SalesForce
Chris Lalata
Oshawa,ON
Summary
Results-driven professional with a proven track record in client services and consulting. Utilizing excellent communication and interpersonal skills, develops and maintains effective relationships, as well as strong industry networks. Thrives in fast-paced environments, motivated to continuously deepen understanding of the business development industry.
Overview
9
9
years of professional experience
Work History
Associate Vice-President
ISS Corporate
02.2024 - Current
- Educate corporate issuers on the benefits of best-in-class Sustainability, Compensation, and Governance programs and policies
- Work with Team Lead's to develop and implement territory strategies for all Account Executives, including marketing and prospecting campaigns, presentations and meetings
- Established key relationships with C-Suite executives and corporate issuers that are listed on the S&P/TSX Composite, S&P 500, and Russell 3000 index
- Create and edit Sustainability, Governance, and Compensation content for corporate issuers on a monthly basis
- Manage full sales cycle, including prospecting for new business opportunities, online product demonstrations and training onto our SaaS platform, territory pipeline management, contract negotiation, and closing new businesses and renewals
- Provide research and analysis regarding market trends (sustainability, governance and compensation) throughout the proxy season for corporate issuers
- Assist in product development efforts by delivering feedback on market needs and opportunities.
Account Executive
ISS Corporate
01.2022 - 02.2024
- Educated corporate issuers on the benefits of best-in-class Sustainability, Compensation, and Governance programs and policies
- Established key relationships with C-Suite executives and corporate issuers that are listed on the S&P/TSX Composite, S&P 500, and Russell 3000 index
- Prospected and onboarded executives, directors and legal counsel onto our SaaS Platform
- Built and cultivated relationships to bring brand awareness of our Second Party Opinion (SPO) and Sustainable Finance capabilities to corporate issuers
- Increased run rate revenue by 85% YoY and overachieved new business annual sales target by 120% in 2023 by focusing on the development of a strong sales pipeline, high value interactions, and collaborative buy-in from team members
- Developed annual territory sales plan to meet designated targets and budget, ensuring alignment with regional and corporate strategies
- One of four candidates selected to participate in the ISS Global managerial training program
- Provided research and analysis regarding market trends (sustainability, governance and compensation) throughout the proxy season for corporate issuers.
Account Associate
PIMCO
01.2020 - 01.2022
- Developed, maintained, and broadened intermediary relationships by thoroughly understanding the philosophy and dynamics of the advisor/organization and acted as a trusted consultant in matching needs with products and services
- Raised awareness of PIMCO's investment products and related services and delivered key PIMCO messages through targeted prospecting activities
- Led the development and implementation of territories' strategies (Downtown Toronto and Ontario East) that involved marketing campaigns, presentations and meetings
- Provided research and analysis in regard to product and market trends for the Canadian Product Oversight Committee
- Was an integral representative of the Environmental, Social and Governance (ESG) Committee by developing sales presentations, competitive analyses and ESG frequently asked questions reference sheet
- Contributed to selling the most Alternative Investment Solutions within the Downtown Toronto territory in 2020 (20 million dollars)
- Achieved the highest sales calls among the Account Associate team in 2020 (approximately 1,200 calls)
- Collaborated with PIMCO Global Wealth Management and the ESG Committee to successfully launch two ESG Funds in Canada.
Regional Sales Manager
NEI Investments
10.2018 - 01.2020
- Established client relationships with advisors over the phone and in-person, in addition to answering product and service-related questions (i.e., fund comparisons, product information, market insights, responsible investing etc.)
- Responsible for strategically managing and developing the Ontario West, Atlantic Canada and Downtown Toronto territories with a combined AUM of approximately 600 million dollars
- Adhered to the prescribed number of in-person meetings with advisors on a quarterly basis
- Generated 154 million dollars in gross sales for the province of Saskatchewan and Ontario West in 2018
- Created product presentations and presented them to advisors on a quarterly basis
- Effectively communicated with the sales team to identify, assess and implement ESG sales strategies
- Professionally represented NEI at conferences and industry events.
Business Development Manager
NEI Investments
03.2017 - 10.2018
- Established client relationships with advisors over the phone and in-person, in addition to answering product and service-related questions (i.e., fund comparisons, product information, market insights, responsible investing etc.)
- Administered and managed Ontario Central North and Saskatchewan territories
- Built and developed a territory of qualified advisors not currently serviced by NEI
- Attained highest dials amongst Business Development Management Team for 2018
- Achieved record breaking quarter for most New Buyers (Q1 2018; 52)
- Generated 132 million dollars in gross sales for the province of Saskatchewan and Ontario West in 2017.
Sales Associate
NEI Investments
09.2015 - 03.2017
- Coordinated External Sales Reps calendar, including warm and cold calling to schedule new appointments
- Provided day-to-day support services to the internal and external sales representatives
- Delivered general sales, marketing and client service support as needed.
Education
Chartered Investment Manager -
CSI Global Education Inc.
04.2019
Responsible Investing Specialist - undefined
Responsible Investing Association
04.2019
Diploma in Business Administration: Financial Planning - undefined
Seneca College of Applied Arts and Technology
05.2013
Skills
- Pipeline Management
- Organizational Development
- Contract Negotiation
- Business Development
- Customer Service
- Strong relationships
- Customer Relationship Management (CRM)
- Market development
- Strategic Initiatives
References
References available upon request.
Software
Microsoft Office
Morningstar
Bloomberg
Timeline
Associate Vice-President
ISS Corporate
02.2024 - Current
Account Executive
ISS Corporate
01.2022 - 02.2024
Account Associate
PIMCO
01.2020 - 01.2022
Regional Sales Manager
NEI Investments
10.2018 - 01.2020
Business Development Manager
NEI Investments
03.2017 - 10.2018
Sales Associate
NEI Investments
09.2015 - 03.2017
Chartered Investment Manager -
CSI Global Education Inc.
Responsible Investing Specialist - undefined
Responsible Investing Association
Diploma in Business Administration: Financial Planning - undefined
Seneca College of Applied Arts and Technology
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