5630 – Manager, Sales Support – Advisor Channel Sales, RBC Global Asset Management – Toronto, ON recruitment
Job Category: Client Associate/Sales Associate/Sales Support
Job Type: Full Time
Employment Type: Permanent
Pay Type: Salaried
Exempt/Non-Exempt: N/A
Work Hours/Week: 37.5
People Manager: No
Work Environment: Office%
Travel Required: 0
Province/State/County: Ontario (CA-ON)
City: Toronto
Address: 155 Wellington St. W
Requisition ID: 5630
Position Purpose:
The Manager, Sales Support develops, implements and leads the Sales Coordinator support as part of the Advisor Channel Sales team-based selling model. They assume responsibility for:
• Managing a team 12+ Sales Coordinators (direct reports) that provide compliance and cooperative marketing support, organization of client meetings/small events, request and fulfillment of marketing materials, budget management and administrative duties for two to three territory sales teams. The Manager is responsible for overall employee development and coaching including goal setting, career progression and succession planning.
• Develop, document and manage RBC GAM’s practices, procedures and tools to ensure compliance with industry guidelines (NI 81-105). The Manager is accountable for development, execution, tracking and monitoring of RBC GAM’s sales practice guidelines, procedures, tools budget as it relates to NI 81-105 and working with RBC GAM Compliance for oversight.
Developing and executing plans and initiatives that aligns with the overall business strategy with the underlying philosophy of continuous improvement as it relates to divisional processes and procedures.
Key Accountabilities:
1. Lead and manage the day to day operations of the Sales Coordinator team. (55%)
• Recruits and selects qualified employees.
• Manages goal setting and supports employee career development.
• Recommends, manages and coordinates training and development programs, including onboarding.
• Manages performance and employee development. Implements an effective coaching and feedback model that supports the sales team-based selling model.
• Motivates and rewards the team.
• Works closely with other Sales Leaders to establish team assignments. Prepares appropriate backup coverage model for vacations, sick days, etc.
• Cultivates and maintains a customer service environment as it relates to supporting the sales team and our Advisors.
• Ensures RBC GAM standards, processes and practices are effectively shared and established between the team members.
• Establishes and executes sales management best practices (team meetings, national calls, one to ones).
• Provides strong leadership to the team to ensure a motivational environment exists that represents RBC GAM’s core values in order to develop staff loyalty, retention, opportunities for education, advancement and development.
• Increase business unit and (non)silo efficiencies by partnering with internal and external key stakeholders in other areas such as Marketing, Procurement, Compliance, Finance and Accolade-Reaction.
• Coordinates and delegates projects and assignment of workload that may come as a result of strategic initiatives and/or projects.
• Works closely with the Manager of Inside Sales and RVPs to ensure team-based model, practices and procedures for regional based Sales Coordinators are consistent nationally for the ACS division.
• Responsible for establishing and executing team productivity and accuracy to ensure all requests (advisor and sales team) are completed within standards.
• Establishes and shares team “best practices” for processes within and amongst the teams.
• Where appropriate, establish volume, quality, turn around time and customer service standards within the team.
• Works to develop improve and align department processes. This includes designing new processes where required, or enhancing an existing process or methodology already in place and ensuring that ACS processes are aligned to leverage those process already established by other departments.
• Ensure effective processes are in place for maintaining, filing, updating and access of department documentation/manuals.
2. Oversight, development, execution, tracking and monitoring of RBC GAM’s sales practice guidelines, procedures and tools as it relates to NI 81-105. This component of the job is industry regulated. (25%)
• Applies knowledge, experience, judgment and interpretation in developing and updating RBC GAM’s sales practice guidelines to ensure RBC GAM operates within the industry rules, but maintains a strong competitive position.
• Develops and maintains appropriate resource material, training and processes to manage the approval and record management for ACS cooperative marketing practices and programs.
• Establishes and maintains a strong working relationship with RBC GAM compliance and works to keep RBC GAM’s compliance practices current to mitigate the risk of non-compliant practices as it relates to cooperative marketing.
• Establishes reporting tools to manage overall cooperative marketing budget within the ACS work area.
• On a daily basis, reviews and signs off on all cooperative marketing requests submitted by Sales Coordinators (vis a vis Advisors) to ensure accuracy and compliance with RBC GAM policies and procedures.
• Develops and implements training strategies and tools for ACS wholesalers, internal wholesalers and Sales Coordinators on the policies and procedures.
• Uses strong communication skills in providing interpretation of the policies and procedures internally (to the sales team) and externally (to Advisors as necessary).
• Work closely with business partners within RBC GAM to establish and continuously improve the cooperative marketing approval process and have tools readily available for Sales Coordinator’s to offer to Advisors.
• Develop and maintain contacts within the industry to keep abreast of competitor practices in this area.
• Responsible for providing direction/coaching to the team for the development of customized solutions and training to advisors on RBC GAM’s sales practices and standards in the industry.
• As a Subject Matter Expert, handles escalations brought forward by the team, advisors and sales representatives.
- Develop and execute an overall Sales Support business plan that supports the strategic direction of the Advisor Channel Sales division. (20%)
• Responsible for the preparation of a divisional business plan that identifies alignment to overall ACS strategy and key annual initiatives and projects to advance the support of the sales efforts. Drives the development of solutions to address existing inefficiencies.
• Lead and/or participate in projects that impact the division.
• Manage and lead the delivery of sales support initiatives and projects to gain efficiencies, engaging other stakeholders and team members in the project(s).
• Write and prepare documentation to support the projects, including presentations to the management team.
• Analyzes options, recommends solutions and implements and/or delegates where appropriate to ensure seamless implementation of solutions.
Communicates effectively and appropriately. Share sales support policies, practices with other groups.
Knowledge/Experience:
• Strong leadership skills with 3-5 years experience in the financial services industry
• Ability to motivate and develop staff in a fast-paced changing environment
• In-depth knowledge of and experience working with compliance (specifically National Instrument 81-105) policies and procedures. Strong awareness of the investment sales process as it pertains to financial advisors
• Strong judgment and interpretation of industry guidelines.
• Strong communication skills with the ability to communicate complex ideas in a manner that can be easily understood (both in written and verbal form)
• Able to make decisions under pressure (decisions that impact Advisors and RBC GAM)
• Exemplary Customer Service skills
• Ability to organize and prioritize work
• Attention to detail
• Proven problem solving skills, with an ability to be resourceful in identifying issues and solutions
• Proven leadership, project management and risk management skills on large projects in a large multi business unit environment
• Highly motivated and driven, able to work with minimal supervision
• Strong team player with a high commitment to quality work and service
• Ability to develop positive internal and external business relationships and contacts
• Proficient PC and software skills
• Strong coaching and mentoring skills
Posting end date: Tuesday, July 31, 2012
To apply to this role, please click on the link below:
https://performancemanager4.successfactors.com/sfcareer/jobreqcareer?jobId=5630company=RBCusername
Diversity:
Diversity in the workplace, one of our shared values, lies at the heart of our rewarding, open, supportive and inclusive work environment. We respect and respond to the many competing and evolving priorities in our lives so you can focus on what you can do best – put clients first.