SVP, Institutional Sales

At Franklin Templeton, we’re advancing our industry forward by developing new and innovative ways to help our clients achieve their investment goals. Our dynamic firm spans asset management, wealth management and fintech, offering many ways to help investors make progress toward their goals. Talented teams working around the globe bring expertise that’s both broad and unique. And our welcoming, respectful and inclusive culture provides opportunities to help you reach your potential while helping our clients reach theirs.

Come join us in delivering better outcomes for our clients around the world! 

The Senior Vice President, Institutional Sales will be a credible and respected financial services professional, who has a proven track record of success overseeing business development and sales mandates in the institutional market. The SVP is a well-informed, intuitive, and ambitious leader with an innate sense of developing strategies and executing sales and distribution tactics and adapting products and solutions to achieve market dominance.

Reporting to the Head of Sales for Canada, the Senior Vice President, Institutional Sales is responsible for devising strategies and executing on plans that will generate sales and will meet and exceed established targets. As an integral sales leader, the SVP has ownership of a geographical mandate for institutional market sales and will expand Franklin Templeton’s success in Canada.

The role will have the option to work remotely and will travel to other locations as business demands. The Senior Vice President, Institutional Sales oversees a large territory, including Ontario and Western Canada, and frequent travel is required.

Key Responsibilities:

• Define sales strategies, develop plans and execute tactics to achieve the objectives of existing clients, identify new opportunities and gain new growth and market share in the institutional marketplace in Canada—with primary focus in Ontario and Western Canadian territories.

• Apply knowledge and expertise of the institutional market, with a focus on public and private defined benefit and defined contribution pension plans and other institutional buyers, combined with a deep understanding of FTI’s product shelf and specialist investment managers to initiate conversations with established networks and qualify client needs against FTI’s capabilities to secure sales. Ensure continuous in-depth awareness and understanding of clients’ markets and circumstances—including stakeholders, partners and competitors.

• Maintain an energetic and productive level of client-facing activity. Strengthen relationships through meaningful and effective touchpoints throughout client and partner organizations while proactively raising awareness of products and capabilities.

• Continually prospect, network and adjust strategies and tactics according to current and projected market environments; address client needs and opportunities in collaboration with the institutional sales team to ensure that business activities are communicated with transparency, and actioned appropriately. Work closely with sales colleagues, portfolio mangers and product/service groups to ensure solutions align with client/partner needs and business objectives. 

• Remain informed and involved in the industry to ensure an awareness of any changes, trends and impacts in the institutional investment marketplace. Represent Franklin Templeton in the marketplace, contributing to conferences and industry events, participating as an institutional investments industry expert and speaker.

Professional Experience and Qualifications:

• A Bachelor’s or advanced degree in a business, finance, marketing or related discipline combined with at least 10 years of sales and/or business development experience in the institutional investment space. CFA certification is not required, however, it is advantageous.

• An intuitive sales leader with strong financial acumen, technical expertise and a deep understanding of the complexity of pension plans (DB and DC), endowments and foundations, along with an acute awareness of the challenges for plan sponsors and opportunities for institutional investments in the Canadian marketplace.

• Experience in institutional products and structures and a proven track record of building and managing sophisticated portfolios that drive profitable outcomes. Deep understanding of distribution channels and networks along with evolving distribution models.

• Experience working collaboratively with highly-focused and productive sales professionals, and multi-functional teams to develop products, services and tools that are client and solutions-driven, have had an impact in the market, and have contributed to the success of an organization.

• A proactive sales leader with experience developing sales plans with a demonstrated record of success increasing sales and market share. An energetic, strategically-minded approach supported by strong analytical and tactical skills and demonstrated skills as an influencer and negotiator.

• An effective relationship manager, with an exceptional network of industry contacts, strong EQ and business acumen, credibility and respect amongst colleagues, peers and clients. Demonstrated capability to have technical, well-informed discussions with key clients, partners, stakeholders, influencers, and decision makers.

• Exceptional communication skills: in writing, in conversation as a speaker and presenter, and as a listener. A seasoned and knowledgeable sales professional who can “talk to plans with authority, knows what’s going on in the marketplace, and wants to make a difference.”