Head of National Accounts & Institutional Sales

Vanguard; Toronto; Hybrid; CAD 180,000 - 240,000; Full time

Job summary

Vanguard Canada seeks a transformative Head of National Accounts & Institutional Sales to lead all B2B distribution strategies in Canada. The role focuses on growth, retention, and market share with intermediary and institutional retirement clients.

You will drive strategic plans, present investment solutions, and build senior-level relationships across provinces while shaping the Canadian sales organization and culture.

Qualifications

• 8 to 10 years financial services experience with at least 5 years in a senior level client or prospect relationship role.
• Ability to think and perform strategically, bringing innovative solutions to complex client or prospect situations.
• Ability to develop strong working relationships with executive management in the prospect organization and Vanguard.
• Extensive knowledge of industry investment offerings.
• Strong knowledge of the competitive environment.
• Excellent executive presence, poise, and presentation skills.
• Excellent verbal and written communication skills.
• Strong leadership and personnel development skills.

Responsibilities

• Lead staff; hire, evaluate, and counsel crew, set performance standards and wage recommendations.
• Achieve sales and retention goals through executive-level sales activities.
• Develop strategic sales plans to increase assets under management in Canada.
• Present Vanguard investments and services to prospects, clients, and industry groups.
• Build relationships with senior management of prospects and clients.
• Raise awareness through targeted prospecting activities.
• Implement long-term relationship growth strategies for key prospects.
• Support sales team and participate in corporate initiatives and projects.

Skills

Leadership

Strategic thinking

Relationship building

Executive presence

Communication

Staff development

Market knowledge

Education

Master’s degree

CFA

Job description

Head of National Accounts & Institutional Sales, Vanguard Canada

Location: Toronto, Canada

Time Type: Full time

Job Description

Head of National Accounts & Institutional Sales

Vanguard, a global leader in investment management, is seeking an accomplished and transformative Head of National Accounts & Institutional Sales for Vanguard Canada to develop and lead all B2B distribution strategies and activities in Canada. This is an outstanding opportunity for a proven sales leader to drive retention, sales growth, and market share in Canada's investment landscape, focusing on intermediary investment and institutional retirement clients. As a key member of our Canadian leadership team, you will play a crucial role in further enhancing Vanguard's reputation for delivering exceptional value, unparalleled client service, and innovative investment solutions.

What it takes

• Leads staff. Provides guidance, training, and motivation as necessary to develop staff. Hires, evaluates, and counsels crew. Follows corporate disciplinary procedures per established Vanguard standards as required. Sets performance standards, reviews performance, provides feedback, and recommends wage increases in accordance with all applicable Human Resources and country policies and procedures.
• Achieves established sales and retention goals through personal direction of all executive and staff level activities of the sales process.
• Develops a strategic sales plan to increase assets under management, efficiently identify quality new business relationships and leverage Vanguard capabilities for maximum success within the target markets and segments of Canada (e.g., retail analyst, industry head offices, key retail gate keepers, DC business, key consultants, and record keepers).
• Effectively presents Vanguard's investments and services to prospects, clients, and industry organizations through written, verbal, and electronic media.
• Develops strong relationships with senior and executive management of prospect and client organizations.
• Raises awareness of Vanguard's investments and services through targeted prospecting activities.
• Implements long term relationship growth strategies for key territory prospects.
• Uses expertise of market and competitive environments to help position Vanguard's services appropriately.
• Provides support to other members of the Sales team and guidance to the support staff to achieve highest levels of performance.
• Supports corporate initiatives and actively participate in programs as appropriate. Participates in special projects and performs other duties as assigned.

Special Factors

• Existing relationships across provinces is a plus.
• Current Dealing Representative designation in all provinces preferred. Otherwise, must be attained within first year.
• Master’s degree and/or Chartered Financial Analyst (CFA), preferred

Qualifications

• 8 to 10 years financial services experience with at least 5 years in a senior level client or prospect relationship role.
• Ability to think and perform strategically, bringing innovative solutions to complex client or prospect situations.
• Ability to successfully develop strong working relationships with executive management in the prospect organization and internally within Vanguard.
• Extensive knowledge of industry investment offerings.
• Strong knowledge of the competitive environment.
• Excellent executive presence, poise, and presentation skills.
• Excellent verbal and written communication skills.
• Strong leadership and personnel development skills.

How We Work

Vanguard has implemented a hybrid working model for the majority of our crew members, designed to capture the benefits of enhanced flexibility while enabling in-person learning, collaboration, and connection. We believe our mission-driven and highly collaborative culture is a critical enabler to support long-term client outcomes and enrich the employee experience.