Head of Retail Sales Distribution

4 months ago

Toronto, Canada First Trust Portfolios Canada Full time

The Head of Retail Sales is an inspiring leader who manages and oversees retail sales at First Trust Canada. You are responsible for designing plans to meet targets, developing relationships with investment advisors, and evaluating processes. You are a leader who gets excited about developing new sales strategies in a competitive marketplace and will be confident in leading the sales organization to execute these new strategies. You drive sales growth through exceptional leadership, team and individual coaching, organizational planning, and outstanding execution of sales programs.

**Responsibilities**:
**Sales Leadership**:

- Be a leader who motivates and inspires the team with a sense of urgency and passion.
- Be the most vocal champion of the sales team.
- Lead the team through all challenges in a competitive market.
- Identify new ways to reach the market and build high-quality, long-term client relationships.
- Establish close working relationships with key partners across the firm.
- Develop and execute sales strategy and plans.
- Represent and be a champion of the team and organization.
- Ensures the sales team has all the required resources necessary to be successful.

**Team Management and Performance**:

- Set a defined sales process to ensure maximum sales opportunities for each region.
- Establish and implement targets for inside sales and wholesalers, including budgetary parameters in conjunction with the Finance department.
- Coach and nurture wholesalers to be more effective, including spending time with them in client meetings.
- Utilize U.S. resources for sales training.
- Ensure the team has clear objectives and targets.
- Lead recruiting of strong sales professionals, focusing on strength and cultural fit. Onboard new team members for success.
- Build team and individual capabilities while developing both investment knowledge and sales techniques.
- Lead by example. Foster a positive, hard-working, client-centric and results-oriented culture.
- Strategic review of current compensation models

**Client Coverage & Relationship Management**:

- Be a First Trust Canada ambassador. Convey our mission. Communicate our story with investment advisors and other stakeholders with authenticity. Help new members of the team buy in.
- Spend 80% of the time covering clients directly.
- Ensure the business is close to our clients and we get ongoing direct feedback and intelligence. Utilizing systems for feedback and intelligence gathering and harvesting.
- Understand intelligence of the client flows of our funds.
- Prioritize opportunities given the resources available.
- Identify creative and unique ways to engage the investment advisor community within the current framework of the sales team.
- Listening to our clients’ feedback Ensure our sales team addresses their needs, wherever possible. Help investment advisors be successful with their clients.
- Manage existing client base, ensuring clients receive a high level of service as we develop quality, lasting relationships.
- Act as a first line of defense on redemptions. Support the team in proactive client conversations.

**Qualifications**:

- Multiple years of wholesaling experience; sales team leadership experience preferred.
- Strong familiarity with both companies and people across the Canadian investment landscape.
- Experience and strong understanding of the Canadian ETF landscape.
- Experience managing a team of sales professionals, including coaching, and motivating.
- Ability to integrate analytics and data into the decision-making process.
- Strong communication and negotiation skills.
- Experience and high level of knowledge with Salesforce reporting system.
- Ability for travel across Canada, also occasional travel to the U.S.

**Why should you join us?**
- First Trust Canada seeks to provide innovative portfolios for investment advisors to utilize.
- Highly competitive compensation including RRSP contribution matching.
- Comprehensive group health and dental benefits and life insurance.
- First Trust Canada has the full support of our U.S. parent company, including but not limited to various resources such as market intelligence, market expertise, team depth, marketing depth.
- Opportunity upon hire to spend some time at First Trust Head office to shadow and train with one of, if not the, pre-eminent financial services sales organization in the United States

We thank all applicants for their interest; however, only those selected for interviews will be contacted.

**Job Types**: Full-time, Permanent

Flexible Language Requirement:

- French not required

Schedule:

- Evening shift
- Monday to Friday
- Night shift
- Weekends as needed

Work Location: In person

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