Director, Advisor Sales, Global Asset Management

BMO•Victoria, BC

7d•CA$69,000 - CA$129,000•Onsite

About The Position

The Director, Regional Sales, Intermediary Distribution – otherwise known as a External Wholesaler – is responsible for, in cooperation with an Inside Sales Partner, selling BMO mutual funds, guaranteed investment funds, alternative investments and ETFs in an assigned geographic region to third-party financial advisors of all types (insurance licensed, MFDA, IIROC). This role drives sales results for designated products through non-affiliated or third-party intermediaries or within BMO channels. Provides input to new product development. Generally assigned small to mid-sized clients, prospects, territories, issues and relationships. Builds and maintains strong relationships with intermediaries. Develops solutions and makes recommendations based on an understanding of the business strategy and stakeholder needs. Builds effective relationships with internal/external stakeholders. Ensures alignment between stakeholders. Provides input into the planning and implementation of operational programs. Develops, maintains and executes a business plan, including sales strategies, to achieve sales objectives and acquire new clients. Participates in industry and intermediary events to grow presence in the marketplace. Organizes and arranges regular conference calls and presentations, which are conducted either independently or in conjunction with portfolio managers to promote new strategies. Provides input to product development and marketing to grow the overall business. Breaks down strategic problems, and analyses data and information to provide insights and recommendations. Monitors and tracks performance, and addresses any issues. Supports the execution of strategic initiatives in collaboration with internal and external stakeholders. Helps determine business priorities and best sequence for execution of business/group strategy. Conducts independent analysis and assessment to resolve strategic issues. Demonstrates effective and timely use of the customer relationship management system and expense reporting system. Adheres to all compliance, regulatory, and legal guidelines. Focus is primarily on business/group within BMO; may have broader, enterprise-wide focus. Provides specialized consulting, analytical and technical support. Exercises judgment to identify, diagnose, and solve problems within given rules. Works independently and regularly handles non-routine situations. Broader work or accountabilities may be assigned as needed. Take measured risks while protecting the bank by applying our Risk Management Framework in the execution of your role, in line with our Risk Culture and within our approved Risk Appetite, making sound and risk informed decisions that align to business strategy, protect assets, and adhere to applicable policy documents (Frameworks, Policies, Standards, Procedures and Supporting documents), laws and regulations.

Requirements

Needs to be driven by success and the never-ending ambition to be number one in sales.
Should be an exceptional communicator whether in 1:1 meetings, small groups, presentations, and with colleagues. Writing effective emails, conducting webinars, maintaining a dynamic presence in social media and general broadcasting will be important tools as well.
Must have first-rate relationship building skills
Will excel in cooperating with clients, prospects and their colleagues as well as with their Inside Sales partner, sales colleagues, BMO Specialists, Portfolio Managers, Strategists and Sales Leaders.
Needs to be very organized in setting successful routines.
They will need to demonstrate having created, updated and executed successful business plans.
Their organizational skills will also be paramount in managing a pipeline, a vast territory, effective meetings and communications.
Have several years of proven success working in the wholesale of financial products.
Have strong existing relationships with many of our clients and top prospects in the territory.
Have a reputation as a valuable partner to investment advisors. As a partner, the candidate will require, at the very least, knowledge of BMO’s products, the competitive landscape, macro economic trends and value-adding ideas for advisors to use.
Have the knowledge, innovative nature and insight to aid in new product and programme developments that satisfy evolving client needs.
Typically between 5 - 7 years of relevant experience and post-secondary degree in related field of study or an equivalent combination of education and experience.
Advanced understanding of intermediary sales.
Growing understanding of the market.
Deep knowledge and technical proficiency gained through extensive education and business experience.
Verbal & written communication skills - In-depth.
Collaboration & team skills - In-depth.
Analytical and problem solving skills - In-depth.
Influence skills - In-depth.
Data driven decision making - In-depth.

Nice To Haves

Experience in the wholesale of financial products and the consequent previous experience of effectively managing a sales territory
University degree in a related field
Industry certifications such as CSC, CIM, CFP, PFP, FCSI, CFA, CAIA, …

Responsibilities

Drives sales results for designated products through non-affiliated or third-party intermediaries or within BMO channels.
Provides input to new product development.
Generally assigned small to mid-sized clients, prospects, territories, issues and relationships.
Builds and maintains strong relationships with intermediaries.
Develops solutions and makes recommendations based on an understanding of the business strategy and stakeholder needs.
Builds effective relationships with internal/external stakeholders.
Ensures alignment between stakeholders.
Provides input into the planning and implementation of operational programs.
Develops, maintains and executes a business plan, including sales strategies, to achieve sales objectives and acquire new clients.
Participates in industry and intermediary events to grow presence in the marketplace.
Organizes and arranges regular conference calls and presentations, which are conducted either independently or in conjunction with portfolio managers to promote new strategies.
Provides input to product development and marketing to grow the overall business.
Breaks down strategic problems, and analyses data and information to provide insights and recommendations.
Monitors and tracks performance, and addresses any issues.
Supports the execution of strategic initiatives in collaboration with internal and external stakeholders.
Helps determine business priorities and best sequence for execution of business/group strategy.
Conducts independent analysis and assessment to resolve strategic issues.
Demonstrates effective and timely use of the customer relationship management system and expense reporting system.
Adheres to all compliance, regulatory, and legal guidelines.
Provides specialized consulting, analytical and technical support.
Exercises judgment to identify, diagnose, and solve problems within given rules.
Works independently and regularly handles non-routine situations.
Broader work or accountabilities may be assigned as needed.
Take measured risks while protecting the bank by applying our Risk Management Framework in the execution of your role, in line with our Risk Culture and within our approved Risk Appetite, making sound and risk informed decisions that align to business strategy, protect assets, and adhere to applicable policy documents (Frameworks, Policies, Standards, Procedures and Supporting documents), laws and regulations.