Vice President, Institutional Sales, Western Canada

3 days ago

Vancouver, British Columbia, Canada GlassRatner Executive Search Full time $150,000 - $200,000 per year


Connor, Clark & Lunn Financial Group, Vice President, Institutional Sales, Western Canada

Our client, Connor, Clark & Lunn Financial Group (CC&LFG), stands as Canada's largest independent asset management firm – a global enterprise with assets exceeding $170 billion. CC&LFG offers a diverse array of traditional and alternative investment products and services, independently managed through 15 affiliates and subsidiaries, catering to individuals, advisors, and institutional investors.

CC&LFG is privately owned and takes a long-term approach towards building enterprise value - with no intention to go public or to sell its business. This is unique in the Canadian asset management industry, as many of CC&LFG's competitors have sold their businesses to large financial institutions. CC&LFG has a strong succession plan in place that will evolve as new leaders join the business and make their impact. The business attracts exceptional individuals who are looking for a long-term career path. Long-term client satisfaction and success depends on the ability to attract, motivate, develop and retain exceptional investment talent.

Impact & Value

The Vice President, Institutional Sales, Western Canada ("VP") will play a central role in CC&LFG's continued growth and leadership within the institutional investment landscape. As part of a highly successful, collaborative team, this individual will inherit a thriving territory with meaningful opportunities to expand relationships across Western Canada. Working from a position of strength – representing a platform recognized for its breadth, credibility, and high performance across both public and private strategies – the VP will directly contribute to CC&LFG's ongoing market momentum and its long-term growth ambitions.

Location - This position could be based in either Vancouver, Calgary or Toronto.

What You Will Do

Sales and Business Development
  • In collaboration with the team, develop and execute a sales plan to generate new business opportunities by prospecting, establishing, and maintaining strong relationships with Western Canadian pensions, endowments, foundations, Indigenous trusts, insurance general accounts, banks, independent wealth platforms, and other intermediaries. In the retail channel, institutional partners are engaged primarily for sub-advisory mandates, as a dedicated retail distribution affiliate manages SMA, direct mutual fund, and liquid alternative distribution.
  • Drive new business and mandate generation across the firm's full suite of investment products, including equities, fixed income, liquid alternative and private market assets.
  • Systematically identify, prospect, and engage new institutional clients by leveraging industry networks, events, referrals, and consultant relationships.
  • Lead all aspects of the sales cycle, from initial meetings and presentations to responding to Request for Proposals (RFPs) and closing new mandates.
Client Relationship Management
  • Collaborate with affiliate client service teams to strengthen institutional client relationships, leading sales and relationship development initiatives with key decision-makers and consultants.
  • Represent CC&LFG at industry conferences, consultant meetings, and client events to enhance the firm's visibility and reputation.
Strategy and Market Intelligence
  • Stay on top of industry trends, market conditions, and competitor activity within the Western Canadian institutional investment landscape to inform strategy and identify new opportunities.
  • Develop and maintain a strong understanding of CC&LFG's investment products clearly articulating complex market narratives to sophisticated institutional investors.
  • Actively contribute to CC&LFG's broader business objectives by aligning capital raising and relationship strategies with the overall corporate direction.
Other Responsibilities
  • Work closely with internal teams, including portfolio managers, product specialists, consultant relations, marketing, and compliance, to ensure client solutions meet both client and business objectives.
  • Utilize the CRM system to manage pipeline, track sales activity, and produce timely and accurate reports for internal stakeholders.
What You Bring

This role is ideal for a professional who is highly experienced, strategic, and results-driven sales professional with a proven track record of success in asset management.  Desired attributes include:
  • A minimum of 8 years of relevant business experience with a track record of success, particularly in Institutional Sales, Intermediary Sales and/or Investment Consulting.
  • University Undergraduate degree. Must also meet all regulatory requirements to be registered as an Advising Representative by the Canadian Securities Administrators. A CFA designation and / or a CIM designation is therefore a requirement.
  • Deep understanding of the Canadian institutional investment landscape, including pension plans, endowments, and foundations.
  • Effective written and verbal communication skills.
  • Ability to travel extensively within Western Canada to engage with clients and participate in industry events.
  • Ability to think critically, analyze situations, and develop creative solutions focused on efficiency and improving existing processes.
  • Highly organized sales process with an ability to multitask while being able to meet tight deadlines.
  • Self-motivated, with a high degree of ownership and responsibility, able to work independently.
Please contact Leah McGillivray Palko ) or Devin Dambrauskas ) if interested.

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