Associate Director, Institutional Sales

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Working Arrangement

Job Description

Associate Director, Institutional Sales (Internal Sales & Field Support),  North American Institutional Distribution

Job Summary:

Incumbent is responsible for internal institutional sales support and assisting in relationship development for the North American regional sales channel.  Role will support public and private market investment capital raising efforts led by the external sales partners.  Expectations include sourcing new leads, developing and maintaining new business pipelines in the respective regions, and working with the external sales team on prospect segmentation, targeted marketing campaigns, competitive analysis, and supporting the prioritized strategies agreed upon by the senior leadership.  This role will involve partnership and support of senior territory external sales partners and tracking & reporting key performance indicators. 

Key Accountabilities:

• Assist in prospecting new relationships and seek business opportunities for Manulife Investment Management’s Public Market and Private Market Institutional products.  Asset classes include public equity, public fixed income, real assets, private equity and private credit.

• High priority placed on sourcing, qualifying, and owning new lead development.  Build and maintain a new business pipeline in Salesforce.

• Familiarity with Direct Institutional channels:  Public Plans, Large Corporate Retirement Plans, Endowments & Foundations, Insurance and Sub-advisory.

• Gain & maintain expertise with industry databases to vet and research client marketplace business opportunities.

• As the internal sales professional for the territory, work collaboratively with senior external sales partners.

• Support of senior external business partners via CRM management, competitive analysis reports, and territory management.  Calendar work included as needed.

• Expertise with Salesforce as a main business management tool

• Provide functional and technical direction to Marketing, Portfolio Management, Compliance and various other departments that affect client outcome and overall experience.

• Assist in preparing client meeting materials

• Facilitate client meetings, onsite, via video meeting, and in the field

• Remain abreast of investment portfolio performance and competitive positioning points, with expectations to present opportunistically.

• Provide detailed investment updates to consultants, research analysts, and/or institutional investors

• Maintain responsibility for business channel knowledge, monitoring key performance indicators (KPIs) for the channel, new business pipeline and progress to plan.

• Monitor status and success of Requests for Proposal and Due Diligence Questionnaires

• Participate in team projects

• Execute on business strategy as detailed

• Occasional travel, less than 10%

Qualifications:

• Relevant industry experience in the asset management industry, three years minimum preferred

• Relevant experience in a client relations or sales environment

• Proven experience in sales prospecting and lead development

• Functional knowledge of capital markets

• Strong interpersonal and presentation skills

• Ability to package and deliver information in a client-friendly manner

• Ability to work independently

• Curiosity and problem-solving ability

• Team player attitude

• FINRA Licenses: Securities Industry Essentials (SIE), Series 7, Series 63/65/66

• Progress towards professional designations or graduate education a plus (CFA, CIMA, MBA, MSF or similar)

About Manulife and John Hancock

Manulife Financial Corporation is a leading international financial services group that helps people make their decisions easier and lives better. With our global headquarters in Toronto, Canada, we operate as Manulife across our offices in Asia, Canada, and Europe, and primarily as John Hancock in the United States. We pr