Management | Regional Sales Manager, BMO InvestorLine - FT

About the job

Under the direction of the National Sales Manager, 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 Digital Wealth Platforms in the assigned region.

This position will cover mainly, but not limited to, the Vancouver Island, B.C. Interior, and Saskatchewan area.

KEY DIMENSIONS
Sales & Channel Support
Relationship/Channel Management
Sales and Service Delivery

Planning
Accountabilities

Sales & Channel Support

• Establish, develop, and manage relationships with the assigned region of the Retail Distribution Channel to ensure optimum representation of InvestorLine Products
• Provide ongoing sales support, training, and coaching to the assigned region of the Channel to optimize sales and channel performance
• 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
• Supports and enhances the delivery of the desired client experience through distribution channels
• Supports regional and national sales & marketing programs to drive overall sales effectiveness
• Collaborates effectively with internal stakeholders to build capability and drive business growth
   

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 (acquisition 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
• Assists in managing customer escalations
• Applies expertise and thinks creatively to address unique or ambiguous situations and to find solutions to problems that can be complex and non-routine
   

Planning

• Develop tactical plans to meet annual growth, retention targets and other KPIs
• Develop and update annual territory business plan by identifying needs, analyzing potential options, and assessing expected return on investment towards execution of sales target
• 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 Sales Manager
   

Qualifications
Knowledge:

• Undergraduate University Degree
• 5-10 years Investment Sales Experience
• Completed CSC, CPH and DFOL preferred
• Further certifications towards WME/CIRO licensing will be mandatory within a specified time
• PFP or CFP is an asset
• Seasoned professional with a combination of education, experience, and industry knowledge
• In-depth knowledge of investment products and financial markets
• In depth knowledge of online investing brokerage platforms, pricing, and process
• In-depth knowledge of competitive marketplace and trends in InvestorLine Product offerings
• In-depth knowledge of sales strategies and tactics, focusing on high net worth prospects and clients
• In-depth knowledge of Bank products, services, organization, and Banking Group interrelationships
• Experience with Salesforce
• Ability to take in knowledge and resolve a magnitude of diverse, complex, and ambiguous issues
   

Specialized Skills/Training:

• Proven investment sales success is mandatory
• Exceptional sales & customer service orientation skills
• Exceptional networking, presentation, facilitation, and relationship building skills
• Exceptional interpersonal and communication skills
• Demonstrated ability to set priorities clearly and decisively
• Strong influencing and negotiating skills sufficient to shape thinking and decisions while responding to underlying concerns or multiple interests
• Strong problem-solving and multitasking skills
• Reliable in meeting deadlines
• Sound business planning and organization skills and ability to manage multiple priorities
• Strong verbal and written communication skills with an ability to adapt communication style depending on audience
• Collaboration & team skills; with a focus on cross-group collaboration
• Ability to work independently under minimal supervision
• Ability to manage ambiguity.
   

Additional Requirements:

• Extensive travel (80-100%) within assigned region
• Work schedule to include evenings and weekends for business meetings, conferences, internal and client events

• Broader work or accountabilities may be assigned based on business needs and priorities