Senior Associate - Private Investment Sales & Relationship Management (Private Equity Real Estate)
Posted:November 1, 2024
About Equiton:
Our client is a recognized leader in private equity investments with 1 billion CAD in Assets Under Management (AUM). Our exponential growth is a direct outcome of our leadership team understanding how the industry works and how to create long-term wealth through real estate investing. We have discovered that finding the right opportunities involves time, experience, and discipline. Our strategy is always forward-looking, anticipating trends and adapting our selection to strengthen our market position, capitalizing on value creation opportunities, and building the most robust portfolio possible for our investors. We attract exceptionally talented people and create an atmosphere that rewards initiative, independent thinking, and integrity.
Looking for a Career Change?
We are looking for motivated sales professionals who have a strong desire to work at an entrepreneurial firm where they can achieve career success. They have a sales-driven culture where professionals focus on doing the right thing for clients while helping them achieve financial goals.
Do you possess the following traits?
- Excellent people and selling skills.
- A passion for and interest in real estate and investing.
- A willingness to work hard at an entrepreneurial firm where you will be challenged to drive results.
- A desire to always act with integrity.
Have you developed sales, business development and relationship management skills in any of the following industries or professions?
- Finance or wealth management
- Investment sales
- Insurance sales
- Consulting service sales
- Luxury vehicle sales
- Medical device or pharmaceutical sales
If yes, this firm may be the place for you. They will provide the necessary industry and product training to quickly achieve success in the role.
About the Position:
Reporting to the VP, Capital Markets, the Senior Associate role is a licensed Dealing Representative and responsible for developing new private client business. The Senior Associate is expected to be knowledgeable about their real estate-based product offerings, the investor subscription process, Exempt Market Dealer compliance regulations and requirements, and must have the ability to effectively assess investor suitability.
You must be an ambitious self-starter with a high degree of energy, motivation and discipline to achieve sales success. You will be primarily responsible for developing new private client business from the investing public. Superior sales and client service skills are a must.
Successful candidates must also have a strong character with a desire to take care of investors and clients. The reputation of the firm with its partners, clients and regulators is paramount.
Successful candidates must be able to work daily out of the head office in either Toronto or Burlington, ON. This is not a remote work position, and one will have to report to the office daily.
Key Functions and Responsibilities:
- Responsible for developing a book of clients – firm will provide support in setting up meetings with potential clients.
- Identify and pursue new business opportunities through proactive outreach and networking.
- Develop and maintain strong relationships with existing clients, ensuring high levels of satisfaction and retention.
- Conduct thorough market research to understand client needs and tailor solutions that align with their financial goals.
- Prepare and deliver compelling sales presentations and proposals to potential clients.
- Collaborate with internal teams, including investment and marketing, to ensure cohesive messaging and strategy execution.
- Monitor industry trends and competitor activity to identify opportunities for growth and differentiation.
- Achieve and exceed individual sales targets, contributing to the overall success of the sales team.
- Develop an excellent understanding of approved investment products.
- Participate in corporate events as required.
Required Skills and Abilities:
- Ideally 5-10 years of sales experience in business, insurance, real estate, or some other professional sales capacity, etc.
- Good business and financial sense – interest in and a passion for real estate, finance, and the economy, investing and wealth creation.
- Excellent networking, people and selling skills.
- Ability to understand and solve problems for clients.
- Strong client service skills and the ability to confidently manage client interactions.
- High performance standards and ability to put the time in to achieve results.
- An entrepreneurial spirit and desire to work hard and consistently improve.
- Desire to bring credible, proven, long-term wealth solutions to clients.
- The firm will provide assistance with licensing and technical product training.
- Completion of Canadian Securities Course (CSC) or the IFSE Exempt Market Proficiency (EMP) course is required prior to start date.
- A post-secondary degree in Finance or Business, or equivalent business experience.
Compensation:
Competitive earning structure. The salary posted is comprised of a base salary, commissions, and trailers ($100,000+ in first year). Excellent opportunity for rapid career advancement at a growing company for those that excel in the role.
Our Commitment to Diversity, Equity and Inclusion:
In addition to being dedicated to building a workforce that leverages diverse talent, we are committed to fostering an inclusive and accessible experience where all employees feel valued, respected and supported. We are an equal opportunity employer that values a culture that reflects and celebrates diversity of thought, background and experience. If you require accommodation for any part of the recruitment process (including alternate formats of materials, accessible meeting rooms, etc.), please let us know, so that we will work with you to meet your needs. We thank you for applying, however, only those selected to continue will be contacted.
Our Core Values:
- Integrity
Rigorous adherence to a set of moral and ethical standards focused on respect, honesty, and fairness.
- Accountability
Individual responsibility for delivering on our commitments and being accountable for our decisions, actions, and results.
- Expertise
Offering the highest level of professional expertise, quality service and knowledgeable insights.
- Customer Focused
We recognize our customers are the reason for our success and know by putting their needs first, we foster trusting, long-term relationships.
- Entrepreneurial Spirit
Focusing on a growth mindset, continuous improvement, embracing change, and recognizing goals are achieved through dedication and hard work.
Please note that at present, legal eligibility to work in Canada is a prerequisite for this role.
If interested, please send your CV and resume to swilliams@collinsrecruit.com
SENIOR MANAGER/VICE PRESIDENT, CLIENT ONBOARDING & KYC, CORPORATE & INVESTMENT BANKING (CONTRACT)
Posted:22nd October 2024
Opportunity to join a major, global financial institution as Senior Manager / Vice President of the Client Management Unit that supports Global Corporate & Investment Banking.
Leading and managing a team of direct reports, the successful incumbent will be responsible for the performance of Client Management FLOD (“First Line of Defense”) and Compliance related functions, particularly KYC (“Know Your Customer”) on-boarding, and other Corporate Banking customer-related requests. Acting as a liaison between several groups and lines of business including, Compliance, Legal, Business Unit Risk & Officer, Audit, Risk, Operations, and other enterprise stakeholders, you will ensure risks have been appropriately assessed, controls are adequately implemented, and all regulatory requirements are met.
This is an exciting opportunity to lead a team, drive results, enhance compliance standards, and contribute to the bank’s operational success.
Responsibilities:
On-boarding, KYC, and Business Support:
- Materially responsible for the performance of the Client Management Unit Team by leading and managing direct reports
- Lead, manage, and ensure implementation and effectiveness of the Global Corporate & Investment Banking customer on-boarding process and other customer-related requests including oversight and Business as Usual (BAU) functions
- Responsible for procedure monitoring and reporting to ensure integration with risk, compliance, and operational aspects of the Bank
- Manage the KYC / AML (“Anti-Money Laundering”) internal process, documentations, and related tools / platforms from a first line of defence perspective
- Act as subject matter expert on platforms and subscriptions specific to the Client Management team
- Accountable for developing strong and productive working relationships with several groups and lines of business including, Corporate & Investment Banking Compliance, Legal, Audit, Risk, Operations, and other enterprise stakeholders, in particular the Global Financial Crimes Division
- Lead the implementation and maintenance of Internal Standard as well as Customer Management manuals and procedures
- Responsible for reporting and monitoring historical and forecast profit profile, including both credit and ancillary returns for global Corporate & Investment banking customers
- Oversee portfolio analytics, reporting and presentations to deliver management-level views on the portfolio level risk/return and market elements on the portfolio
Quality Control/Quality Assurance:
- Manage Quality Assurance (“QA”) and Quality Control (“QC”) reviews of customer KYC files
- Responsible for managing the review, query, and approval of KYC files completed by the business line
- Lead communication with FLOD (“First Line of Defense), SLOD (“Second Line of Defense”), TLOD (“Third Line of Defense”) and external stakeholders to ensure adequate understanding of KYC
- Responsible for meeting the requirements of various bank standards, policies & procedures including but not limited to Corporate and Investment KYC Policy / Standard / KYC Due Diligence Operating Manual
- Maintain and enhance the KYC Due Diligence Operating Manual per global roll-out and increased specialization requirements and any related internal policy procedures in collaboration with FLOD and SLOD
Risk Controls & Reporting:
- Responsible for maintaining the attestation in Resolver for Global Corporate & Investment Banking related regulatory requirements
- Accountable for escalation of LOB KYC queries to CAMLO (“Chief Anti-Money Laundering Officer”) and/or CCO (“Chief Compliance Officer”)
- Work with FLOD and SLOD, and closely monitor the KYC due dates to comply with Overdue Guideline / procedure
- Act as primary contact from CMU team and maintain a good working relationship with the Compliance, Risk, Audit, Legal and related stakeholders
- Act as Customer Management team escalation point when addressing responses to queries and requests during post-transaction review of approved KYC files
Stakeholder Management:
- Lead strong and productive working relationship with FLODs
- Responsible for managerial tasks within the Customer Management Unit team and Global Corporate & Investment Banking
- Manage relationships with local Compliance Department and Internal Audit, Testing teams and Global Financial Crimes Division (non-domestic)
- Act as SME (“Subject Matter Expert”) for various cross-functional projects and manage relationships with multiple stakeholders at all levels
Business Unit Risk Management (BURM):
- Responsible for FLOD Global Corporate & Investment Banking execution for risk and control responsibilities assigned to the BURCO and related to the SLOD risk frameworks and compliance assessment requirements, including RCSA (“Risk & Compliance Self-Assessment”), Global Risk Assessment (GRA), Self-Assessment (SA), Inherent Risk Assessment (IRA) and RCM (“Risk & Compliance Management”)
- Represent Global Corporate & Investment Banking group for the Issues Management Framework including the identification, remediation planning, ongoing monitoring, and closure validation of open issues, and collaborate with BURCO, SLOD and TLOD for issues resolution in a timely manner
- Act as the SME to the LOB and to perform requirements in the execution of the risk management processes and controls and challenge the remediation activities of the LOB
- Carry out Self-Inspection tasks as required
- Collaborate with internal Risk Management and Compliance team members to ensure ongoing compliance with changing regulations, policies, frameworks; etc.
- Act as the primary Global Corporate & Investment Banking BURM representative at BURCO / BURM meetings
Experience:
- Proven experience in corporate banking with a strong focus and understanding of KYC/AML compliance and on-boarding
- Experience performing KYC Quality Control and KYC Quality Assurance essential
- Strong interpersonal and communication skills effectively applied within a demanding team environment
- Strong relationship management skills; ability to establish and manage multiple stakeholder relationships with the business, within the three lines of defense and with corporate support functions
- Strong people manager, hands-on coach, and mentor
- Self-starter , who is organized, proactive and an effective problem solver
Education and Certification:
- Bachelor’s Degree in Finance, Business, or related discipline
- CAMS (Certified Anti-Money Laundering Specialist) Designation considered a strong asset
Technical Skills:
- Solid understanding of Risk Compliance Management Program
- Excellent problem-solving skills, strong communication, and negotiation skills
- Critical thinking skills, business process / analysis skills, and documentation skills
- Proficiency using PowerPoint, Excel, and Word
- Knowledge of Resolver tool considered an asset
Other:
- This is a contract position (18-20 months) that offers a competitive salary plus benefits (medical and dental)
Contact:
Shan Collins
Phone: (416) 300-2270
Email: scollins@collinsrecruit.com
All applications and enquiries will be held in strict confidence.
Program Finance Manager
Posted:March 19th, 2024
Our client, a global Canadian owned and operated organization is in search of a Program of Finance Manager.
Position Overview
- As the Program Finance Manager, you’ll be a navigator of financial success, tackling commercial challenges head-on in this fast past industry. This project-oriented role is tailor-made for a finance or commercial professional with a proven track record and keen interest in commercial finance, business partnering, complex financial and business case analysis.
Position Responsibilities
- Drive financial strategies aligned with our commercial objectives while collaborating closely with the commercial and operational teams providing financial insights and solutions for ongoing customer oriented initiatives
- Act as a financial partner, offering guidance on pricing, promotions, and resolving customer negotiations
- Evaluate and optimize commercial deals to ensure maximum profitability while addressing open issues
- Prepare comprehensive financial reports for commercial and operational leaders, and executive management – highlighting areas requiring attention
- Provide leadership for the commercial budgeting and forecasting processes, ensuring accuracy and alignment with business goals
- Track performance against budgets and proactively address financial challenges hindering commercial success
- Provide financial visibility on newly awarded business by coordinating and assisting in the presentation of monthly financial updates to the Executive Team on the on-going financial status
- Help create and evaluate the business case for capital investment projects with a greater than $300 million budget
- Help facilitate and implement more efficient systems for the collection, storage, and analysis of cost elements related to new projects for Sales, Customer Quoting, and Program Management
- Provide financial assistance in the preparation of customer quote submissions – ensuring a logically defendable position for costing approach with the customer
- Provide ad hoc financial scenario analyses for the quoting function for new business opportunities
Required Qualifications
- University degree in Business (Finance Concentration)
- Professional designation (CFA, CPA, etc) is an asset but not required
- Strong communication skills (especially to a non-financial audience)
- A minimum of 5 years of hands-on experience in an analytically focused leadership role
- Demonstrated ability to effectively operate, communicate and gain trust in a geographically dispersed environment
- Experience within a decentralized environment (automotive/manufacturing experience is asset)
- Advanced knowledge of PowerPoint and Excel including but not limited to Pivot Tables, VLOOKUP’s, sumifs, and basic macro
Critical Success Factors:
- An independent critical thinker who displays attention to detail (curiosity to dive into the numbers when needed)
- Excellent organizational, interpersonal and time management skills with the ability to multi-task many projects
- Entrepreneurial mind-set with a strong interest in operations (think beyond the numbers)
- Excellent communication and presentation skills – able to convey complex topics in a concise and effective manner
- Proven self-starter, who requires limited supervision and direction, yet achieves tasks and overcomes problems and provides effective direction and analysis
We thank all applicants for their interest. We will however, only contact those whose skills and experience closely match our requirements for the position.Offers accommodation for applicants with disabilities in its recruitment processes. If you are contacted regarding a job opportunity, please advise our team if you require accommodation.Interested candidates please contact Stephanie Osbourne at (416) 945-6601 ext. 231 or forward your resumes to swilliams@collinsrecruit.com.
Vice President, Corporate Banking
Posted:March 18th, 2024
Our client, is searching for their upcoming Vice President of Corporate Banking.
Job Overview
The main tasks and responsibilities of the Vice President – Wholesale Banking (VP) are to both support front office staff and credit analysts with a view to improve the productivity of the team and, in certain client relationships, perform the role of the client owner.
Additional responsibilities include the origination, structuring and execution of transactions within the client portfolio and for prospecting within the Canadian industry sector.
The VP is responsible for risk monitoring and (if applicable) actively supporting FRR in ongoing restructurings with the portfolio and for maintaining an active dialogue with local & regional risk managers. The VP will coach Associates and Analysts in the performance of their tasks and responsibilities. VPs will also be expected to provide support on special bank projects as needed across a variety of functional areas relating to the administrative and regulatory framework of the branch.
From the Relationship Manager’s perspective, the role allows him/her, amongst others, to:
- Develop deep account management skills and experience
- Apply his/her knowledge and understanding of the industry dynamics in the F&A sectors in the maximizing client franchise income for Corporate Clients
- Gain experience as deal captain in transactions
- Proactively participate on sector platforms and in other internal and external networks
- Develop coaching and project management skills
- Develop client and sector prospecting skills.
The key relationships for VPs are clients, bank colleagues including other product specialists, Global and Regional Sector Heads, Debt Structuring Advisors and FAR Analysts. In addition, the VP will build relationships with their clients’ and prospects’ key decision makers (CEO/CFO/shareholders), (legal) advisors and other banks.
Context of Job
The primary role is to ensure global excellence in the delivery of the core product; lending and supporting the elevation of strategic dialogues with clients. In addition, the RM is responsible for relationship management and cross sell of all of the Bank’s products to its client base.
The VP operates in a dynamic and demanding environment in which proactivity, flexibility and discipline is required across all areas of delivery of the loan product, from pitching through structuring and execution to follow up and monitoring. As provider of the key lending product the VP interacts with a wide variety of internal stakeholders including the Sector Heads, Industry Team Leads, Credit Analysts and Risk as well as product specialists across the bank.
The VP is responsible for bank commercial objectives which are centered on revenue delivery, prospect development, cost management and loss minimization. The regulatory framework is bound to local regulatory frameworks and bank’s policies and procedures.
Key Responsibilities and Accountabilities:
Lending product ownership:
Origination Opportunity/idea generation
- Initial analysis
- Opportunity/idea development / pitchbook production
- Pitching / presentation
- Client Service Team representation
Structuring
- Deep financial analysis and financial modelling
- Scenario analysis
- Deal structuring (pricing, covenant setting, etc.)
- Mandate documents negotiation
- Due diligence coordination
Execution
- Internal approval generation
- Loan documents negotiation
- Signing / closing / post closing coordination
- Syndication support
- Deal team management
Monitoring
- Info processing / covenant checks
- Credit reviews and waiver requests
Client coverage:
Account Management
- Relationship planning / RDP
- Client Service Team coordination
- Prospecting
- Client networking
- CRM data management
- Pipeline management
Origination
- Opportunity/idea generation
- Opportunity development / pitchbook production
- Pitching / presentation
Execution
- Multi-product deal team coordination
Other:
Management
- Financial reporting (Check)
- Budgeting
- Operational risk management / In Control
Portfolio Management
- Exercising portfolio control
- Maintaining dialogue with credit risk analysis and KRM
- Active portfolio management / financial resource planning
Human Resource Management
- Learning & development and coaching
- Recruitment
- Performance assessment
- Compensation management
Networking
- Building and maintaining a network within the institution
- Building and maintaining a network among external advisors and other banks
- Building and maintaining a network in the F&A industry
Key Relationships
The key relationships for the RM are bank colleagues, Bank team members and include other product specialists, Global and Regional Sector Heads, Debt Structuring Advisors and FAR Analysts. In addition, the RM will build relationships with their clients’ and prospects’ key decision makers (CEO/CFO/shareholders), (legal) advisors and other banks.
Key Performance Indicators:
- Performance against budget
- Organization of work: planning, structured & efficient working order, teamwork, level of professional work attitude
- Ability to lead Client Service Teams and develop client relationships
- Ability to act as deal captain for complex LPG or multi-product transactions
- Ability to cross-sell all bank products to WRR clients
- Ability to acquire new WRR clients (prospecting)
- Networking skills and ability to develop an intimate relationship with your clients
- Progression in learning
- Debt structuring and presentation skills
- Leadership skills: coach other team members including Associates and Analysts in transactions and proactively identify potential ways of improving team performance
- Communication skills
- Feedback received from key stakeholders
Job Specifications:
Core Competencies
- Market / Customer Focus – Uses market insight to serve the customer in the best way possible
- Strategic Vision – Draws up an effective action plan for the team
- Inspirer – Engages the immediate environment to feel committed and accountable
- Synergize across group – Demonstrates broad professional collaboration to add value
- Challenge/Driver innovation – Spreads innovative ideas and experience
- Output/result driven Output/result driven – Achieves consistent (commercial) results together with others
Job Skills and Knowledge
- Proven track record in wholesale banking
- Proven track record in debt and credit structuring
- Experience in relationship/account management
- Experience in leading transactions
- Understanding of dynamics in the Food & Agribusiness sector
- Deep and wide product knowledge
- Fluent in English and potentially French
We thank all applicants for their interest. We will however, only contact those whose skills and experience closely match our requirements for the position.
Offers accommodation for applicants with disabilities in its recruitment processes. If you are contacted regarding a job opportunity, please advise our team if you require accommodation.
Interested candidates please contact Stephanie Osbourne at (416) 945-6601 ext. 231 or forward your resumes to swilliams@collinsrecruit.com.