bilingue anglais-français
  • Capacité démontrée en matière de développement et de consolidation des relations avec les clients, en particulier au sein d'une société de gestion de placements institutionnels ou firme de consultation.
  • Expérience antérieure auprès de clients institutionnels possédant mandat de gestion de titres à revenu fixe.
  • Connaissance requise des marchés et des produits financiers nationaux et mondiaux.
  • Capacité à établir un ordre de priorité et à respecter les échéances.
  • Capacité à travailler en équipe dans le cadre de multiples fonctions d'exploitation à l'échelle mondiale au sein de MFS et à voyager, au besoin.
  • Solides aptitudes pour la communication verbale et écrite et compétences en présentation.
  • Connaissance pratique des outils de communication infonuagiques et de gestion des relations avec la clientèle (p. ex., Microsoft Teams, Salesforce).
  • Inscription canadienne appropriée (représentant-conseil ou représentant-conseil adjoint).
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What we offer:
MFS Investment Management Canada is committed to an inclusive and equitable workplace. We value the diversity of people, culture and ideas. MFS Investment Management Canada's equal opportunity and diversity practices draw upon highly talented and skilled people whose individual competencies and creativity are recognized and appreciated. We believe we must attract, develop, and retain the best and brightest individuals from all segments of the population in order to attain business objectives. We are dedicated to providing accommodations for applicants with disabilities during the recruitment process. If you are contacted for an interview, please advise if you require accommodations, so your accessibility needs are met during the recruitment process. We thank all applicants for their interest, however, only candidates selected for interviews will be contacted.



MFS is a hybrid work environment (remote/onsite) unless otherwise stated in the job posting .

This position will require individuals to be fully vaccinated against COVID-19 as part of their job responsibilities, unless MFS approves an exemption as an accommodation due to a medical condition or sincerely held religious belief. Submission of an exemption request does not guarantee that an exemption will be approved or that the request can be accommodated.

If any applicant is unable to complete an application or respond to a job opening because of a disability, please contact MFS at 617-954-5000 or email talent_acquisition@mfs.com for assistance.

MFS is an Affirmative Action and Equal Opportunity Employer and it is our policy to not discriminate against any employee or applicant for employment because of race, color, religion, sex, national origin, age, marital status, sexual orientation, gender identity, genetic information, disability, veteran status, or any other status protected by federal, state or local laws. Employees and applicants of MFS will not be subject to harassment on the basis of their status. Additionally, retaliation, including intimidation, threats, or coercion, because an employee or applicant has objected to discrimination, engaged or may engage in filing a complaint, assisted in a review, investigation, or hearing or have otherwise sought to obtain their legal rights under any Federal, State, or local EEO law is prohibited. Please see the EEO is the Law document and Pay Transparency Nondiscrimination Provision , linked for your reference.
Job ID  MFS-220280
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