Associate Director, Institutional Sales

Associate Director, Institutional Distribution

The Associate Director, Institutional Distribution is a key leader in driving sales and relationship development within the North American institutional prospect and client channel. This position partners closely with Managing Directors in the field to manage driving capital raising initiatives across public and private market investment products. The role spearheads strategic lead generation, orchestrates conference and event initiatives, fosters cross‑functional partnerships, and serves as an ambassador for the Manulife Investment Management brand.
Position Responsibilities

Strategic Lead Generation. Proactively leverage industry databases to identify new leads, manage territory strategy, and conduct industry research for Manulife Investment Management’s institutional products (public equity, public fixed income, real assets, private equity, private credit). Maintain expertise in industry databases to uncover and evaluate marketplace opportunities. Lead internal trainings when requested.
Internal Operations. Oversee and coordinate the development and timely submission of quarterly and ad hoc client and prospect requests (RFI, DDQ, RFP), ensuring accuracy and responsiveness. Provide constructive feedback and regular updates to stakeholders. Lead CRM system (Salesforce) reporting, data integration, and updates for external partners. Provide strategic insights to better utilize CRM system. Monitor key performance indicators (KPIs) and pipeline progress. Share and represent Managing Director’s business development activities in biweekly update calls.
Meetings, Conferences & Events. Oversee and ensure stakeholder preparation for field meetings, onsite client visits, and due diligence sessions. Lead conference and industry event strategy, including speaker selection, deliverables, and marketing materials. Represent the firm and the Manulife Investment Management brand at key industry events and prospect/client meetings. Build and maintain relationships with institutional prospects and clients for designated territory.
Internal Collaboration. Ensure strategic alignment and seamless coordination among Managing Directors, distribution groups, and territories to maximize the impact of outreach initiatives such as roadshows and conferences. Drive synergy with marketing partners to integrate sales priorities into various initiatives and maximize prospect/client engagement through newsletters, webinars, and social media.
Product & Marketplace Expertise. Maintain expertise in institutional channels (public plans, corporate retirement plans, endowments & foundations, insurance, sub‑advisory) and consistently evaluate marketplace opportunities and trends. Stay current on Manulife Investment Management’s investment portfolio performance, competitive positioning, and industry developments.
Professional Development. Pursue ongoing professional development, including advanced financial licenses, certifications, and relevant coursework. Mentor and develop junior team members, including Senior Associates.
Required Qualifications

Minimum of three years’ relevant experience in asset management, institutional sales, or client relations.
Bachelor’s Degree required; advanced degree (MBA, MSF, etc.) preferred.
FINRA Licenses: Securities Industry Essentials (SIE), Series 7, Series 63/65/66 (must be obtained within one year if not already held).
Demonstrated leadership experience and ability to manage complex client relationships.
Preferred Qualifications

Deep understanding of financial markets and institutional investment products.
Exceptional interpersonal, presentation, and client‑facing skills.
Ability to communicate complex information clearly and persuasively.
Proven track record of working independently and collaboratively within a team.
Strong analytical thinking, strategic mindset, and curiosity.
Progress toward professional designations (CFA, CIMA, MBA, MSF, or similar) highly desirable.
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 hr@manulife.com.

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