Senior Business Development Manager

BMO

15d

About The Position

Develops and maintains strategic relationships with centres of influence and third parties (e.g. Brokers, Brokerages, Builders and non-BMO Investment Advisor Offices) for designated home financing sales programs and products to. Applies market and industry expertise to deliver a winning customer experience that will grow market share. Identifies share of wallet opportunities and refers business opportunities to key partners. Develops home financing sales strategies that achieve profitability objectives. Generates new referral relationships and develops new opportunities to grow business results. Models effective sales practices and behaviors to build and improve sales capability and enhance sales performance. Supports the regional sales programs / products delivery to maximize client opportunities and increase referral volume and deal flow. Ensures the delivery of the desired customer experience meets established guidelines. Acts as a trusted advisor to assigned referral sources/ groups. 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. Trains and coaches internal and external partners on program / product operational guidelines and regulatory requirements. Helps determine business priorities and best sequence for execution of business / group strategy. Builds effective relationships with internal/external stakeholders. Ensures alignment between stakeholders. Breaks down program performance metrics, and analyses data and information to provide insights and recommendations. Provides support for analysis, forecasting and/or data visualization, ensuring adherence with data governance standards. Designs and produces regular and ad-hoc reports, and dashboards. Leads or participates in a variety of change management activities including readiness assessments, planning, stakeholder management, execution, evaluation and sustainment of initiatives. Provides input into the planning and implementation of operational programs. Identifies where performance improvement is required and works to improve or offboard partnerships. Collects documentation for the onboarding and approval of new partnerships. Negotiates pricing, underwriting and efficient presentation of applications with brokers, builders and program partners. Identifies and escalates any broker / partner behaviour that poses fraud, AML, reputation or other risks. Executes work to deliver timely, accurate, and efficient service. Builds effective relationships with internal / external stakeholders to deliver the desired customer experience. Breaks down strategic problems, and analyzes data and information to provide insights and recommendations. Monitors and tracks referrals performance, and addresses any issues. Ensures alignment between stakeholders. Supports the execution of strategic initiatives in collaboration with internal and external stakeholders. Conducts independent analysis and assessment to resolve strategic issues. 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.

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
In-depth knowledge of mortgage programs / products and B2B networks
Presentation skills and time management – In-depth
Proven business development success
Customer-oriented; focused on designing and delivering a great customer experience
Proactive and collaborative with team members to establish trust and partnerships
Committed to building strong internal and customer relationships
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

Develops and maintains strategic relationships with centres of influence and third parties
Applies market and industry expertise to deliver a winning customer experience that will grow market share
Identifies share of wallet opportunities and refers business opportunities to key partners
Develops home financing sales strategies that achieve profitability objectives
Generates new referral relationships and develops new opportunities to grow business results
Models effective sales practices and behaviors to build and improve sales capability and enhance sales performance
Supports the regional sales programs / products delivery to maximize client opportunities and increase referral volume and deal flow
Ensures the delivery of the desired customer experience meets established guidelines
Acts as a trusted advisor to assigned referral sources/ groups
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
Trains and coaches internal and external partners on program / product operational guidelines and regulatory requirements
Helps determine business priorities and best sequence for execution of business / group strategy
Builds effective relationships with internal/external stakeholders
Breaks down program performance metrics, and analyses data and information to provide insights and recommendations
Provides support for analysis, forecasting and/or data visualization, ensuring adherence with data governance standards
Designs and produces regular and ad-hoc reports, and dashboards
Leads or participates in a variety of change management activities including readiness assessments, planning, stakeholder management, execution, evaluation and sustainment of initiatives
Provides input into the planning and implementation of operational programs
Identifies where performance improvement is required and works to improve or offboard partnerships
Collects documentation for the onboarding and approval of new partnerships
Negotiates pricing, underwriting and efficient presentation of applications with brokers, builders and program partners
Identifies and escalates any broker / partner behaviour that poses fraud, AML, reputation or other risks
Executes work to deliver timely, accurate, and efficient service
Breaks down strategic problems, and analyzes data and information to provide insights and recommendations
Monitors and tracks referrals performance, and addresses any issues
Supports the execution of strategic initiatives in collaboration with internal and external stakeholders
Conducts independent analysis and assessment to resolve strategic issues
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