Mercer is looking for an experienced Institutional Investment OCIO Business Development Specialist to drive the growth of the Outsourced Chief Investment Officer (OCIO) business for Canada East (Ottawa, Quebec, & Atlantic provinces). This position leads sales activities and personally covers a significant territory with existing Mercer offices, each with established client relationships.
The Institutional Investment OCIO Business Development Specialist will lead new business activities across the East region with existing and prospective clients. The primary responsibility is to accumulate assets under management, seek opportunities and grow the sales pipeline. In addition to Defined Benefits Pension funds, an emphasis is to develop new types of institutional investors, including Endowments & Foundations, Insurance Reserve, Family Offices, Taxable Funds, etc.
This position is based in Montreal.
Job Duties and Responsibilities
Achieve personal annual sales goal. This involves identifying, qualifying and cultivating prospects through meetings with Mercer senior consultants, building relationships with decision-makers at target companies, preparing proposals, preparing and making presentations to Finance and HR Executives and Pension/Investment Committees, negotiating with leaders of other Lines of Business (LOB) on pursuit strategy and pricing.
Track and communicate sales efforts in Mercer Force (Mercer's CRM).
Work with other LOB colleagues and drive solutions that generally benefit all involved to accomplish organizational revenue growth objectives.
Contribute to team culture through, in part, consistent and frequent communication: sharing information proactively, assisting others, applauding peer accomplishments.
When needed, support the Client Service Team in providing service support to Investment Management clients.
Work closely with the Leader of our Canada OCIO business to provide input from a sales/marketing perspective.
Contribute as an invaluable resource with distinguished credibility and an expansive professional history and network.
Work with the Bid Response team to continuously improve RFP response templates and finalist meeting presentations
Bachelor’s Degree required; CFA and/or MBA preferred
AMF Licenses: Advising Representative-Portfolio Manager and Dealing Representative (Exempt Market Dealer)
5+ years' experience in a strategic advisory investment consulting or institutional sales.
Knowledge and Skills
Excellent verbal and written communication skills in French & English.
A track record of self-driven success within the Canadian investment management market is needed, together with a consultative, team oriented and solutions-driven approach to sales.
Experience with Manager of Manager investment platform and competitive positioning understanding highly relevant.
Exceptional presentation skills and the ability to close deals.
Experience with defined benefit funding principles extremely relevant.
Demonstrated ability to work independently and lever resources and relationships within a large multi-business organization.
Strong knowledge and network of alternative investments, including private placements.
Ability to sell more alternative investments within current and prospective clients.
Mercer delivers advice and technology-driven solutions that help organizations meet the health, wealth and career needs of a changing workforce. Mercer’s more than 25,000 employees are based in 44 countries and the firm operates in over 130 countries. Mercer is a business of Marsh & McLennan Companies (NYSE: MMC), the world’s leading professional services firm in the areas of risk, strategy and people with 76,000 colleagues and annualized revenue approaching $17 billion. Through its market-leading businesses including Marsh, Guy Carpenter and Oliver Wyman, Marsh & McLennan helps clients navigate an increasingly dynamic and complex environment.
Marsh & McLennan Companies offers competitive salaries and comprehensive benefits. For more information about our company, please visit us at: http://www.mmc.com/. We embrace a culture that celebrates and promotes the many backgrounds, heritages and perspectives of our colleagues and clients. For more information, please visit us at: www.mmc.com/diversity.