Director, Business Development (4643)

Job Posting

Director, Business Development
Organization:  Canadian Western Trust
Province:  Alberta
Location:  Vancouver
 
 
Description:

The objective of this position is to grow and retain clients through face to face meetings or other channels and to increase client satisfaction by determining client needs, expectations and issues. The goal is to be visible and accessible to the client (expand centre of influence) while cultivating the relationship and increasing client satisfaction with products and services and bringing in new fee revenue. This position entails building trust, confidence and goodwill with the client.

 

Responsibilities

  • Responsible for new fee revenue growth
  • Responsible for creating a business plan
  • Acquire new pension consultant relationships across Canada and strengthen existing relationships to drive more proposal opportunities
  • Network with pension consultants to identify our gaps and lost opportunities at the same time strengthen our brand identity and value proposition
  • Track and increase year over year proposal opportunities
  • Establish and maintain relationships with assigned strategic and large- and mid-market clients/partners
  • Analyse client/partner issues to determine a workable solution and consult with CGS Management to revise procedures
  • Responsible for calculating client profitability and implementing initiatives to enhance profitability
  • Work within the assigned budget
  • Contribute to the growth and profitability of the CWB Trust Services Group by identifying and acquiring new customers and deepening relationships through the sale of additional Group products and services
  • Look for referrals to our CWB bank partners at every opportunity
  • Work with relationship management and operation teams to ensure that client needs and expectations are fulfilled and strive for a seamless client onboarding experience
  • Assist with the Development of an annual client/partner satisfaction survey
  • Assist CWB Trust Services Group with reviewing client/partner satisfaction results and implementing a course of action to improve ratings, as applicable
  • Organize and manage the on-boarding of new clients/partners or any significant changes with existing clients / partners
  • Advise CWB Trust Services Group clients of legislative changes which impact registered plans
  • Attend regularly scheduled client/partner conference calls
  • Prepare call reports after each client/partner call, documenting discussion and issues
  • Provide client /partner feedback to CWB Trust Services Group on service and other issues
  • Build strong relationships within CWB Trust Services Group to ensure that the team understands the client/partner needs, expectations and issues and that acceptable solutions are implemented properly
  • Attend bi-weekly sales meetings
  • Provide feedback around the development of new custody products and marketing material
  • Improve our knowledge and understanding of our customers and their needs through established discovery processes, multiple forms of interaction and internal feedback supported by a strong understanding of the business lines and competitors
  • Build, maintain and strengthen external networks and relationships
  • Develop and/or recommend tactical and operations plans within sales
  • Work with the Sales and Marketing team to assist in department growth
  • Inspire trust by being open, honest and direct in communication, meeting commitments and behaving ethically in all dealings
  • Treat all stakeholders with professionalism, dignity and respect and support an environment where people can contribute and excel
  • Demonstrate strong interpersonal skills that contribute to working effectively in a diverse working environment
  • Accept responsibility and accountability for actions and results
  • Make decisions guided by common sense and sound business judgement
  • Prepare and regularly review annual goals and career development plan with manager/supervisor
  • Promote cooperation and commitment within the CWB Trust Services Group towards the attainment of common goals enabling productive group interactions
Requirements:

Education

  • Degree in related field

Experience/Aptitude

  • 4-6 years of sales, banking/trust and relationship management experience required
  • Strong working knowledge in all aspects of the trust services industry
  • Excellent time management and organizational skills
  • Excellent phone skills
  • Excellent follow-up skills
  • Proven ability to be part of and lead a high performance team
  • Strong judgment and excellent decision making skills
  • Excellent interpersonal, communication and relationship management skills
  • Proven leadership skills
  • Must demonstrate integrity and honesty in their dealings with both internal and external parties at all times
  • Excellent knowledge of Microsoft Office
  • Excellent knowledge of Customer Relationship Management software
  • Excellent networking skills
  • Valid driver’s license
  • Must be willing to travel to Toronto and attend industry events across Canada