The role focuses on Business Development for our Investment Solutions and Products within the broader BDCC structure and has a dual reporting to the firm’s Chief Investment Officer and Head of North American Client Coverage.
While working closely with the broader business development and commercial teams, this role has a dedicated focus on investment products and overlays, acting as the primary commercial interface between clients and the investment team.
The primary responsibility is to originate and develop new revenue opportunities for the firm’s investment solutions and derivatives overlay strategies. The role is client-facing and externally focused, targeting institutional investors including pension funds, insurance companies, endowments, foundations, family offices and Private Wealth Managers.
The Senior Associate/Principal will also manage strategic upsell / cross-sell initiatives with existing clients.
Business Development Responsibilities:
· Originate, develop, and execute business opportunities with new clients across targeted investor segments (pension funds, asset managers, family offices).
· Building a sustainable pipeline of high-quality prospects and converting opportunities into long-term mandates.
· Lead client engagement from initial outreach and needs assessment through solution structuring, proposal development, negotiation, working closely with the CIO, trading team, onboarding and risk teams.
· Expand existing client relationships by identifying and executing upsell and cross-sell opportunities, including additional mandates, and expanded use of derivative overlays across portfolios.
· Maintain a disciplined management of the sales pipeline, including tracking prospects, new opportunities, details of interactions in CRM, and providing regular updates to senior management.
· Remain abreast of other product lines to sell them to prospective clients if an opportunity is identified (e.g., Fund Finance Advisory + Operations, Risk Advisory).
· Attending client, industry & networking events, leveraging the existing Validus relationships and your personal network to drive business development efforts for new and existing clients.
· The role may require some travel.
Requirements
· Previous experience in sales and/or marketing investment products and structured products is ideal, but candidates with experience in asset management, alternative investment funds and investment banking, will also be considered.
· Knowledge of derivatives and/or structured products or bespoke investment solutions;
· Ability to build relationships with senior decision makers internally and externally;
· Excellent time and project management skills, ability to perform under pressure with tight deadlines;
· Excellent written and verbal presentation skills with an extremely high attention to detail;
· Entrepreneurial attitude, identifying opportunities and adaptability.
· Fluency in use of CRM systems.
· Strong numerical skills as well as an analytical mindset; and
· Advanced proficiency in Microsoft Excel and PowerPoint.
In addition, any of the following would be a plus:
· CFA; and
· Existing network across buy side.
Benefits
Senior Associate/Principal - Investment Products • Toronto, ON, CA
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