Under the direction of the Divisional Manager of Sales, the Regional Sales Manager role is responsible for providing strategic leadership of the growth of BMO's Digital Wealth Business.
The Regional Sales Manager is a client and partner facing sales leader for BMO InvestorLine primarily delivered through BMO's Retail and Wealth Partners and is accountable for ongoing sales effectiveness of BMO's Dgital Wealth Platforms in the assigned region.KEY DIMENSIONS
Sales & Channel Support
Sales and Service Delivery
PlanningACCOUNTABILITIESSales & Channel Support
•Create and manage relationships with the assigned region of the retail Distribution Channel to ensure optimum representation of InvestorLine Products •Provide ongoing sales support to the assigned region of the Channel. •Work with InvestorLine, Product Delivery Groups to establish requirements for sales tools, training and process development, to execute against the sales delivery strategy and customer positioning of the InvestorLine LOB •Identify and provide product specific training when appropriate to sales force •Provide sales support for InvestorLine National Sales Campaigns and Programs. •Work together with other functional groups in InvestorLine providing feedback and recommendations on the development of sales and support tools, growth and retention targets to build revenue and maximize sales. •Co-ordinates requirements across Wealth and P&C channels for bringing new ideas for new products, service and process development to the National Director of Sales Relationship/Channel Management
•Optimize local market opportunities through effective interface and interaction between the Distribution Channel and other LOB and Divisional Groups •Build and maintain industry relations within the region of the Distribution Channel as a foundation for sales at conferences and forums •Act as the point person, representing InvestorLine at local market functions, soliciting feedback from the retail channel •Act as the key contact for InvestorLine, in designated territory, working with Districts/Branches to address specific requirements and responding to local market situations (where applicable) •Ensure a thorough understanding of competitor activities to identify potential opportunities and threats •Assess impact of competitive environment and local industry relations and recommend actions to address and support InvestorLine profitability and LOB goals •Understand and assess ongoing opportunities for National Sales Programs Sales & Service Delivery
•Identify gaps, issues, and best practices by monitoring of InvestorLine sales and service (growth and retention) targets against District/Area/Branch plans •Assist with monitoring the effectiveness of all Marketing initiatives providing appropriate recommendations, as required (acqusition campaigns, advertising, sponsorships, external partnerships, retention campaigns, etc.) •Foster a sales culture of goal achievement and superior customer satisfaction •Keep current with sales technology and tracking systems •Contribute to InvestorLine objectives by actively engaging in the development of sales and service activities to achieve individual and team growth and retention targets Planning
•Assist in developing tactical plans to meet annual growth and retention targets •Prepare/update and implement annual territory business plan •Contribute to the continuous improvement of processes and procedures by identifying potential gaps and providing input and recommendations on Product launches and initiatives •Develop and organize travel plans and manage an assigned territorial budget, including the integration of reward and recognition items for best practice sales and behaviors among sales staff •Attend weekly team conference call and submit weekly activities report to National Director of SalesKNOWLEDGE AND SKILLSKnowledge:
•Undergraduate University Degree •5-10 years Investment Sales Experience •CSC course completion, and further certifications towards IIROC licencing is mandatory within 6 months •PFP or CFP is an asset •In-depth knowledge of investment products and markets •In-depth knowledge of sales strategies •In-depth knowledge of competitive marketplace and trends in InvestorLine Product offerings •In-depth knowledge of Bank products, services, organization and Banking Group interrelationships •Ability to take in knowledge and resolve a magnitude of diverse, complex and ambiguous issues Specialized Skills/Training:
•Exceptional sales & customer service orientation skills •Proven investment sales success is mandatory •Exceptional networking, presentation, facilitation, and relationship building skills •Exceptional interpersonal and communication skills •Demonstrated ability to clearly and decisively set priorities •Strong influencing and negotiating skills sufficient to shape thinking and decisions while responding to underlying concerns or multiple interests •Sound business planning and organization skills and ability to manage multiple priorities •Ability to work independently
We're here to help
At BMO we have a shared purpose; we put the customer at the centre of everything we do - helping people is in our DNA. For 200 years we have thought about the future-the future of our customers, our communities and our people. We help our customers and our communities by working together, innovating and pushing boundaries to bring them our very best every day. Together we're changing the way people think about a bank.
As a member of the BMO team you are valued, respected and heard, and you have more ways to grow and make an impact. We strive to help you make an impact from day one - for yourself and our customers. We'll support you with the tools and resources you need to reach new milestones, as you help our customers reach theirs. From in-depth training and coaching, to manager support and network-building opportunities, we'll help you gain valuable experience, and broaden your skillset.
To find out more visit us at https://bmocareers.com .
BMO is committed to an inclusive, equitable and accessible workplace. By learning from each other's differences, we gain strength through our people and our perspectives. Accommodations are available on request for candidates taking part in all aspects of the selection process.
Posted: February 14, 2019
Closes: April 15, 2019