Relationship Director - Institutional Relationship Management

at  MFS Investment Management

At MFS, you will find a culture that supports you in doing what you do best. Our employees work together to reach better outcomes, favoring the strongest idea over the strongest individual. We put people first and demonstrate care and compassion for our community and each other. Because what we do matters - to us as valued professionals and to the millions of people and institutions who rely on us to help them build more secure and prosperous futures.

THE ROLE

Using discretion and judgment across complex relationships, the Relationship Director will act as relationship manager for MFS Institutional (MFSI) clients in Ontario. You will develop and maintain a close and direct relationship with institutional clients to ensure client satisfaction and serve as a trusted advisor. The Director will communicate client requirements within MFS and proactively anticipate client needs through thoughtful dialogue and engagement and educate clients on industry trends and MFS capabilities to retain and grow client assets. The ideal candidate should be an expert in institutional relationship management and will also be expected to input into external and internal relationship management strategies.

WHAT YOU WILL DO

• Act as primary contact for clients regarding all aspects of the relationship with MFS. Maintain, expand, and communicate knowledge of client needs, concerns, and overall satisfaction with MFS through frequent contact (e.g., direct, written, and verbal). Provide same services to client consultants, as necessary.
• Anticipate and develop opportunities to expand and strengthen the client relationship. Maintain strong understanding of clients’ evolving investment needs and proactively provide appropriate solutions. Involve other MFS colleagues as necessary in this process.
• Educate clients through relevant MFS thought leadership pieces and multi-disciplinary capabilities of MFS; keep clients informed of product/organizational enhancements, and relevant industry information and developments in financial markets.
• Develop and maintain client action plans that include an overview of the relationship (e.g., opportunities for growth, business at-risk status), key contacts, client strategic priorities, and specific activities the relationship manager intends to take to execute on these plans.
• Deepen institutional support at the client organization by developing additional executive contacts other than those directly involved in the relationship and make MFS expertise on relevant subjects available to the client as appropriate.
• Anticipate risks to client relationships, take steps to protect them, and keep MFS regional and global management teams apprised. Explore opportunities to broaden the client relationship through introduction to key MFS colleagues, as appropriate. Monitors and prioritize access to resources including the investment team and senior management.
• Serve as the primary client advocate when interacting with other MFS teams (i.e., Client Service, Investment, Legal, Accounting, Compliance) to ensure that client needs are being met at all levels.
• Oversee all aspects of client meeting preparation with internal teams, execution, and follow-up.
• Keep appropriate parties (i.e., Sales, Marketing, Portfolio Management, MFSI Management) abreast of client needs and developments to ensure that goals are met.
• Work with Investment Team to ensure investment presentations meet client needs.
• Responsible for client visits to MFS offices (i.e., due diligence meeting, review meetings, etc.).
• Work with transition team to smoothly establish new relationships.
• Support initiatives associated with client conferences and firm sponsored events.
• Assume additional responsibilities as requested.