Director, Retail Distribution & Sales Enablement

BMO•Toronto, ON

1d•CA$86,000 - CA$160,000

About The Position

Drives sales results for designated products being sold through internal BMO channels by improving BMO employees’ product knowledge expertise and customer needs conversations in order to provide solutions in the best interests of customers. Provides training and coaching to optimize sales and channel performance. Supports a variety of national and regional programs to drive overall business growth. Gathers and shares insights about the product, processes, and client experience to continuously improve the market offer. Fosters a culture aligned to BMO purpose, values and strategy and role models BMO values and behaviours in all that they do. Ensures alignment between values and behaviour that fosters diversity and inclusion. Regularly connects work to BMO’s purpose, sets inspirational goals, defines clear expected outcomes, and ensures clear accountability for follow through. Builds interdependent teams that collaborate across functional and operating groups to create the highest value for all stakeholders. Attracts, retains, and enables the career development of top talent. Improves team performance, recognizes and rewards performance, coaches employees, supports their development, and manages poor performance. Understands and works towards the business plan for the designated products. Identifies gaps and opportunities in the business plan and recommends solutions to achieve results. Assists in managing the customer escalation process related to new features, benefits and price. Provides strategic input into business decisions as a trusted advisor. Makes recommendations to senior leaders on strategy and new initiatives, based on an in-depth understanding of the business/group. Acts as a subject matter expert on relevant regulations and policies. Influences and negotiates to achieve business objectives. Assists in the development of strategic plans. Provides input into the development of training support programs and tools for the entire sales force. Obtains feedback on customer needs and expectations and proactively shares with product managers for enhancing product features and creating new products. Identifies emerging issues and trends to inform decision-making. Develops solutions and makes recommendations based on an understanding of the business strategy and stakeholder needs. Provides advice and guidance to assigned business/group on implementation of solutions. Develops the business case by identifying needs, analysing potential options and assessing expected return on investment. Recommends business priorities, advises on resource requirements and develops roadmap for strategic execution. Helps determine business priorities and best sequence for execution of business/group strategy. Conducts independent analysis and assessment to resolve strategic issues. Supports the execution of strategic initiatives in collaboration with internal and external stakeholders. Acts as the prime subject matter expert for internal/external stakeholders. Tracks and monitors the impact of product features, benefits, price on customer behaviour and uses this knowledge to assess and recommend new product and pricing strategies. Designs and produces regular and ad-hoc reports, and dashboards. Breaks down strategic problems, and analyses data and information to provide insights and recommendations. Leads change management programs of varying scope and type, including readiness assessments, planning, stakeholder management, execution, evaluation and sustainment of initiatives. Leads the development of the communication strategy focusing on positively influencing or changing behaviour. Leads the execution of operational programs; assesses and adapts as needed to ensure quality of execution. Organizes and manages regular sales meetings/conferences to enhance the effectiveness and efficiency of the sales force. Provide sales training and coaching to maximize sales channel effectiveness. Identifies business needs, designs/develops tools and training programs; may include delivery of training to audiences. Supports the development of training materials and presentations to enhance employee effectiveness. Leads/participates in the design, implementation and management of core business/group processes. Supports and enhances the delivery of the desired client experience through sales 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. Operates at a group/enterprise-wide level and serves as a specialist resource to senior leaders and stakeholders. Applies expertise and thinks creatively to address unique or ambiguous situations and to find solutions to problems that can be complex and non-routine. Implements changes in response to shifting trends. 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

Typically 7+ years of relevant experience and post-secondary degree in related field of study or an equivalent combination of education and experience.
Expert product knowledge.
Verbal & written communication skills - In-depth / Expert.
Analytical and problem solving skills - In-depth / Expert.
Influence skills - In-depth / Expert.
Collaboration & team skills; with a focus on cross-group collaboration - In-depth / Expert.
Able to manage ambiguity.
Data driven decision making - In-depth / Expert.

Nice To Haves

Sales management experience preferred.
Training experience preferred.
Seasoned professional with a combination of education, experience and industry knowledge.

Responsibilities

Drives sales results for designated products being sold through internal BMO channels by improving BMO employees’ product knowledge expertise and customer needs conversations in order to provide solutions in the best interests of customers.
Provides training and coaching to optimize sales and channel performance.
Supports a variety of national and regional programs to drive overall business growth.
Gathers and shares insights about the product, processes, and client experience to continuously improve the market offer.
Fosters a culture aligned to BMO purpose, values and strategy and role models BMO values and behaviours in all that they do.
Ensures alignment between values and behaviour that fosters diversity and inclusion.
Regularly connects work to BMO’s purpose, sets inspirational goals, defines clear expected outcomes, and ensures clear accountability for follow through.
Builds interdependent teams that collaborate across functional and operating groups to create the highest value for all stakeholders.
Attracts, retains, and enables the career development of top talent.
Improves team performance, recognizes and rewards performance, coaches employees, supports their development, and manages poor performance.
Understands and works towards the business plan for the designated products.
Identifies gaps and opportunities in the business plan and recommends solutions to achieve results.
Assists in managing the customer escalation process related to new features, benefits and price.
Provides strategic input into business decisions as a trusted advisor.
Makes recommendations to senior leaders on strategy and new initiatives, based on an in-depth understanding of the business/group.
Acts as a subject matter expert on relevant regulations and policies.
Influences and negotiates to achieve business objectives.
Assists in the development of strategic plans.
Provides input into the development of training support programs and tools for the entire sales force.
Obtains feedback on customer needs and expectations and proactively shares with product managers for enhancing product features and creating new products.
Identifies emerging issues and trends to inform decision-making.
Develops solutions and makes recommendations based on an understanding of the business strategy and stakeholder needs.
Provides advice and guidance to assigned business/group on implementation of solutions.
Develops the business case by identifying needs, analysing potential options and assessing expected return on investment.
Recommends business priorities, advises on resource requirements and develops roadmap for strategic execution.
Helps determine business priorities and best sequence for execution of business/group strategy.
Conducts independent analysis and assessment to resolve strategic issues.
Supports the execution of strategic initiatives in collaboration with internal and external stakeholders.
Acts as the prime subject matter expert for internal/external stakeholders.
Tracks and monitors the impact of product features, benefits, price on customer behaviour and uses this knowledge to assess and recommend new product and pricing strategies.
Designs and produces regular and ad-hoc reports, and dashboards.
Breaks down strategic problems, and analyses data and information to provide insights and recommendations.
Leads change management programs of varying scope and type, including readiness assessments, planning, stakeholder management, execution, evaluation and sustainment of initiatives.
Leads the development of the communication strategy focusing on positively influencing or changing behaviour.
Leads the execution of operational programs; assesses and adapts as needed to ensure quality of execution.
Organizes and manages regular sales meetings/conferences to enhance the effectiveness and efficiency of the sales force.
Provide sales training and coaching to maximize sales channel effectiveness.
Identifies business needs, designs/develops tools and training programs; may include delivery of training to audiences.
Supports the development of training materials and presentations to enhance employee effectiveness.
Leads/participates in the design, implementation and management of core business/group processes.
Supports and enhances the delivery of the desired client experience through sales 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.
Operates at a group/enterprise-wide level and serves as a specialist resource to senior leaders and stakeholders.
Applies expertise and thinks creatively to address unique or ambiguous situations and to find solutions to problems that can be complex and non-routine.
Implements changes in response to shifting trends.
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.