Director, Client Relationships, Defined Benefit Solutions

Sun Life; Montreal; Hybrid; CAD 90,000 - 120,000; Full time

Job summary

A leading financial services firm in Montreal is seeking a Director of Client Relationships for their Defined Benefit Solutions team. This role involves strategic planning, market segmentation, and client relationship management in the Canadian pension risk transfer market. The ideal candidate has over 5 years of experience with pension plans, holds an undergraduate degree in actuarial science or related fields, and is bilingual in French and English. This position supports a hybrid work model and aims to achieve financial security and client satisfaction.

Benefits

Inclusive work environment

Flexible work arrangements

Mental health support

Qualifications

• 5 or more years of experience working with defined benefit pension plans.
• Bilingualism (French, English) required for interactions across Canada.
• Excellent people management skills to nurture relationships.

Responsibilities

• Support the strategic direction for DBS, including market analysis.
• Collaborate with marketing for prospecting activities.
• Partner with teams to achieve annual sales targets.

Skills

Negotiating skills

Problem-solving skills

Exceptional communication skills

Emotional intelligence

Project management skills

Education

Undergraduate degree in actuarial science, mathematics or statistics

FCIA designation

Job description

Job Description

Director, Client Relationships, Defined Benefit Solutions

Sun Life’s Defined Benefit Solutions (DBS) business develops and implements innovative de-risking solutions for defined benefit pension plans. The Director, Client Relationships supports this growing business and reports to the Assistant Vice-President, Client Relationships. The role has one direct report.

Role Summary

The Director, Client Relationships, DBS supports client-facing aspects of the business related to market segmentation, prospecting, business development, sales and client relationship management in the Canadian pension risk transfer market (PRT).

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

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. Participate in competitive analysis of other companies offering Canadian de-risking solutions.
• Market segmentation and prospecting – Support the implementation of a market segmentation strategy for Canada. Participate in prospecting initiatives to grow the PRT market in Canada and meet prospecting targets. Participate in creating and executing an entertainment plan.
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• Sales – Partner with the DBS Structuring team to help achieve DBS’ annual sales and VNB targets. Support the DBS Structuring team on annuity quotations by managing existing relationships with prospects, collecting information relevant to the prospect beyond price, and negotiating with plan sponsors and consultants on contract terms.
• Marketing – Collaborate with the DBS marketing team to coordinate and connect prospecting activities with marketing activities. Contribute to creation of thought leadership pieces, 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 – Interact and collaborate with an extended team of Sun Life professionals in legal, operations, ALM, portfolio management, investments, SLC Management, actuarial, product design and sales to achieve DBS’ objectives. Help attract, develop and retain a high performing team as well as create a pipeline of talent.

Qualifications

• 5 or more years of experience working with defined benefit pension plans
• Undergraduate degree in actuarial science, mathematics or statistics
• FCIA designation
• Strong negotiating and influencing skills
• Strong problem-solving skills and ability to navigate complex situations
• Exceptional communication skills (written, verbal, and presentation) with the ability to explain complex ideas to non-actuaries
• Excellent emotional intelligence in order to nurture and grow relationships with various stakeholders
• Bilingualism (French, English, both oral and written) is required for the frequent interactions with English and French-speaking colleagues or internal partners across Canada
• Strong project management skills with a proven commitment to quality and meeting deadlines
• Excellent people management skills in order to nurture and grow relationships with various stakeholders

What’s in it for you?

Being a member of the Sun Life family, a group of people united by our Purpose : to help Clients and Employees achieve lifetime financial security and live healthier lives.

As a hybrid organization, you and your leader use business and Client needs to choose where you work, at home or in the office.

We’re committed to creating an inclusive and respectful environment. Our goal is to make sure all our employees have the chance to live up to their full potential.

We are thrilled to be recognized by Excellence Canada with their top-level certification, the Canada Order of Excellence for Mental Health at Work , for prioritizing employee well-being, fostering a positive work culture, and achieving excellence in mental health.