About the position
The Institutional Sales Analyst role is a pivotal position within the Wealth Management platform, specifically focused on driving revenue growth for the Institutional Sales team. This role is designed to provide comprehensive business management support to the team, ensuring that the assigned market segment or region is effectively cultivated and developed. The analyst will play a crucial role in implementing the team's business development plan, which includes fostering new relationships and identifying selling opportunities within specific market segments. In this capacity, the Institutional Sales Analyst will assist the sales team by maintaining up-to-date research on target markets and sectors. This involves utilizing industry databases to define and explore potential selling opportunities. The analyst will also collaborate closely with the RFP Team and Institutional Sales to review draft responses, ensuring that RFPs and questionnaires are tailored to meet the unique needs of prospects. Additionally, the analyst will work with the Marketing team to leverage the firm's intellectual capital and present thought leadership effectively to both prospects and clients. A significant aspect of the role includes developing a targeted email communication plan aimed at prospects, analyzing e-distribution data to support focused selling efforts, and ensuring that all information regarding institutional sales prospects is accurately maintained within the firm's CRM system. The analyst will manage responses to various inquiries from prospects and clients, including quarterly questionnaires, RFIs, RFPs, and sales reports, ensuring that all strategies are well-coordinated and executed. Furthermore, the Institutional Sales Analyst will prepare and coordinate all logistics related to sales presentations and due diligence visits, including the creation of prep packs, presentation booklets, and briefing memos. Participation in prospect meetings and calls is also expected, where the analyst will prepare agendas, handle follow-ups, and document meeting minutes. Conducting research projects to gain insights into specific market segments and trends will be essential to understand how RBC GAM can best serve its clients.
Responsibilities
- Help develop and implement the team's business development plan.
- Cultivate the assigned territory and foster new relationships to drive sales.
- Assist the sales team on territory support and maintain up-to-date research on target markets/sectors.
- Work with the RFP Team and Institutional Sales to review draft responses and customize RFPs/questionnaires to prospects' needs.
- Collaborate with Marketing to leverage the firm's intellectual capital and present thought leadership to prospects and clients.
- Develop a targeted email communication plan to prospects and analyze e-distribution data to support focused selling efforts.
- Ensure timely and accurate information on institutional sales prospects is maintained in the firm's CRM.
- Manage responses to prospect and client inquiries, including quarterly questionnaires, RFIs, RFPs, and sales reports.
- Establish and manage regional and market segment specific email distribution lists within the firm's CRM.
- Prepare and coordinate all aspects relating to sales presentations and due diligence visits, including logistics and materials.
- Participate in and host prospect meetings/calls, prepare agendas and materials, and document meeting minutes.
- Conduct research projects to develop insights and understanding of specific market segments and trends.
Requirements
- Bachelor's degree required, preferably in Finance, Business, or a related field.
- 0-4 years of experience in the financial services industry, particularly in investment management and/or mutual funds.
- FINRA Series 7 and 63 required (or ability to obtain within 6 months).
- Willingness to learn and be a self-starter.
- Comfort with going outside of one's comfort zone.
- Demonstrated drive and passion to learn the institutional sales process within the broader financial services industry.
- General understanding of capital markets.
Nice-to-haves
- Familiarity with the financial services industry.
Benefits
- Comprehensive Total Rewards Program including bonuses and flexible benefits.
- Competitive compensation and commissions.
- Opportunities for stock options where applicable.
- Supportive leaders who encourage development through coaching and managing opportunities.
- Ability to make a difference and have a lasting impact.
- Work in a dynamic, collaborative, progressive, and high-performing team.
- Flexible work/life balance options.
- Opportunities to take on progressively greater accountabilities.
- Access to a variety of job opportunities across the business.
