Territory Sales Coordinators provide administrative and sales support for 2 or 3 Territory Wealth Management Sales Teams.
As the third member of a wholesaling team that consists of a District Vice President and Business Development Manager (Internal Wholesaler), you will assist your teams in achieving a sales target.
To do this, you will be required to develop a thorough understanding of the sales needs of each of your territories, participate in business development, and work directly with Advisors to fulfill requests.
The Territory Sales Coordinator is an individual who demonstrates effective communication, organization and collaboration.
They take initiative, problem solve and are results and team orientated. The position requires occasional travel for training, meetings, and execution of territory events.
Key Accountabilities :
Compliance & Cooperative Marketing Support 35%
Collaborate with Advisors, Manager and Compliance to administer dealer support requests, taking ownership of the cooperative marketing process from start to finish.
For mutual fund requests, ensure compliance with National Instrument 81-105 Mutual Fund Sales Practice Rules by following Manulife Mutual Funds’ policies and procedures
For non-mutual fund requests, ensure compliance with Manulife Investments’ Internal Sales Practice Guidelines
Provide interpretation, guidance, education, and clarification of rules, regulations, and Manulife policies to Wholesaling Team (District Vice President and Business Development Manager) and Advisors.
Communicate appropriate issues in a timely manner to Manager for resolution
Territory Budget Management 20%
Process, track, and maintain all territory expenses (e.g. cooperative marketing, travel & entertainment, Manulife Store promotional activities, etc.)
Prepare and submit expense reports on behalf of District Vice Presidents via Manulife’s Expense Management System (Concur).
Process invoices and prepare cheque requisitions
Provide alternatives / suggestions to create spending efficiencies and savings
Complete a variety of office administrative duties for each territory, such as booking travel arrangements and ordering business cards, event tickets, and recognition / promotional items.
Marketing & Sales Reporting Support 15%
Coordinate and monitor prompt distribution of Advisor marketing material requests
Act as your team’s reporting specialist. Run daily, weekly, monthly and adhoc reports from SalesForce.com for territory sales analysis
Participate in the development, monitoring, and execution of the Territory Business Plan
Act as a conduit to all sales and marketing activities to ensure maximum impact in the sales territory by championing service issues, preparing District Vice Presidents for meetings and presentations (e.
g. running asset reports), and coordinating advisor recognition
Assist Wholesaling teams by scheduling and confirming branch presentation when necessary and booking Advisor meetings.
Build relationships and collaborate with key partners across the organization to facilitate Sales Team and Advisor requests (i.
e. Compliance, Client Services, Marketing, Events, Product, etc.)
Maintain current Advisor records in SalesForce.com (i.e. maintain expenses, marketing materials, recognition records, etc.)
Respond to basic inquiries from Advisors
Utilize and Leverage Technology 15%
Understand and become proficient in the functionality and features of the ExactTarget mass email application and SalesForce.com.
Utilize ExactTarget to manage email distribution lists, run tracking report to analyze recipient open and click rate and organize and execute e-marketing campaigns on behalf of territories.
Adhere to Canada Anti-Spam Legislation (CASL) when sending e-marketing campaigns (e-blasts).
Collaborate with Digital Marketing and Sales Technology team to facilitate e-marketing campaigns and create templates.
Manage Wholesaling team’s weekly distributions lists and e-marketing campaign strategy.
Utilize Excel to produce reports for sales analysis (Pivot Tables, V Look Ups, Marcos)
Leverage technology to create efficiencies within your territory and overall sales team.
Advisor Meetings / Small Events 10%
Assist your Wholesaling teams in strengthening relationships with Advisors through planning and organizing educational and business promotional events / activities, including branch meetings, portfolio manager trips and conference calls.
Tasks may include : organizing catering, making reservations, creating and distributing invitations, preparing and sending out marketing materials and promotional items, and applying for Continuing Education (CE) credits
Assist the Management and Events Team with national and regional events and initiatives.
Coordinate and prepare weekly team meeting with each territory team
Process and coordinator team’s Portfolio Manager Access Requests and Briefing Documents in an accurate and efficient manner.
On-site execution of territory and national events (may include occasional weekends and overnight stays)You will be expected to present a professional image while negotiating the demands of on-site events which include long hours, tight time frames, multiple tasks, and responsibility for many deliverables
Product Knowledge 5%
Demonstrates a beginner level of knowledge in mutual funds, segregated funds and capital markets.
Understands the advisory channels : IIROC, MFDA and MGA.
Assist Wholesaling team with producing illustrations, product proposals and fund comparisons.
Job Requirements (Education, Experience, Knowledge, Skills and Competencies) :
Post-secondary education is required.
Canadian Securities Course (CSC) or IFIC course is considered an asset
Strong interpersonal, communication and relationship management skills
Strong PC skills with experience using Microsoft Office, especially Word and Excel; ability to learn new technologies quickly
Familiar with Customer Relationship Management tools and Mass Email Applications.
Experience in Mutual Fund business or brokerage / financial planning industry is an asset
Ability to balance multiple priorities while maintaining a high degree of accuracy and attention to detail
Flexible and adaptable when dealing with change, including changing priorities and tight deadlines
Strong problem solving skills and analytical skills; ability to investigate problems without supervision
Fast learner and self-starter, who takes initiative and thrives in a fast-paced work environment
Demonstrate tact and professionalism and maintain confidentiality
Bilingualism required for positions based in Montreal (English / French)
Scope (Dimensions & Organizational Impact) :
Works closely with District Vice President and Business Development Manager (Internal Wholesaler) to build and maintain Advisor relationships
Supports District Vice President in all activities to reach sales targets and business plan goals; assists in tracking progress against business plan
Works to ensure territory events are compliant with National Instrument - NI 81-105
Works with Advisors to ensure their co-operative marketing support requests are compliant with NI 81-105, as well as Manulife guidelines and policies
Implements and executes existing and new / enhanced sales practices guidelines, business processes, and procedures