Director, Client Relationships, Defined Benefit Solutions

You are as unique as your background, experience and point of view. Here, you’ll be encouraged, empowered and challenged to be your best self. You'll work with dynamic colleagues - experts in their fields - who are eager to share their knowledge with you. Your leaders will inspire and help you reach your potential and soar to new heights. Every day, you'll have new and exciting opportunities to make life brighter for our Clients - who are at the heart of everything we do. Discover how you can make a difference in the lives of individuals, families and communities around the world.

Job Description:

This role will be a permanent role, initially supporting Sun Life’s Defined Benefit Solutions (DBS) for approximately 12 months. At the end of the 12 months, the incumbent will become a part of the Actuarial Consulting Group (ACG) and support a variety of other actuarial teams at Sun Life.

Director, Client Relationships, Defined Benefit Solutions

Sun Life’s Defined Benefit Solutions (DBS) business develops and implements innovative de-risking solutions for defined benefit pension plans. The Director, Client Relationships supports this growing business and reports to the Assistant Vice-President, Client Relationships. The role has one direct report.

Role Summary

The Director, Client Relationships, DBS supports client-facing aspects of the business related to market segmentation, prospecting, business development, sales and client relationship management in the Canadian pension risk transfer market (PRT).

This role is part of a team of seven professionals and leverages the collaboration and skills of an extended team of Sun Life professionals in order to achieve DBS’ objectives.

Accountabilities

The Director, Client Relationships, DBS has the following accountabilities:

Strategic planning

• Support the strategic direction for DBS, including the staging of its strategy in Canada and in other geographies

• Collect and analyze information about the de-risking landscape in Canada, including the factors driving de-risking, the solutions being used, the level of market activity and new product innovation

• Participate in competitive analysis of other companies offering Canadian de-risking solutions

Market segmentation and prospecting

• Support the implementation of a market segmentation strategy for Canada

• Participate in prospecting initiatives to grow the PRT market in Canada and meet prospecting targets

• Participate in creating a strong sales funnel by developing and nurturing relationships with plan sponsors and consultants, educating them on DBS products and working with them to implement DBS solutions

• Participate in creation and execution of an entertainment plan

Sales

• Partner with the DBS Structuring team to help achieve DBS’ annual sales and VNB targets

• Support the DBS Structuring team on annuity quotations by managing existing relationships with prospects, collecting information relevant to the prospect beyond price, and negotiating with plan sponsors and consultants on contract terms

Marketing

• Collaborate with the DBS marketing team to coordinate and connect prospecting activities with marketing activities

• Contribute to creation of thought leadership pieces, presentation content, material for speaking opportunities, ads and press releases.

• Attend external events and participate in speaking engagements. Help distribute thought leadership pieces to prospects and consultants

Leadership

• Interact and collaborate with an extended team of Sun Life professionals in legal, operations, ALM, portfolio management, investments, SLC Management, actuarial, product design and sales to achieve DBS’ objectives

• Help attract, develop and retain a high performing team as well as create a pipeline of talent

Qualifications

• 5 or more years of experience working with defined benefit pension plans

• Undergraduate degree in actuarial science, mathematics or statistics

• FCIA designation

• Strong negotiating and influencing skills

• Strong problem-solving skills and ability to navigate complex situations

• Exceptional communication skills (written, verbal, and presentation) with the ability to explain complex ideas to non-actuaries

• Excellent emotional intelligence in order to nurture and grow relationships with various stakeholders

• Bilingualism (French, English, both oral and written) is required for the frequent interactions with English and French-speaking colleagues or internal partners across Canada

• Strong project management skills with a proven commitment to quality and meeting deadlines

• Excellent people management skills in order to nurture and grow relationships with various stakeholders

What’s in it for you?

• Being a member of the Sun Life family, a group of people united by our Purpose: to help Clients and Employees achieve lifetime financial security and live healthier lives.

• As a hybrid organization, you and your leader use business and Client needs to choose where you work, at home or in the office.

• We’re committed to creating an inclusive and respectful environment. Our goal is to make sure all our employees have the chance to live up to their full potential.

• We are thrilled to be recognized by Excellence Canada with their top-level certification, the Canada Order of Excellence for Mental Health at Work®, for prioritizing employee well-being, fostering a positive work culture, and achieving excellence in mental health.

The Base Pay range is for the primary location for which the job is posted. It may vary depending on the work location of the successful candidate or other factors. In addition to Base Pay, eligible Sun Life employees participate in various incentive plans, payment under which is discretionary and subject to individual and company performance. Certain sales focused roles have sales incentive plans based on individual or group sales results.

Diversity and inclusion have always been at the core of our values at Sun Life. A diverse workforce with wide perspectives and creative ideas benefits our Clients, the communities where we operate and all of us as colleagues. We welcome applications from qualified individuals from all backgrounds.

Persons with disabilities who need accommodation in the application process, or those needing job postings in an alternative format, may e-mail a request to thebrightside@sunlife.com.

We are proud to be a hybrid organization that offers our employees the choice and flexibility to work from both the office and virtually based on the needs of the business, our Clients and you! Several work options are available and can be discussed throughout the selection process depending on the role requirements and individual needs.

We thank all applicants for showing an interest in this position. Only those selected for an interview will be contacted.

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