Director of Business Development

We are growing our footprint in Central Canada and are seeking a second Inside Sales Manager to help lead the Central Region’s Inside Wholesaling Team through establishing team vision, job expectations and driving business outcomes from the group as a whole with a high level of engagement. In collaboration with our strategic partners that include portfolio managers, product, marketing, tax and estate planning, this individual will seek to drive sales into our mutual fund, ETF, SMA, and Liquid Alternatives platforms. The Manager of Inside Sales will report into the RVP and will be directly responsible for a team of Inside Wholesaling Professionals and Business Development Associates.
 
Position Responsibilities: 

• Providing leadership, input to the development of business strategy for the Inside Wholesale Team, including training, development, performance management, and succession planning.

• Establishing internal partnerships acting first as a key partner to the Senior Sales Management Team, the VP National Sales Manager and Head of National Accounts.

• Actively representing the Inside Sales Team in keeping with the National Sales Team’s mandate within the organization to facilitate a results-based culture. Other partnerships internally would include Client Services, Training and Development, Human Resources, Product and Marketing, Portfolio Management, Capital Markets and Strategy, and Information Technology.

• Implementing initiatives as agreed on by the Senior Sales Management Team and the VP National Sales Manager.

 
Oversee Inside Sales Structure and Team

• Coaches, mentors, and advises team to ensure results across the Inside Sales group. This includes the critical day-to-day mentoring and coaching in efforts to drive overall team results as outlined in activity, sales call efficiency and sales goal expectations of Inside Wholesaling team.

• Drives forth the vision of Inside Sales as aligned with National Sales through creation of performance expectations of Inside Wholesalers (call quality expectations, activity expectations, client coverage expectations, wholesaler partnership expectations etc.), high level management and integration of Inside Sales team to effectively support initiatives nationally and regionally.

• Conducts direct management meetings and overall, Inside Sales team meetings, driving sales campaigns, creation of training and development initiatives and greater involvement and representation on behalf of the organization with key distributors, vendors and internal groups. Responsible to represent Inside Sales at the highest level through external and inter-departmental relationships.

• Key member of the Sales Management Team and VP National Sales Manager in setting strategic direction and tactical support

• Ensures budgetary and expense restrictions are upheld as well as the creation and oversight of the annual budget

 
Strategic Development and Special Projects

• Key member of the Senior Sales Management team discussions surrounding overall strategy and efficiency of sales campaigns, setting Individual Performance Plan expectations, bonus expectations, territory coverage and client rotation, training initiatives/programs, budget management, sales conferences.

• Participates in various projects to improve the Sales Team’s results ranging from systems requirements, assignments by VP National Sales Manager, sales research initiatives and executive committees including product development/improvements, business continuity etc.

 
Bonus and Performance Discussions

• Sets bonus and compensation plan requirement objectives

• Conducts bonus and all performance discussions with Management Team

• Sets expectations for Bonus include determining activity, client coverage/territory rotation, sales expectations, and delivery of reporting requirements for Managers to effectively conduct discussions.

• Conducts appraisal discussions, Individual Development Planning meetings/discussions, quarterly and monthly one-anon-one meetings with direct Management reports are required.

 
Recruitment, Development and Retention of Talent

• Advises, builds and participates in Sales Training Initiatives, National Sales Conferences/Retreats, Regional Sales Conferences and Dealer and Trade Conference as needed.

• Key member of the team training initiatives – conducts formal and informal Team Sales Workshops/Training and Presentation Skills Training

• Maintains high degree of continued focus on team development with Senior Management team promoting internal talent considered for future promotion.

• Creates opportunities for Inside Wholesalers to showcase talent as presenters, sales professionals, and team leadership abilities to help with future team development and best prepare IWS for advancement within the organization.

• Involves in ongoing recruitment activities in collaboration with VP National Sales Manager, Human Resources, and handles the performance management of Inside Wholesalers.

Required Qualifications: 

• Strong relationship managements skills with a strategic mentality

• Interpersonal and leadership skills, with ability to negotiate and influence effectively throughout the organization

• Strong skills in change management and implementation

• Excellent Business Insight, Communication, Decision Making and Personal Effectiveness Skills

• Committed to the ongoing improvement, development and success of the team and organization, thus requiring an experienced individual with a strong understanding of Inside Sales, Leadership and Selling Skills and significant experience in the investment or insurance business.

• Proven relationship and leadership skills as well as a proven sales track record and operational efficiency.

• Proven relationship skills, organizational skills people management experience and mentoring and coaching abilities

• Senior Sales Management experience in the Canadian Investment Industry in addition to direct Sales and Management experience is a requirement for this position (~10 years).

• Sales program development, compensation plan modeling, budget management, policy and reporting expertise, systems management, training and development, recruitment and Human Resources experience

• Extensive experience in the following areas: creation and execution of Individual Development Plans, goal setting and metric measurement, performance evaluation, promotion transition and disciplinary expertise and presentation and promotional abilities

When you join our team:

• We’ll empower you to learn and grow the career you want.

• We’ll recognize and support you in a flexible environment where well-being and inclusion are more than just words.

• As part of our global team, we’ll support you in shaping the future you want to see.

#LI-WAM

The role being advertised is an existing vacancy.

About Manulife and John Hancock

Manulife Financial Corporation is a leading international financial services provider, helping people make their decisions easier and lives better. To learn more about us, visit https://www.manulife.com/en/about/our-story.html.

Manulife is an Equal Opportunity Employer

At Manulife/John Hancock, we embrace our diversity. We strive to attract, develop and retain a workforce that is as diverse as the customers we serve and to foster an inclusive work environment that embraces the strength of cultures and individuals. We are committed to fair recruitment, retention, advancement and compensation, and we administer all of our practices and programs without discrimination on the basis of race, ancestry, place of origin, colour, ethnic origin, citizenship, religion or religious beliefs, creed, sex (including pregnancy and pregnancy-related conditions), sexual orientation, genetic characteristics, veteran status, gender identity, gender expression, age, marital status, family status, disability, or any other ground protected by applicable law.

It is our priority to remove barriers to provide equal access to employment. A Human Resources representative will work with applicants who request a reasonable accommodation during the application process. All information shared during the accommodation request process will be stored and used in a manner that is consistent with applicable laws and Manulife/John Hancock policies. To request a reasonable accommodation in the application process, contact [email protected].

Salary & Benefits

Employees also have the opportunity to participate in incentive programs and earn incentive compensation tied to business and individual performance. The actual salary will vary depending on local market conditions, geography and relevant job-related factors such as knowledge, skills, qualifications, experience, and education/training. If you are applying for this role outside of the primary location, please contact [email protected] for the salary range for your location.

Manulife offers eligible employees a wide array of customizable benefits, including health, dental, mental health, vision, short- and long-term disability, life and AD&D insurance coverage, adoption/surrogacy and wellness benefits, and employee/family assistance plans. We also offer eligible employees various retirement savings plans (including pension and a global share ownership plan with employer matching contributions) and financial education and counseling resources. Our generous paid time off program in Canada includes holidays, vacation, personal, and sick days, and we offer the full range of statutory leaves of absence. If you are applying for this role in the U.S., please contact [email protected] for more information about U.S.-specific paid time off provisions.

We use data and analytics technologies, such as artificial intelligence (AI), and automated processing tools, to analyze and process the information you provide to us or third parties in the application process. For more information, please refer to our personal information collection statement.