08/14/2024

Address:

33 Dundas Street West

Commercial Sales & Service

The Director, Programs and Salesforce Activation is a key member in a high-profile team and will work in a dynamic, collaborative, progressive and high performing culture. This exciting role offers an opportunity to influence both short-term tactical changes as well as to have significant impact on transformative initiatives for the Business Banking segment. Business Banking is a recently created segment for the bank that focuses on small businesses and represents an important growth opportunity in Canada and is a key priority for BMO. The primary focus of this role is to activate our salesforces across Relationship Manager, Branch and Virtual Connect channels in using the products, programs, tools and resources created by our Headquarters team to drive the strategy forward.

The Director, Programs and Salesforce Activation will be accountable to drive growth, efficiency and superior returns in our all three of our channels through improved client acquisition and share of wallet expansion. By developing strategies to build loyalty and drive sales and providing indirect leadership to the sales teams who support Business Banking clients they will influence and encourage accelerated success for these teams. The Director will be also be a key member of the Business Banking Headquarters leadership team, working with existing product, platform, process, workforce enablement and strategy leads to define and prioritize initiatives that will support our strategy and unleash market leading performance.

The role has a national mandate to improve employee familiarity with and level of comfort in serving Business Banking clients, and optimizing the return from investments made in client and employee programs and tool. They will help the headquarters team shape the creation and optimization of incredible self-service experiences. The incumbent has also a mandate to increase the degree of exposure Business Banking clients receive in the overall ecosystem and leverage this exposure to drive business results.

Key Accountabilities

Salesforce Activation

•           Develop and implement, in partnership with the Business Banking Headquarters team, strategies that increase employee knowledge levels and comfort in dealing with Business Banking clients across all channels, including knowledge of and comfort with deposit, financing and cash management solutions; partner offerings; industry, government and community programs, and how to conduct brilliant client conversations.

• Develop and implement salesforce programs that drive acquisition and share of wallet expansion for Business Banking clients across channels.

• Monitor the activation of key segment programs, tools and offers across sales channels.
• Develop and implement action plans to optimize the activation of these programs tools and offers to drive loyalty and sales outcomes.

•           Provide thought leadership on appropriate incentive and compensation strategies and performance management tools for employees to drive Business Banking focus and top-tier outcomes.

•           Provide thought leadership and oversight (edit, inputs, renewal) to ensure that line of business product and credit policies, employee tools, financing guidelines, industry and franchise programs and operating procedures are relevant and applicable.

Branch, Virtual Connect and Self-Service Channels

• Proactively identify gaps in client or employee experience in non-RM channels and define and champion strategies to address.
• Act as a key subject matter expert for Business Banking leadership on non-RM channel execution of segment sales and service strategies and non-RM client and employee experience.

•           Act as a key representative for the Business Banking segment within Personal and Virtual Connect Distribution teams championing Business Banking focus and progress.

•           Provide thought leadership on the design of best-in-class self-service sales and service experiences for non-RM clients that improve loyalty and sales results. Partner with Business Banking HQ and Digital Transformation teams to champion their implementation.

•           Monitor quality, accuracy and consistency in Business Banking tasks and transactions executed through non-RM channels, develop action plans, and provide thought leadership to Business Banking leadership teams to champion and implement, helping to ensure ensuring equal focus across Revenue/Loyalty/Risk Mgmt “legs of the stool”.  

Industry Programs

• Maintain an up to date and market relevant portfolio of client programs aligned to targeted vertical of focus for the Business Banking segment.
• Programs will be supported by playbooks and tip-sheets suitable for all sales channels that help educate employees regarding structure of the relevant verticals, key terms and areas of focus for clients operating in these verticals, and articulate relevant targeted pricing, product and credit structuring incentives and offers for prospective clients.
• Lead the development of new industry programs for verticals that present an opportunity for BMO Business Banking to grow market share in both Deposits and Lending through additional acquisition or share of wallet expansion.
• Develop appropriate external partnerships and subject matter expertise to ensure market relevance of these programs and drive business development opportunities for our salesforces.

Managerial Leadership & Talent Development

•           Develop and manage a team of high performing individuals who will work directly with our customer facing teams and relevant HQ partners to develop, maintain and drive the activation of key Business Banking programs and offers to drive sales outcomes through acquisition and share of wallet expansion.

• Lead a high performing network of teams and individuals across BB Regional Sales & Service, Branches, and Virtual Connect and, through formal and informal leadership, impact and influence to drive transformation and results.

•           Set and monitor performance targets for key segment programs, offers and other KPIs in collaboration with key partners and Business Banking leaders.

•           Drive consistent and high-quality business results through collaboration across the business banking organization and with key partners including Virtual Connect and Client and Workforce effectiveness Personal Distribution.

Cross Functional Relationships

•           Virtual Connect

•           Personal Banking Distribution;

• Relationship Management teams within Business Banking

•           Other Teams within Business Banking & P&BB Headquarters

Knowledge and Skills

Knowledge & Experience:

• Expert knowledge of the financial industry with direct relevant experience in sales and service leadership and with Business Banking clients.
• In-depth expertise in Small Business Banking,
• Experience with deposit, financing and cash management solutions for Business Banking Clients – familiar with digital solutions for Small Businesses and partner ecosystem.
• Management experience in both branch and contact centre environments desired
• Demonstrated success in Business Development
• BMO organizational knowledge is an asset
• Minimum undergraduate university degree, an MBA or other post-graduate degree, or equivalent industry related experience preferred
• Sales Leadership (Expert)
• Risk Management (Expert)
• Business Lending
• Analytical Thinking (Expert)
• Financial Understanding (In-Depth)

Skills:

• Proficiency in Excel, PowerPoint and Microsoft suite skills is a must
• Excellent communication skills (oral and written) with ability to simplify and effectively communicate complex concepts
• Strong leadership skills, ability to motivate teams through both formal and informal leadership     
• Proven ability to influence without authority, build alignment and drive change in culture and practices
• Team-oriented, collaborative and flexible
• Proven ability to apply expertise and creativity to solve complex problems
• Able to think like a customer and design the right customer experience
• Strong time management and project management skills
• Strong business acumen
• Expert ability to navigate the corporate environment to deliver results; and
• Results oriented and is able to work under minimal direction.

$103,500.00 - $192,500.00

Salaried

The above represents BMO Financial Group’s pay range and type.

Salaries will vary based on factors such as location, skills, experience, education, and qualifications for the role, and may include a commission structure. Salaries for part-time roles will be pro-rated based on number of hours regularly worked. For commission roles, the salary listed above represents BMO Financial Group’s expected target for the first year in this position.

BMO Financial Group’s total compensation package will vary based on the pay type of the position and may include performance-based incentives, discretionary bonuses, as well as other perks and rewards. BMO also offers health insurance, tuition reimbursement, accident and life insurance, and retirement savings plans. To view more details of our benefits, please visit: https://jobs.bmo.com/global/en/Total-Rewards

We’re here to help

At BMO we are driven by a shared Purpose: Boldly Grow the Good in business and life. It calls on us to create lasting, positive change for our customers, our communities and our people. By working together, innovating and pushing boundaries, we transform lives and businesses, and power economic growth around the world.

As a member of the BMO team you are valued, respected and heard, and you have more ways to grow and make an impact. We strive to help you make an impact from day one – for yourself and our customers. We’ll support you with the tools and resources you need to reach new milestones, as you help our customers reach theirs. From in-depth training and coaching, to manager support and network-building opportunities, we’ll help you gain valuable experience, and broaden your skillset.

To find out more visit us at https://jobs.bmo.com/ca/en.

BMO is committed to an inclusive, equitable and accessible workplace. By learning from each other’s differences, we gain strength through our people and our perspectives. Accommodations are available on request for candidates taking part in all aspects of the selection process. To request accommodation, please contact your recruiter.

Note to Recruiters: BMO does not accept unsolicited resumes from any source other than directly from a candidate. Any unsolicited resumes sent to BMO, directly or indirectly, will be considered BMO property. BMO will not pay a fee for any placement resulting from the receipt of an unsolicited resume. A recruiting agency must first have a valid, written and fully executed agency agreement contract for service to submit resumes.