Head of National Accounts & Institutional Sales
Vanguard, a global leader in investment management, is seeking an accomplished and transformative Head of National Accounts & Institutional Sales for Vanguard Canada to develop and lead all B2B distribution strategies and activities in Canada. This is an outstanding opportunity for a proven sales leader to drive retention, sales growth, and market share in Canada's investment landscape, focusing on intermediary investment and institutional retirement clients. As a key member of our Canadian leadership team, you will play a crucial role in further enhancing Vanguard's reputation for delivering exceptional value, unparalleled client service, and innovative investment solutions.
What it takes
- Leads staff. Provides guidance, training, and motivation as necessary to develop staff. Hires, evaluates, and counsels crew. Follows corporate disciplinary procedures per established Vanguard standards as required. Sets performance standards, reviews performance, provides feedback, and recommends wage increases in accordance with all applicable Human Resources and country policies and procedures.
- Achieves established sales and retention goals through personal direction of all executive and staff level activities of the sales process.
- Develops a strategic sales plan to increase assets under management, efficiently identify quality new business relationships and leverage Vanguard capabilities for maximum success within the target markets and segments of Canada (e.g., retail analyst, industry head offices, key retail gate keepers, DC business, key consultants, and record keepers).
- Effectively presents Vanguard's investments and services to prospects, clients, and industry organizations through written, verbal, and electronic media.
- Develops strong relationships with senior and executive management of prospect and client organizations.
- Raises awareness of Vanguard's investments and services through targeted prospecting activities.
- Implements long term relationship growth strategies for key territory prospects.
- Uses expertise of market and competitive environments to help position Vanguard's services appropriately.
- Provides support to other members of the Sales team and guidance to the support staff to achieve highest levels of performance.
- Supports corporate initiatives and actively participate in programs as appropriate. Participates in special projects and performs other duties as assigned.
Special Factors
- Existing relationships across provinces is a plus.
- Current Dealing Representative designation in all provinces preferred. Otherwise, must be attained within first year.
- Master’s degree and/or Chartered Financial Analyst (CFA), preferred
Qualifications
- 8 to 10 years financial services experience with at least 5 years in a senior level client or prospect relationship role.
- Ability to think and perform strategically, bringing innovative solutions to complex client or prospect situations.
- Ability to successfully develop strong working relationships with executive management in the prospect organization and internally within Vanguard.
- Extensive knowledge of industry investment offerings.
- Strong knowledge of the competitive environment.
- Excellent executive presence, poise, and presentation skills.
- Excellent verbal and written communication skills.
- Strong leadership and personnel development skills.
How We Work
Vanguard has implemented a hybrid working model for the majority of our crew members, designed to capture the benefits of enhanced flexibility while enabling in-person learning, collaboration, and connection. We believe our mission-driven and highly collaborative culture is a critical enabler to support long-term client outcomes and enrich the employee experience.
Skills Required
- 8 to 10 years of financial services experience
- At least 5 years in a senior-level client or prospect relationship role
- Ability to think and perform strategically and develop innovative solutions to complex client or prospect situations
- Ability to build strong working relationships with executive management internally and externally
- Extensive knowledge of industry investment offerings
- Strong knowledge of the competitive environment
- Excellent executive presence, poise, and presentation skills
- Excellent verbal and written communication skills
- Strong leadership and personnel development skills
- Current Dealing Representative designation in all provinces, or ability to obtain it within the first year
- Master's degree and/or Chartered Financial Analyst CFA designation
- Existing relationships across Canadian provinces
Vanguard Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Vanguard and has not been reviewed or approved by Vanguard.
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Retirement Support — Retirement support appears unusually strong through a 401(k) design that includes a match plus an additional employer contribution, which can materially lift long-term total rewards. HSA seeding and an enhanced employer match further strengthen the savings-and-benefits value of the package.
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Wellbeing & Lifestyle Benefits — Wellbeing and lifestyle support is reinforced by a sizable annual FlexFund stipend that can be applied across many day-to-day categories such as fitness, childcare, and other personal expenses. On-site or virtual clinics and fitness options add practical health and wellness convenience.
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Affordable Benefits — Healthcare and related benefits are positioned as comparatively affordable via heavily subsidized medical plans and broad coverage options. This affordability can offset moderate base pay for employees who place higher value on out-of-pocket cost reductions.
Vanguard Insights
What We Do
We are a community of 30 million who think – and feel – differently about investing. Together, we’re changing the way the world invests. Since our founding in 1975, helping our investors achieve their goals is our sole reason for existence. With no other parties to answer to and therefore no conflicting loyalties, we make every decision—like keeping investing costs as low as possible—with only your needs in mind. Vanguard is one of the world's largest investment companies, offering a large selection of high-quality low-cost mutual funds, ETFs, advice, and related services. Individual and institutional investors, financial professionals, and plan sponsors can benefit from the size, stability, and experience Vanguard offers. As of April 30, 2019, we managed more than $5.6 trillion in global assets. In addition, we have 189 funds in the United States and 225 funds in global markets. For Commenting Guidelines & Important information, visit here: http://vanguard.com/linkedin Vanguard Marketing Corporation, Distributor.
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