AVP, Client Relationships, Defined Benefit Solutions

4 weeks ago

Toronto, Canada Sun Life Full time

Job Description

:

**This is a contract role until December 2025**

Sun Life’s Defined Benefit Solutions (DBS) business develops and implements innovative de-risking solutions for defined benefit pension plans. The AVP, Client Relationships supports this growing business and reports to the Vice President, Client Relationships & Innovation, DBS.

Role summary

The AVP, Client Relationships, DBS is responsible for client-facing aspects of the business related to market segmentation, prospecting, business development, sales, client relationship management and support to Operations for pension risk transfer (PRT) servicing.

This role oversees a team of seven professionals and requires the collaboration and skills of an extended team of Sun Life professionals in order to achieve DBS’ objectives.

What will you do?

The AVP, Client Relationships, DBS has the following accountabilities:

Strategic planning

Support the strategic direction for DBS, including the staging of its strategy in Canada and in other geographies

Collect and analyze information about the de-risking landscape in Canada, including the factors driving de-risking, the solutions being used, the level of market activity and new product innovation

Market segmentation and prospecting

Create and oversee the implementation of a market segmentation strategy for Canada

Execute on prospecting initiatives to grow the PRT market in Canada, oversee the team prospecting efforts and meet prospecting targets

Create a strong sales funnel by developing and nurturing relationships with plan sponsors and consultants, educating them on de-risking solutions and working with them to implement such solutions

Participate in creation and execution of entertainment plan

Sales

Partner with the DBS Structuring team to achieve DBS’ annual sales and profitability targets

Support the DBS Structuring team leading to and on quote day, by managing existing relationships with prospects, collecting information relevant to the prospect beyond price, and negotiating with plan sponsors and consultants on contract terms

Client relationship management

Lead the relationship management team that manages DBS’ ongoing relationships for PRT clients

Ensure that we are properly cultivating these relationships and creating goodwill for DBS

Work towards making servicing a differentiator for our PRT business

Support to Operations for PRT servicing

Oversee team that collaborates with operations group in their delivery of servicing activities for PRT clients

Get involved with issues resolution and continuous improvements to unlock additional value from those teams

Marketing

Collaborate with the DBS marketing team to coordinate and connect prospecting activities with marketing activities

Contribute to creation of thought leadership pieces, new presentation content, material for speaking opportunities, ads and press releases

Attend external events and participate in speaking engagements. Help distribute thought leadership pieces to prospects and consultants.

Leadership

Manage direct reports and coach them in managing their own direct reports

Interact and collaborate with an extended team of Sun Life professionals in legal, operations, other Sun Life’s business development teams, SLC Management, actuarial and product design to achieve DBS’ objectives

Attract, develop and retain a high performing team as well as create a pipeline of talent.

What do you need to succeed?

The successful candidate must meet the following requirements:

Undergraduate degree in actuarial science, mathematics or statistics or FCIA designation

10 or more years of experience working with defined benefit pension plans

Strong negotiating and influencing skills

Exceptional communication skills (written, verbal, and presentation) with the ability to explain complex ideas to non-actuaries

Strong problem solving skills

Strong project management skills with a proven commitment to quality and meeting deadlines

Excellent emotional intelligence in order to nurture and grow relationships with various stakeholders

Proven leadership abilities to build and motivate a strong, high functioning team

As this position is posted in several locations, we specify that bilingualism (French, English, both oral and written) is required for Quebec only for the frequent interactions with English and French-speaking colleagues or internal partners across Canada or worldwide.

What's in it for you?

Working together, sharing common values, and encouraging growth & achievement

Flexible Benefits from the day you join to meet the needs of you and your family.

We’re proud to be recognized as a company with a 2023 Most Trusted Executive team by Great Place to Work® Canada

Join one of our many Inclusion Networks. These voluntary, employee-led groups are dedicated to creating connection, fostering inclusivity, and building community.

Charitable giving through our You Give, We Give program lets you give back to your community – and in many cases, we’ll match your contributions.

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