AVP, Client Relationships, Defined Benefit Solutions

You are as unique as your background, experience and point of view. Here, you’ll be encouraged, empowered and challenged to be your best self. You'll work with dynamic colleagues - experts in their fields - who are eager to share their knowledge with you. Your leaders will inspire and help you reach your potential and soar to new heights. Every day, you'll have new and exciting opportunities to make life brighter for our Clients - who are at the heart of everything we do. Discover how you can make a difference in the lives of individuals, families and communities around the world.

Job Description:

About the Role

Sun Life’s Defined Benefit Solutions (DBS) business develops and implements innovative de-risking solutions for defined benefit pension plans. DBS is the market leader in the Canadian pension risk transfer (PRT) market with a strong commitment to Sun Life’s broader purpose of helping our clients achieve lifetime financial security and live healthier lives. DBS is part of Sun Life Asset Management, a global leader with broad investment expertise across equities, fixed income, private credit, real estate and infrastructure serving more than 3,800 institutional clients in over 30 countries.

The AVP, Client Relationships supports the growing business of DBS and reports to the Vice President, Client Relationships & Innovation, DBS. The AVP, Client Relationships is part of the DBS leadership team and is responsible for leading a unique team through the client-facing aspects of the business related to market segmentation, prospecting, business development and sales.

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

What you'll be doing

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

• Stay on top of industry trends and competitive landscape to maintain our position as market leaders

Market segmentation and prospecting

• Create and oversee the implementation of a market segmentation strategy for Canada, including exploring untapped markets

• 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

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

• 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

Marketing

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

• Act as the subject matter expert for the creation of thought leadership pieces, new presentation content, material for speaking opportunities 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

• Collaborate with an extended team of Sun Life professionals, including other Sun Life’s business development teams, to achieve DBS’ objectives

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

• Foster a culture of collaboration and inclusion

Innovation

• Support the DBS culture of innovation by framing the unique challenges plan sponsors experience and collaborate in finding solutions

• Foster a culture of continuous improvement on the team by disrupting the status quo and improving processes

• Execute improvements relating to new technology that would help streamline sales processes

What you'll need to succeed

• 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 to nurture and grow relationships with various stakeholders

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

• Fluency in French is an asset

• As this position is posted in several locations, we specify that bilingualism (French, English, both oral and written) is required for Quebec only as the position includes managing both French and English-speaking staff (Quebec and outside Quebec) and providing daily support to the team.

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.

• In 2024, Sun Life ranked among the top 100 most sustainable global corporations by Corporate Knights for the 15th consecutive year, leading Canadian insurers.

• We are proud to be on the 2024 Best Workplaces in Canada list by Great Place to Work.

• We’re also listed as one of the Best Workplaces for Women and Best Workplaces with Most Trusted Executive Teams.

• Our unique Sabbatical Program gives you the opportunity to take up to 6 weeks off, every five years.

• Care Days available for self-care or care of others (i.e., family or others you may support) and Sick Days to support your well-being.

The Base Pay range is for the primary location for which the job is posted. It may vary depending on the work location of the successful candidate or other factors. In addition to Base Pay, eligible Sun Life employees participate in various incentive plans, payment under which is discretionary and subject to individual and company performance. Certain sales focused roles have sales incentive plans based on individual or group sales results.  

Diversity and inclusion have always been at the core of our values at Sun Life. A diverse workforce with wide perspectives and creative ideas benefits our Clients, the communities where we operate and all of us as colleagues. We welcome applications from qualified individuals from all backgrounds.

Persons with disabilities who need accommodation in the application process, or those needing job postings in an alternative format, may e-mail a request to [email protected].

We are proud to be a hybrid organization that offers our employees the choice and flexibility to work from both the office and virtually based on the needs of the business, our Clients and you! Several work options are available and can be discussed throughout the selection process depending on the role requirements and individual needs.

We may use artificial intelligence to support candidate sourcing, screening, interview scheduling.

We thank all applicants for showing an interest in this position. Only those selected for an interview will be contacted.

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