Director, National Accounts

Director, National Accounts

Director, National Accounts
Americas Private Client Services
Toronto, ON



Founded in 1936, Russell Investments is a global financial services firm that serves institutional investors, financial advisers and individuals in more than 40 countries.

Through a unique combination of interlinked businesses, Russell delivers financial products, services and advice. A pioneer, Russell began its strategic pension fund consulting business in 1969 and today is trusted by many well-known worldwide institutions for investment advice. Headquartered in Seattle, Washington, USA and with offices in major financial centers worldwide, Russell has $163.4 billion in assets under management (as of June 30, 2011) in its mutual funds, retirement products, and institutional funds, and is well recognized for its depth of research and quality of manager selection.

Russell offers a comprehensive range of implementation services that help institutional clients maximize their assets. The Russell Indexes calculate over 50,000 benchmarks daily covering 65 countries and more than 10,000 securities.

The Director, National Accounts will be responsible for managing all dealer relationships for Russell's retail business. This individual will look for synergies and potential business opportunities that could further increase Russell's AUM with all dealers. Working closely with Sales, the role is also designed to increase the penetration of Russell's products with the strategic dealers identified by senior management, and to provide a high level of reporting and communication as is it pertains to managing these relationships. This individual will be the primary contact for all head office relationships, and facilitate communications between dealers and Russell ' i.e. marketing activities, product development initiatives, events and conference representation, advisor training, general messaging, and administrative/operational issues.

The responsibilities of the individual in this position include:


Sales Function:




* Develop and implement prospect strategies to penetrate current distribution relationships.

* Provide dealer level training regarding Russell's investment process and sales techniques; focus on building "deep relationships" with dealers serious about offering wealth management choices.

* Develop, coordinate and deliver product training to sales and services representatives of distribution partners.

* Help to create and deliver presentations on Russell's fund strategy in comparison to other products in marketplace.

* Communicate dealer strategies/updates to Russell Sales team in order to leverage these relationships and develop better traction with advisors.

* Help develop marketing strategies for all assigned distribution channels.

* Meet with fund analysts of assigned dealers.

Client Servicing:




* Facilitate the distribution of information from Russell to dealers and advisors in general. Work with all other departments within Russell to ensure our messaging, tools and products are valuable to our partners.

* Display an in-depth knowledge of the investments industry, mutual funds, marketing, sales strategies and techniques, and account relationship management.

* Identify needs and opportunities, and respond effectively in a timely manner; ability to develop relationships that are lasting and mutually beneficial.

* Develop an indepth knowledge of all dealers ' trading and operational platforms, dealer programs and product offerings, commission structure and management team dynamics.

* Able to provide a comprehensive summary of Russell's research, asset allocation and portfolio construction abilities to all dealers.

* Display excellent presentation skills; verbal, written, and interpersonal communication skills.

Training:




* Responsible for rolling out product with new partnerships, training schedules and marketing strategies.

* Help to manage all Russell content and agendas for rookie training sessions, due diligence trips and conferences.

* Help to manage and train the administrative/marketing resources that will be shared by National Accounts.

Other:




* Projects will include product launches, Russell conferences, dealer sponsored conferences, industry related conferences and special initiatives.

* Act as the main conduit for all dealer requests for Co-op marketing.

* Coordinate all internal events for dealers and actively participate in dealer conferences and activities which benefit Russell Canada.

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




* Bachelor's degree required in Finance, Marketing or related field.

* CSC/CFP or CFA or CIM or CIMA required.

* Minimum 5+ years of experience in the financial industry with at least 2 years of successful sales experience in the investment management marketplace.

* Experience working with investment advisors with a strong understanding of the investor and advisor behaviours.

* Any direct experience of working with dealer head office contacts extremely beneficial.

* Selling skills are necessity for this role.

* Knowledge of the advisor community is essential.

* A sophisticated knowledge of the investment management industry, mutual funds, sales strategies and techniques, and account relationship management.

* Working knowledge of Russell's business is essential.

* Excellent professional and interpersonal skills.

* Outstanding client service skills; ability to identify needs and opportunities and respond effectively in a timely manner; ability to develop relationships that are lasting and mutually beneficial.

* Effective written and oral communication skills.

* Ability to prioritize time, to work independently and to use sound business judgment in making decisions.

* Strong organizational skills with the ability to work on several projects simultaneously.

* Deadline oriented; results oriented and self motivated.

* Sales management potential.

* A desire to travel.

We offer a competitive compensation and benefit package including: medical, vision and dental coverage, profit sharing retirement plan, sabbatical leave, and tuition assistance. Most importantly, Russell offers a work environment where respect for the individual and teamwork are part of our fundamental values. Russell supports workforce diversity and we are an Equal Opportunity Employer.