Manager, Business Enablement

BMO•Vancouver, BC

1d•CA$69,000 - CA$129,000

About The Position

This role focuses on cultivating, building, and managing relationships with a referral network to create a pipeline of new mortgage business and increase BMO’s share of the home financing market. The Manager, Business Enablement actively identifies sales opportunities and refers them to BMO colleagues as appropriate. This position involves developing and executing effective marketing and sales programs to drive business results, while adhering to corporate policies, operating directives, and legal/regulatory requirements. A key aspect of this role is fostering a culture aligned with BMO’s purpose, values, and strategy, and role-modeling these values and behaviors. The position requires ensuring alignment between values and behaviors that promote diversity and inclusion, regularly connecting work to BMO’s purpose, setting inspirational goals, defining clear expected outcomes, and ensuring accountability. Building interdependent teams that collaborate across functional and operating groups to create value for stakeholders, and attracting, retaining, and enabling the career development of top talent are also crucial. This includes improving team performance, recognizing and rewarding performance, coaching employees, supporting their development, and managing poor performance.

Requirements

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.
If a Credit Qualifiable job, Credit Qualifications and associated credit knowledge and skills according to the credit portfolio requirements and qualification standards.
Superior understanding of all products and services.
Knowledge of competitive landscape.
Proven selling and performance management.
Exceptional communication skills.
Ability to work with ambiguity.
Strong relationship management, presentation, coaching ,training, risk management.
Brand risk management.
Minimum 5 years experience leading large sales teams with a track record of successfully meeting sales targets.
Experience in the Canadian home financing space
Experience leading a variable compensation sales force.
Experience with BMO lending programs and processes.
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.

Responsibilities

Cultivates, builds, and manages relationships with a referral network to build a pipeline of new mortgage business and increase BMO’s share of the home financing market.
Actively identifies sales opportunities and refers to BMO colleagues as appropriate.
Develops and executes effective marketing and sales programs to drive business results.
Follows corporate policies, operating directives, legal and regulatory requirements.
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.
Develops and delivers sales programs and initiatives to achieve sales results targeted to customer needs.
Develops mortgage referral and origination strategies to achieve profitability objectives.
Models effective sales practices and behaviors to build and improve sales capability and enhance sales performance.
Participates at events in the market to foster a positive image of the Bank and advocate for the Bank’s products and services.
Develops and maintains relationships with existing and potential centers of influence, sources of origination, and business partners to match customer needs with products and services.
Works with the client and BMO stakeholders to ensure a seamless process and effective onboarding.
Monitors service levels and resolves issues.
Manages and resolves sales and pricing escalations and customer service issues, escalates as required.
Influences and negotiates to achieve business objectives.
Recommends and implements solutions based on analysis of issues and implications for the business.
Assists in the development of strategic plans.
Identifies emerging issues and trends to inform decision-making.
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.
Acts as the day to day contact for internal/external stakeholders; supports the implementation, maintenance, and sustainment of origination solutions.
Leads/oversees the management of key relationships and provides guidelines for execution; ensures that all agreements are met as per requirements.
Coordinates the management of databases; ensures alignment and integration of data in adherence with data governance standards.
Monitors and tracks performance, and addresses any issues.
Designs and produces regular and ad-hoc reports, and dashboards.
Builds change management plans of varying scope and type; leads or participates in a variety of change management activities including readiness assessments, planning, stakeholder management, execution, evaluation, and sustainment of initiatives.
Leads or participates in defining the communication plan designed to positively influence or change behaviour; develops tailored messaging, and identifies appropriate distribution channels.
Works with partners to resolve complex or persistent issues, manage exceptions, and serve as an escalation point for others.
Provides input into the planning and implementation of operational programs.
Makes recommendations to improve BMO processes and systems.
Leads / participates in the design, implementation and management of core business / group processes.
Reviews the program for effectiveness, considers industry trends and recommends enhancements; makes changes as required.
Identifies business needs, designs/develops tools and training programs; may include delivery of training to audiences.
Engages with referral network to create strong relationships that generate referrals and mortgage originations for clients requiring real estate lending solutions.
Completes all necessary transactions in compliance with guidelines and other requirements to maintain operational integrity.
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.