Associate Regional Director (Institutional Sales)

Partner with Institutional Regional Director(s) with a focus on building OCIO, investment management and implementation services relationships with corporate, public pension plans and non-profits. Support all aspects of the sales process, creating leverage and bandwidth to increase Russell Investments’ presence in the market and productivity. This role contributes to lead generation, prospect research, responds to daily requests and supports regular client reporting processes, develops prospect pitches and assists on special projects as well as respond to Requests for Proposals (RFPs).

Work closely with Regional Director(s) and other Russell Investments teams to ensure a unified and highly targeted approach to prospecting new business, and help achieve sales objectives. Upon demonstrating excellent sales acumen and investment/industry knowledge, the Regional Associate Director will take on an increasingly meaningful role in business development efforts within the assigned territory.

The responsibilities of the individual in this position include:

Support Business Development 50%:

Support sales efforts by:

• Partnering with Regional Director(s) to develop and execute territory plans and sales strategies to achieve sales goals.
• Effectively engaging and developing relationships through in-person, phone, email, and virtual outreach.
• Furthering the relationship between the firm and key prospects, providing regular information and follow-up activity to identify where sales opportunities may be uncovered and progressed.
• Identifying, researching and prospecting sales leads. Consider viability of prospects and identify best investment solutions for their needs.
• Maintaining CRM database with accurate and up-to-date activity, sales pipeline, and prospect information for all Canadian market segments.
• Preparing for initial contact, follow-up, and finals meetings with prospects.
• Developing presentations for prospect audiences, writing and reviewing strategic RFP responses.
• Providing input for the development of business strategy, marketing materials, and market positioning.
• Supporting consultant relations initiatives and requests for information from consultants.
• Tailoring sales materials to prospect-specific circumstances and ensuring all key sales messages are included.
• Providing ad-hoc support on key sales initiatives.

Client Servicing 25%:

Support client relationships by:

• Working with sales and onboarding teams to project manage new client onboarding.
• Coordinating with internal teams to ensure timely and accurate delivery of large-market client reports and compliance certificates.
• Ensuring proper AML and KYC are completed for each client and appropriate updates are made on a timely basis.
• Reviewing Investment Management Agreements and Transition Management Agreements.
• Working closely with compliance and legal teams on client contracting and regulatory reporting to ensure administration is in accordance with governing documents.
   

Responsibility for RFP Production / Responses 25%:

Key objectives include:

• Managing the RFP response process, serving as project manager and lead writer for all to all mid-market and large market RFPs as required.
• Tailoring responses to prospect-specific circumstances, and ensuring all key sales messages are included.
• Ensuring all responses directly address the questions asked while maintaining a high level of quality under tight timelines.
• Enhancing responses to effectively communicate Russell Investments’ value proposition and differentiators
• Working with compliance to obtain required approval for RFPs and submit to prospective clients.

Support & Collaborate with Marketing: On-going

Collaborate with Marketing on brand building and lead generation activities such as:

• Providing CRM lists for communication distribution, email campaigns, and event or newsletter invitations to prospects.
• Researching attendee lists to identify key targets for the Regional Director(s).
• Recording conference contacts and meetings in CRM following events.
• Leading post-conference follow-up and prospecting activities with identified leads and prospects.
• Assisting in coordinating and selecting conferences for team participation.
• Partnering with marketing on new sales and marketing initiatives and firmwide events.

The successful candidate will have extensive demonstrable skills and experiences including the following:

• Undergraduate degree in Finance, Economics or related field.
• 3-5 years of institutional sales experience with demonstrated knowledge of financial markets, investment industry and investment products.
• Canadian Securities Course preferred (within 6 months of being in the role).
• CFA, CIM, or other industry designation are desirable.
• Bilingual proficiency in English and French considered an asset.
• Strong oral, written and presentation skills, with the ability to communicate effectively and build strong relationships.
• Experience contributing to and editing RFP responses, as well as responding to client and consultant inquiries for firm and fund information.
• Proven ability to manage high volumes of work under tight deadlines while maintaining exceptional quality and attention to detail.
• Highly motivated with strong initiative, a collaborative mindset, and a solid work ethic.
• Demonstrated ability to operate independently, manage projects, and drive both short- and long-term objectives.
• Strong organizational and problem-solving skills, with the ability to research issues and propose practical solutions.
• Passion for improving systems, processes, and team efficiency.
• Proficiency in Microsoft Office; experience with Microsoft CRM and the ability to learn Russell Investments’ internal applications preferred.