Practice Management Coach

BMO (Bank of Montreal)•Los Angeles, CA

35d

About The Position

As a key member of the National Sales & Client Experience office at BMO Wealth Management the Practice Management Coach is the primary liaison between in-market sales professionals, including but not limited to Managing Directors or Market Managers (MD/MM), Private Wealth Advisors (PWA), Senior Private Bankers (SBP) and Senior Fiduciary Advisors (SFA) and the National Sales & Client Experience team. This team supports the development and implementation of strategic sales initiatives, with a key focus on executing BMO's go-to-market strategy through customized skill based one-on-one coaching of the sales professional to improve their overall delivery and effective practice management.

Requirements

excellent written and verbal communication skills
extensive knowledge of the wealth management business
proficient knowledge of the BMO Wealth Management sales tools
proven track record of sales capabilities
the ability to lead and influence individuals which they do not have any management responsibilities
demonstrates strategic thinking
Well-developed and proven practice management skills
Able to think strategically and implement strategic vision
Highly developed relationship management skills to effectively manage relationships across multiple levels of the organization, across lines of business, across various BMO FG companies and with external partners
Ability to tailor coaching to the needs of individual sales professionals to have the greatest impact on professional development
Ability to deliver results effectively with minimum supervision across multiple teams, projects, and changing priorities
Strong project management skills and effective execution skills to ensure successful delivery/implementation of special initiatives, processes, and policies
Ability to understand complex business needs and translate to clear recommendations
Strong analytical capabilities
Proven track record of bringing ideation to fruition

Nice To Haves

Incumbent who has a proven track record and demonstrated knowledge and experience in practice management, learning & development, coaching as well as people management is strongly preferred

Responsibilities

Lead the Sales Professional onboarding program for sales professionals new to BMO Wealth Management
Conduct personalized, one-on-one PWA/Sales professional onboarding sessions for all new PWA/sales professional hires (and MDs as needed) tailored to the individual's background
Customize regular follow-up sessions based on sales professional's development needs either virtually or in-person
Continuously update (at least twice annually) the onboarding program to ensure it includes all current and relevant information
One-on-one individualized coaching of sales professionals supporting the ongoing development of self-identified skill gaps, or those identified by their Managing Sales Leader, which directly impact professional performance and practice management (e.g.: value narrative, discovery, presentation, role play, calendaring/organization, etc.)
Ensure ongoing execution of the go-to-market model by partnering with the local market -based leadership team and field professionals
Prioritize client outreach and introductions to relationships with complexity and significant share of wallet
Ensure PWAs are leveraging their client strategy team when delivering the BMO Wealth Management Value Proposition ensuring strong client loyalty while looking for ongoing opportunities to build their practice
Address knowledge gaps in using the Client Relationship Management (CRM) platform to ensure their activities and opportunities are entered appropriately
Reinforce with sales professionals the importance of and practice management benefit of effective utilization of CRM tools for recording all client and prospective client touchpoints and opportunities and management of the sales professional's book of business
Utilize the CRM platform to document 1:1 coaching interaction with the sales professional so the Managing Director/Market Manager have an understanding of the commitments and coaching that was provided
Ensure effective and consistent use of all BMO sales and the client presentation tools
Ensure Sales Professionals are delivering on the BMO Value Proposition through documented client experience touchpoints
Client Relationship Development (CRD) sustainment through pre-call, agenda, wealth assessments
Leverage data from the CRM platform, sales dashboards, and sales tools to define core practice management standards
Effective use of sales tools to ensure client contact standards are being met based on client book segmentation
Reinforcement of common goals & development of business plans when needed
Consistent field presence with pre-visit and post-visit meetings
Utilization of sales enablement tools and reporting to track progress against goals and sales professional's business plan
Ensure feedback being provided in designated forums and advisory councils is being incorporated into coaching and projects impacting the field
Provide robust and comprehensive training to sales professionals in a 1:1 and group setting
Sales process (prospecting, discovery, CRD)
Product training (Tip Sheets to represent each discipline and LOB)
Value Proposition: BMO Wealth Management, Individual and discipline/LOB
Leadership & professional conferences/summits
Establish protocols on continuing education & certifications
External group training review/curriculum integration (Challenger, CFP, CPWA, IFL)
Ensure the sales professional can deliver a best in-class client experience when working with multiple business groups within BMO
Partner closely with BMO Wealth Management Learning Team to design, develop, and deliver impactful and engaging training
Partner with sales professional to incorporate feedback provided by clients through the Net Promoter survey to continuously improve their practice management of client relationships
Supports the strategy, execution and management of multiple, simultaneous sales initiatives focused on client acquisition and share of wallet (e.g. sales campaigns, referral programs, etc.)
Understands business strategy, plans, and activities; assesses needs and identify barriers in order to drive business performance through development and delivery of sales initiatives.
Provides project change leadership to ensure the vision and objectives of the project/transformation are driven properly, and ensures change management is in place to deliver the anticipated project benefits
Understands how to thoughtfully influence and drive sales within the context of BMO's risk management framework.