Vice President, Institutional Sales, Client Relationship Manager

Nicola Wealth; Toronto; Hybrid; CAD 180,000 - 260,000; Full time

Job summary

Nicola Wealth is seeking a high-caliber Vice President, Institutional Sales and Client Relationship Manager to drive growth within the Canadian institutional market. The role requires leadership in sales strategy, client engagement, and cross-functional collaboration with investment teams to deliver tailored portfolios.

The position is based in Toronto with a hybrid work arrangement, reporting to the President, Institutional.

Qualifications

• Bachelor’s degree in business, finance, economics or related field required.
• CFA or CIM certification; MBA considered an asset; provincial securities license required.

Responsibilities

• Lead institutional growth strategy and client acquisition across Canada.
• Build and manage a robust sales pipeline; secure new clients and opportunities.
• Collaborate with investment teams to develop tailored institutional portfolios.
• Maintain exceptional client service with regular reviews and performance updates.

Skills

Sales leadership

Institutional sales

Relationship management

Strategic planning

Pipeline development

Negotiation

Communication

Education

Bachelor's degree in business/finance

MBA or CFA/CIM asset

Tools

Salesforce CRM

Job description

About Nicola Wealth:

We have a lot to be proud of at Nicola Wealth. Our sophisticated financial planning, our diversified private investment funds and their exceptional performance, our 98% client retention rate and our award-winning culture, combine to position us as a national leader in wealth management. Recognized as a Best Managed Company and one of Canada’s Top Employers, we are dedicated to upholding our firm’s values through this phase of significant growth.

By bringing together smart, dedicated and supportive colleagues from diverse backgrounds, we deliver extraordinary client service in a values-driven work environment. The collaboration, creativity and entrepreneurial spirit we were founded on provides the opportunity for you to make a real impact and build a rewarding career. We are passionate about our business, our culture and investing deeply in your growth and development to build for the future. If you have this same drive, then let’s talk!

In 2022 we launched Nicola Institutional, which as of Dec 2025 manages $2.5 billion in assets. This division connects our exceptional asset management offering to the institutional market. Our capabilities extend beyond traditional stocks and bonds, encompassing a range of private investments that include real estate, private equity, infrastructure, and commercial mortgages.

We are seeking an exceptional team member to join the Nicola Institutional division and contribute to its continued growth. This role offers a unique opportunity to be part of a dynamic, highly effective team, driving operational support and enhancing team effectiveness. Reporting to the President, Institutional, you will focus on executing day-to-day internal operations and administration, ensuring optimal client experience and effectiveness.

Join us at Nicola Institutional and be part of a team that is shaping the future of investment management.

Purpose of the Role:

Reporting to the President of Institutional, the Vice President, Institutional Sales and Client Relationship Manager will drive business development, sales operations, client relationship management and services. The Vice President is accountable for executing tactical business development plans to expand and strengthen Nicola’s presence in the Canadian Institutional marketplace, maintaining existing relationships, securing new clients and realizing ambitious growth and AUM goals.

This position is located in our Toronto office and is a hybrid of work from home and an in-office environment.

Core Responsibilities:

• Executes Nicola’s growth strategy through formulation of a strategic business development framework, distinct institutional-focused models and tactics to secure client profiles within geographical areas. Ensures comprehensive plans raise brand awareness, inform and educate, and increase recognition of Nicola’s institutional expertise and capabilities.
• Applies well-defined prospect engagement and executes plans and processes to acquire new institutional relationships with aligned entities. Manages opportunistic connections, relationships and new business through client referrals, centers of influence, networking, conferences, RFPs and other activities.
• Establishes a robust pipeline of opportunities, and applies effective management, careful tracking and measurement of business development and prospect/client engagement activities using Salesforce CRM, and other tools and resources. Ensures timely and accurate reporting of engagement and activities, performance and metrics. Continually works to improve tracking, reporting, sales operations, processes and procedures.
• Develops parallel business development and engagement strategies for existing clients, deepening relationships and identifying new opportunities through high-quality, relevant and tailored touchpoints. Delivers an exceptional standard of care and service, and provides full account coverage through scheduled reviews, ensuring fulfilment of the client’s investment objectives, while aligning with Nicola Institutional’s investment approach and philosophy.
• Leads with a high level of professionalism— creating and delivering compelling pitches, ensuring prompt follow-up and responses to queries, and timely negotiation and deal closure. Works alongside investment teams (Private Capital, Public Assets and Real Estate) to develop customized investment portfolios with targeted solutions that are carefully designed for sophisticated institutional clients. Ensures compliance, and adherence to regulations.
• Maintains knowledge proficiency of Nicola’s strategies and product suite, together with an in-depth understanding of clients, their portfolios, asset allocation strategies and their changing needs and circumstances. Ensures an acute level of market awareness of any changes and trends within the institutional asset management sector and within the financial services industry. Continually adjusts strategies, plans and tactics accordingly.
• Establishes collaborative internal partnerships with portfolio managers, other stakeholders and SMEs to create impactful marketing, presentations, pitches and collateral materials. Maintains and instills best practices via playbooks and dashboards, ensuring consistency across materials.
• Represents Nicola Institutional in the marketplace, attends and/or participates in industry conferences, client events and other external functions— communicating and underscoring Nicola Institutional’s successes, performance and institutional leadership in the marketplace.

Required Skills & Qualifications:

• A bachelor’s in a business, finance, economics or related field is required; a graduate degree (such as an MBA) is considered an asset. CFA or CIM is required, along with registration in an advising role with a provincial securities commission.
• At least 10 years of progressive experience in business development and institutional asset management, along with execution of sales plans, development of a sales pipeline, and a demonstrated track record of sales success.
• Strategic execution; capable of driving and delivering business development to successfully win new AUM. Significant experience within specific client profiles including foundations, endowments, trusts, pensions, families and family offices, and other aligned institutions. An acute understanding of the Canadian financial landscape, multi-asset and complex strategies, products, funds and investment platforms
• An analytical and proactive professional with strong financial acumen, technical expertise and operational excellence. Applies well-developed business development/sales, networking, client and account management skills while seeking continuous improvement in approaches, tools, systems, technology, processes and disciplines that ensure consistency, accuracy and scalability.
• An entrepreneurial mind-set, highly motivated, and thrives in a start-up-like environment. An intuitive leader and astute problem-solver with a consultative approach, high IQ/EQ—capable of driving growth and profitable outcomes—while building brand and product awareness in the marketplace.
• A results-oriented and relationship-driven individual with a deep understanding of how to deliver an impeccable level of client service and outstanding outcomes. Generates credibility and trust in relationships with a track record of establishing rapport and building deep relationships with internal and external stakeholders.
• Exceptional interpersonal and communication skills—transparent, honest and articulate, an acute listener, and an engaging speaker and presenter, influencer and negotiator. Respected subject matter expert, with a demonstrated capability to have technical, well-informed discussions with clients, stakeholders, and decision makers.
• Possesses integrity and upholds the highest ethical standards and consistently embodies the firm’s values.
• French language skills are considered an asset.

Compensation & Benefits Package:

At Nicola Institutional, our people grow our business, delight our clients, and live our values every day. Our comprehensive compensation and benefits package reflects our appreciation for this commitment. To learn more about our complete package, visit: www.nicolawealth.com/total-rewards

This role is a current vacancy within Nicola Institutional.

We are an inclusive, equal opportunity employer.

It is our priority to remove barriers to provide equal access to employment. Should you require reasonable accommodation during the recruitment process please contact us at [e-mail] and we will work with you to meet your needs. All information shared during the accommodation request process will be stored and used in a manner that is consistent with applicable laws and Nicola Wealth policies.

Thank you for your interest in a career with Nicola Wealth!