Director, Managed Solutions Business Development

BMO•Toronto, ON

9d•Onsite

About The Position

The Director, Managed Solution Business Development role leads national adoption of managed, model-based investment solutions for BMO Nesbitt Burns, by partnering with advisors to improve portfolio outcomes, practice scalability, and long-term franchise value. Acting as a trusted portfolio and business consultant, the role drives behavioural change through education, analytics, and stakeholder collaboration—ensuring solutions are well governed, economically sound, and operationally scalable.

Requirements

Deep expertise in managed account and model-based investment solutions, including UMA structures, portfolio construction, and model governance.
Strong understanding of advisor economics, including return on assets, compensation structures, pricing, and scalability trade-offs.
Deep appreciation for the advisor perspective and branch-level operating realities, ensuring practical and executable recommendations.
Demonstrated ability to design, articulate, and enable scalable advisory business practices through model-driven portfolio frameworks.
Proven capability to guide advisors from bespoke, account-by-account portfolio management to multi-sleeve, model-enabled portfolio design.
High level of commercial acumen, including competitive positioning, go-to-market considerations, and the interaction between product design and advisor behaviour.
Advanced analytical skills, with the ability to translate data and insights into clear, actionable advisor strategies.
Exceptional storytelling, presentation, and teaching skills, particularly around efficiency, scale, and long-term value creation.
Demonstrated ability to influence senior stakeholders in complex, matrixed environments, including Market Leaders, Advisory Councils, Product, Compliance, and Supervision.
Comfort operating in environments with pushback and resistance, using credibility, data, and insight to drive alignment and behaviour change.
Ability to act as a bridge between current advisory practices and future platform capabilities, aligning behaviour, governance, and portfolio design with technology modernization objectives.

Responsibilities

Lead national initiatives to increase adoption of discretionary managed, and sub-advised model-based portfolios, largely within a unified account program, primarily by transitioning assets from client directed programs.
Conduct 1:1 and group sessions with advisors nationwide to educate them on program structures, onboarding workflows, and the investment and practice merits of model-based solutions.
Clearly articulate how managed portfolios improve performance consistency, create advisory capacity, and support clearer delineation of responsibilities between advisors, third-party managers, and client-directed decisions.
Monitor model usage, identify adoption barriers, and drive sustained behaviour change.
Act as a trusted portfolio and business consultant, helping advisors understand return on assets, compensation mechanics, and economic trade-offs across portfolio and platform choices.
Develop and deliver fact-based, compelling narratives that link portfolio construction to advisor productivity, scalability, long-term book value, and client outcomes.
Identify and recommend small, practical changes that deliver outsized improvements in advisor efficiency and client experience.
Consult with advisors to support business development and client proposal preparation; join advisors as needed in prospect and client meetings.
Demonstrate strong understanding of scalable advisory business models and how model portfolios enable repeatability and operational efficiency.
Guide advisors away from bespoke, account-by-account portfolio construction toward model-driven, repeatable portfolio frameworks.
Partner with advisors to identify underperforming or inefficient segments of their book and assess opportunities to improve outcomes through appropriate model application.
Reinforce model-based portfolios as a core business practice, not solely an investment solution.
Use analytics, including historical performance and account-level insights, to identify high-probability advisors and books for conversion discussions.
Apply working knowledge of competitive intelligence, including how peers within BMO and externally, position and deliver model and portfolio solutions.
Understand and communicate the interaction between product design, pricing, advisor compensation, and advisor behaviour, ensuring recommendations are practical and executable within branch-level realities.
Build strong partnerships with BMO Private Wealth local market leaders and program teams to create coordinated momentum and alignment of goals to grow adoption of discretionary, model-based solutions.
Collaborate closely with BMO Private Wealth partner teams including Investment Manager Research, Investment Platforms (Product, Overlay, Performance & Reporting), Supervision, Compliance, and Performance Analytics to execute aligned adoption strategies.
Partner with the Director, Product Governance & Specialty Advisory to ensure product alignment, expertise, and governance integrity.
Engage with Advisory Councils, contributing insight while respecting governance structures and advisor representation.
Ensure all solutions align with regulatory, supervision, and portfolio governance standards, reinforcing a strong Know Your Models (KYM) discipline.
Lead advisor conversations involving objections, resistance, and rejection with professionalism, resilience, and credibility.
Balance advisor advocacy with enterprise objectives in a consultative, non-sales capacity, influencing mindset and behaviour change over time.