Inside Sales Manager

This role leads the strategy and execution of the National Inside Sales Strategy through establishing team vision, delivering and coaching towards a national sales process, refining the inside sales expectations, and driving business outcomes with a high level of engagement. The Inside Sales Manager, Central Region will be directly responsible for the Central Region Business Development Managers (Inside Sales) and Business Development Associates in the Toronto office with oversight of the Eastern and Western Regions who will be supported by a Manager of Inside Sales in their respective offices (Montreal and Vancouver).

In collaboration with our strategic partners that include portfolio managers, product, marketing, training and development, and tax and estate planning, this individual will seek to drive sales into our mutual fund, ETF, SMA, and Liquid Alternatives platforms. The Director of Inside Sales will report into the RVP Central Region and will be directly responsible for a team of approximately ten Business Development Managers (Inside Sales), in addition to four Business Development Associates.

Position Responsibilities :

Providing leadership, input to the development of business strategy for the Inside Wholesale Team, including training, development, performance management and succession planning.

Establishing internal partnerships acting first as a key partner to the Senior Sales Management Team, the VP National Sales Manager and Head of National Accounts.

Actively representing the Inside Sales Team in keeping with the National Sales Team’s mandate within the organization in order to facilitate a results based culture. Other partnerships internally would include Client Services, Training and Development, Human Resources, Product and Marketing, Portfolio Management, Capital Markets and Strategy, and Information Technology.

Implementing initiatives as agreed on by the Senior Sales Management Team and the VP National Sales Manager.

The role (Internal Wholesalers) encompasses prospecting for new clients, rekindling relationships with advisors who have stopped supporting Manulife, building relationships with clients who have just begun to do business, assisting External Wholesalers with covering the top clients in the region, and inviting clients and prospects to Manulife events. The department plays an integral role in the future growth of Manulife Sales due to their primary responsibility of increasing the number of advisors selling our products.

Oversee Inside Sales Structure and Team

Coaches, mentors, and directs team of Inside Sales to ensure results across the Inside Sales group. This includes the critical day-to-day mentoring and coaching in efforts to drive overall team results as outlined in activity, sales call effectiveness and sales goal expectations of Inside Wholesaling team.

Drives forth the vision of Inside Sales as aligned with National Sales through creation of performance expectations of Inside Wholesalers (call quality expectations, activity expectations, client coverage expectations, wholesaler partnership expectations etc.), high level management and integration of Inside Sales team to effectively support initiatives nationally and regionally.

Conducts direct management meetings and overall Inside Sales (all hands) team meetings, driving sales campaigns, creation of training and development initiatives and greater involvement and representation on behalf of the organization with key distributors, vendors and internal groups. Responsible to represent Inside Sales at the highest level is a direct responsibility of the Inside Sales Manager through external and inter-departmental relationships.

Key member of the Sales Management Team and VP National Sales Manager in setting strategic direction and tactical support.

Ensures budgetary and expense restrictions are upheld while providing the appropriate tools to carry-out the role of Inside Sales in a cost effective manner as well as the creation and oversight of the annual budget.

Strategic Development and Special Projects

Key member of the Senior Sales Management team discussions surrounding overall strategy and effectiveness of sales campaigns, setting Individual Performance Plan expectations, bonus expectations, territory coverage and client rotation, training initiatives / programs, budget management, sales conferences.

Participates in various projects to enhance the Sales Team’s results ranging from systems requirements, assignments by VP National Sales Manager, sales research initiatives and executive committees including product development / enhancements, business continuity etc.

Bonus and Performance Discussions

Sets bonus and compensation plan requirement objectives for the group as a whole with input from Managers as required.

Conducts bonus and all performance discussions with Management Team and any required high level discussions with IWS.

Sets expectations for Bonus include determining activity, client coverage / territory rotation, sales expectations and delivery of reporting requirements for Managers to effectively conduct discussions.

Conducts appraisal discussions, Individual Development Planning meetings / discussions, quarterly and monthly one-anon-one meetings with direct Management reports are required.

Recruitment, Development and Retention of Talent

Directs, creates and participates in Sales Training Initiatives, National Sales Conferences / Retreats, Regional Sales Conferences and Dealer and Trade Conference as needed.

Key member of the team training initiatives – conducts formal and informal Team Sales Workshops / Training and Presentation Skills Training

Maintains high degree of continued focus on team development with Senior Management team promoting internal talent considered for future promotion.

Creates opportunities for Inside Wholesalers to showcase talent as presenters, sales professionals and team leadership abilities in order to help with future team development and best prepare IWS for advancement within the organization.

Involves in ongoing recruitment activities in collaboration with VP National Sales Manager, Human Resources, and manages the performance management of Inside Wholesalers.

Required Qualifications :

Senior Sales Management experience in the Canadian Investment Industry in addition to direct Sales and Management experience is a requirement for this position (~10 years).

Bilingual (French & English) is required - The successful candidate will be required to communicate in English and French in order to support clients from various jurisdictions outside of Quebec.

Preferred Qualifications :

Excellent relationship management skills

Strong leadership, interpersonal and management skills, with ability to negotiate and influence effectively throughout the organization

Strategic Thinker

Strong skills in the area of change management and implementation

Excellent Business Acumen, Communication, Decision Making and Personal Effectiveness Skills

Committed to the ongoing improvement, development and success of the Inside Sales team and the overall success of the sales organization, thus requiring an experienced individual with a strong understanding of Inside Sales, Leadership and Selling Skills and significant experience in the investment or insurance business.

Proven relationship and leadership skills as well as a proven sales track record and operational effectiveness.

Proven relationship skills, organizational skills people management experience and mentoring and coaching abilities

Sales program development, compensation plan modeling, budget management, policy and reporting expertise, systems management, training and development, recruitment and Human Resources experience

Extensive experience in the following areas : creation and execution of Individual Development Plans, goal setting and metric measurement, performance evaluation, promotion transition and disciplinary expertise and presentation and promotional abilities

When you join our team :

We’ll empower you to learn and grow the career you want.

We’ll recognize and support you in a flexible environment where well-being and inclusion are more than just words.

As part of our global team, we’ll support you in shaping the future you want to see.

#LI-WAM

About Manulife and John Hancock

Manulife Financial Corporation is a leading international financial services provider, helping people make their decisions easier and lives better. To learn more about us, visit the Manulife website : information has been omitted for brevity.

Manulife is an Equal Opportunity Employer

At Manulife / John Hancock, we embrace our diversity. We strive to attract, develop and retain a workforce that is as diverse as the customers we serve and to foster an inclusive work environment that embraces the strength of cultures and individuals. We are committed to fair recruitment, retention, advancement and compensation, and we administer all of our practices and programs without discrimination on the basis of race, ancestry, place of origin, colour, ethnic origin, citizenship, religion or religious beliefs, creed, sex (including pregnancy and pregnancy-related conditions), sexual orientation, genetic characteristics, veteran status, gender identity, gender expression, age, marital status, family status, disability, or any other ground protected by applicable law.

It is our priority to remove barriers to provide equal access to employment. A Human Resources representative will work with applicants who request a reasonable accommodation during the application process. All information shared during the accommodation request process will be stored and used in a manner that is consistent with applicable laws and Manulife / John Hancock policies. To request a reasonable accommodation in the application process, contact recruitment@manulife.com.

Working Arrangement

Hybrid

Salary & Benefits

Salary will vary depending on local market conditions, geography and relevant job-related factors such as knowledge, skills, qualifications, experience, and education / training. Employees also have the opportunity to participate in incentive programs and earn incentive compensation tied to business and individual performance. Please contact recruitment@manulife.com for additional information.

Manulife offers eligible employees a wide array of customizable benefits, including health, dental, mental health, vision, short- and long-term disability, life and AD&D insurance coverage, adoption / surrogacy and wellness benefits, and employee / family assistance plans. We also offer eligible employees various retirement savings plans (including pension and a global share ownership plan with employer matching contributions) and financial education and counseling resources. Our generous paid time off program in Canada includes holidays, vacation, personal, and sick days, and we offer the full range of statutory leaves of absence. If you are applying for this role in the U.S., please contact recruitment@manulife.com for more information about U.S.-specific paid time off provisions.

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