VP, Account Management - Institutional Sales

VP, Account Management – Institutional Sales

Location: New York

Permanent – Full-Time

BCA (www.bcaresearch.com) is the leading independent provider of global investment research. Since 1949, BCA's mission has been to support its clients in making better investment decisions through the delivery of leading-edge analysis and forecasts of all the major asset classes and economies, as well as educating, informing and stimulating discussion through clear and thought-provoking research. The firm maintains a head office in Montreal, with offices in London, New York, and Hong Kong.   

About the Role 

As Vice President, Account Management, you will be responsible for managing and growing a portfolio of BCA Research's institutional client relationships. Your primary focus will be helping clients get the most value from their BCA subscriptions, ensuring strong renewal rates, and identifying opportunities to deepen engagement through additional research services, training programs, and events. 

You'll work closely with portfolio managers, strategists, economists, and other investment professionals, developing long-term relationships and acting as their main point of contact at BCA. Success in the role comes from understanding clients' investment challenges, connecting them with the right research and analysts, and helping them make the most of BCA's insights. 

Working as part of the America’s Sales team, you will: 

• Manage and develop relationships with BCA Research's institutional clients across your territory and designated key accounts.  

• Engage regularly with portfolio managers, strategists, economists, asset allocators, and other senior investment professionals to understand their research needs and ensure they are maximizing the value of their BCA subscriptions.  

• Drive client retention through proactive relationship management, regular account reviews, and successful renewal negotiations.  

• Identify and execute opportunities to expand existing client relationships through cross-selling and upselling relevant BCA products and services.  

• Coordinate client interactions with BCA's research team, including analyst meetings, presentations, and bespoke research discussions.  

• Develop and implement account plans designed to deepen client engagement and increase wallet share within existing relationships.  

• Maintain accurate client activity and opportunity tracking within CRM systems. 

Measures of success 

•  Client retention rate (relationships retained and recurring revenue retained)  

• Renewal performance across assigned accounts  

• Growth in existing client revenue through upselling and cross-selling of BCA products and services  

• Client engagement, including meetings, calls, research briefings, and event participation  

• Expansion of key client relationships, including increased penetration across investment teams and decision-makers 

  Experience Required 

• 5 years of experience in account management, client relationship management, or sales within investment research, financial information services, asset management, or a related institutional financial services environment.  

• Demonstrated success managing and growing relationships with institutional investors, including securing renewals and expanding existing client accounts.  

• Proven ability to build credibility with senior investment professionals and develop long-term relationships through a consultative, client-focused approach.  

• Strong understanding of institutional investors and their research needs, including asset managers, hedge funds, pension funds, private banks, insurance companies, and investment banks.  

• Interest in and knowledge of global macroeconomics, investment strategy, financial markets, and asset allocation.  

• Experience using CRM systems to manage client relationships, opportunities, and account activity.  

• Excellent communication, presentation, and relationship management skills.  

Nice to Have 

• CFA designation or progress toward a CFA, CAIA, or similar professional qualification.  

• Existing relationships with portfolio managers, strategists, economists, CIOs, asset allocators, and research professionals within institutional investment organizations.  

Candidate must be located in New York or close to New York state as they will be visiting clients in-person.