Regional Sales Manager - Retail Banking

MANDATE:

The primary purpose of the Regional Sales Manager is to enable the business performance, capabilities and productivity of the US Retail sales network. The incumbent is responsible for deploying a sales force model that creates and promotes consistent execution of great customer experience(s) and operational excellence; accountability across the organization; growth of Retail Banking (via profitable customer acquisition, improved productivity and increased channel usage); and supports the actualization of the organization's vision, values and strategy. The Regional Sales Manager will drive efficient and effective sales force activities and behaviors within a framework of sound sales practices that ultimately drives improved sales and service productivity.

In this role, the Regional Sales Manager, will be responsible for the oversight of program management related to effective implementation of sales programs, tools and campaigns to include field planning/capacity and oversight of field readiness.

The Regional Sales Manager will function as an individual contributor who works with and influences their constituents, that is, Regional Presidents, Market Presidents, Branch Managers and Partners.

ACCOUNTABILITIES:

70% Relationship Management and Sales Management

* Creates a culture of that drives sales and service productivity in a manner that is efficient and effective with a focus on holistic customer centric needs based customer interactions within the framework of sound sales practices

* Serves as the liaison to other Sales Effectiveness & Customer Experience teams in order to gain alignment and offer varying levels of Sales Effectiveness support to programs, as warranted, by program goals and demands.

* Ensures that Director, National Sales Manager is apprised of program changes or risks, and that appropriate line of business partners are kept informed of campaign activities and developments.

* Maintains strong relationships with all constituents to gain buy in to Programs, and incorporate feedback into Design optimization.

* In collaboration with LOB's/segments, ensures consistent application, execution and tracking of appropriate sales metrics.

* Works closely and collaboratively with other Sales Force Effectiveness team leads to ensure alignment of efforts and achievement of goals.

* Contributor to all Lead Management engine conversation cue development and modification.

* Contributes to designs, development, and execution of sales tool and system strategy.

* Contributes to creation of vision, direction, while providing leadership to ensure execution of both the strategic and tactical plans/goals through the effective use of sales tools and systems.

* Drives sales performance reporting to ensure transparency of current performance and identify areas of opportunity for the business.

* Designs, develops and supports strategies focused on using the Salesforce.com tool to drive business growth and optimize both the customer and employee experience.

* Maintains current knowledge of best practice applications of the Salesforce.com tool and how they can be used to optimize sales force effectiveness and employee and customer experiences within the US Personal and Small Business Banking organization.

* Contributes to continual program improvement programs to enable the Sales force to meet required metrics.

* Ensures feedback is gathered and shared that sales force effectiveness programs are adjusted/amended, as required, based on delivery and deployment experience or feedback to maximize overall effectiveness.

* Defines key messaging strategies that maximize sales impact/results and which rely on sound change management principles successful that enable the sales force to assimilate and act upon new information/programs in a dynamic, frequently-changing environment.

* Applies in-depth and substantive knowledge of multi-channel strategy and tactics that establishes credibility and influences change--- this includes knowledge of current and expected sales mix, role of channels, customer preferences and impact of various potential change scenarios on BMO Harris' overall revenue and profitability.

* Provides knowledge and guidance related to driving sales performance within a framework of sound sales practices

* Enforces a centralized view of the requirements and expectations of U.S. sales forces that serve differing customer segments, as well as the needs of those diverse customer segments, in order to deliver targeted strategies that support sales success in all areas.

* Represents the pulse and climate of the sales force and advises on the potential success of sales campaigns.

* Acts as an advisor on topics related to the prioritization, capacity and field readiness of proposed strategies and communications to enable actions in support of the most mission critical initiatives.

* Maintains current knowledge of best practice sales effectiveness techniques and their optimal integration into the US personal and small business banking sales organization.

20% Leadership and Effectiveness

* Creates a culture of that drives sales and service productivity in a manner that is efficient and effective with a focus on a holistic customer centric needs based customer interactions within the framework of sound sales practices

* Acts as the central oversight for integration of Communications, Skill Development and Readiness Partner activities into program plans, and ensures adherence to milestones and deadlines.

* Evaluates and understands the impact of sales programs as a collective, as well as within distinct lines of business and across specific employee groups, ensuring they have been appropriately addressed.

* Ensures the availability of an integrated, consistent and effective delivery network that provides information, tools and resources for sales campaigns. Integrate an understanding of customer needs, successful selling behaviors, and methods to overcome sales barriers into sales effectiveness tools.

* Reviews and monitors sales performance against both plan and standards on a regular basis. Continuously identifies and implements improvements to sales campaign activities to ensure that gaps are appropriately addressed.

* Maintains capacity tracking and assessment resources in order to provide the Sales Effectiveness Design team and other line of business partners with comprehensive data on upcoming sales impacts from customer experience and employee experience perspectives. Interacts with internal partners (as needed) in order to coordinate customer-facing milestones with overall sales effectiveness priorities.

* Uses exceptional problem solving skills to respond quickly to emerging concerns and manage issues as they arise, providing objective analysis and guidance to mediate through challenge areas and maintain steady progress toward sales goals.

* Provides leadership and coaching that fosters employee collaboration in support of the achievement of individual and team goals for all constituents.

* Builds productive relationships with other lines of business to encourage an atmosphere of collaboration and team.

10% Risk Management and Compliance

* Collaborates with Compliance to ensure that the US Retail Sales lines of business implement all regulatory changes effectively, and in a timely and efficient manner

* Consider Compliance where appropriate in process design and project implementation.

* Considers risk management and compliance where appropriate in program design.

* Collaborates with risk management and compliance when appropriate is it pertains to the design and execution of innovative strategies and programs.

* Oversees control point as it pertains to customer outreach and line of business expectations.

NOTE: there's about 50% of Travel within the Territory of coverage

Knowledge:

* Undergraduate University Degree required

* 10 years of banking experience

* 10 years of leadership experience, ideally with exposure at a regional level

* Advanced knowledge of competitive marketplace and trends

Skills:

* Proven leadership skills

* Advanced oral and written communication skills

* Strong presentation skills ( i.e. ability to develop and effectively deliver presentations diverse audiences)

* Proven planning, organizing and project management skills and ability to manage multiple priorities

* Expert relationship building and relationship management skills

* Strong analytical, influencing and problem solving skills

* Ability to think strategically and execute in accordance with strategic vision

* In-depth sales & customer service focus and skills

* Ability to effectively interface and communicate with all key internal partners including sales, marketing, operations and risk management

* Customer / Client experience focus

* Highly collaborative

* Demonstrated ability to prioritize and resolve complex and competing issues/requests and provide recommended solutions to senior management

* Strong results orientation

* Strong Microsoft Office acumen

* Solid decision making ability

* Effective critical thinking/analysis

* Ability to influence and impact with or without formal authority

* Excellent program management skills

* Ability to work well under pressure

We're here to help

At BMO Harris Bank we have a shared purpose; we put the customer at the center of everything we do – helping people is in our DNA. For 200 years we have thought about the future—the future of our customers, our communities and our people. We help our customers and our communities by working together, innovating and pushing boundaries to bring them our very best every day. Together we're changing the way people think about a bank.

As a member of the BMO Harris Bank 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://bmoharriscareers.com.

BMO Harris Bank 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. BMO Harris Bank is an Equal Opportunity Employer for all, inclusive of Minorities, Women, Veterans, and Persons with Disabilities.