Director, Institutional Distribution - BMO Global Asset Management

Application Deadline:

11/06/2024

Address:

100 King Street West

Job Family Group:

Asset Mgmt Sales & Service

Role Mandate:

The Director, Institutional Distribution is responsible for selling and servicing BMO Global Asset Management’s (GAM) suite of ETFs, Alternatives (Private Credit, Private Equity, and Quantitative), and Active Pools in an assigned geographic region.

The role is responsible for sales of BMO GAM’s products through direct sales activity in the assigned region. Clients and prospects will include large complex pension plans, insurance companies, mutual funds, hedge funds, fund of funds, as well as foundations, endowments, investment counselling firms, and family offices.

A core for the position is an understanding of the institutional market, the ability to prospect for new external clients, and to partner with BMO GAM portfolio managers and other stakeholders to effectively grow our external client base. This position requires a self-starter who works as a team player.

Key Skills:

• Sales – prospecting, closing, time management, and public speaking.
• Relationship Management – market knowledge, thought leadership, and client service.

Accountabilities:

Sales and Service

• Understand the challenges faced by a broad spectrum of institutional investors and convert those challenges to opportunities through problem solving, thought leadership, education, and the transfer of intellectual capital.
• Drive sales of BMO GAM’s ETFs, Alternatives (Private Credit, Private Equity, and Quantitative), and Active Pools.
• Foster a culture of sales growth through prospecting activities such as client and prospect meetings (in person and online), attendance at industry conferences and other events that develop new external client relationships.
• Foster a culture of superior customer satisfaction with the goal of capturing a greater share of existing client wallet.
• Enhance BMO GAM’s institutional brand through thought leadership and public speaking at industry conferences.

Relationship Management

• Build and maintain strong relationships with clients to understand specific needs and provide consultative advice on asset management related issues.

• Manage existing and new client relationships and provide timely support, response to questions and access to PMs as needed.
• Partner with internal client service teams, pension consultant team, and capital markets when necessary.
• Provide client and trend insights to senior management to maintain a high level of market awareness.
• Ensure a thorough understanding of competitor activities to identify potential opportunities and threats.

• Demonstrate effective and timely use of the customer relationship management system.

Planning & Strategy

• Develop and implement the sales strategy to achieve desired business results within the geographic region including preparation and implementation of an annual territory business plan including promotional budget, to meet annual growth and retention targets.
• Provide strategic direction and advice for GAM institutional products.
• Contribute to the continuous improvement of processes and procedures by identifying potential gaps and providing input and recommendations on product launches and initiatives.
• Communicate regularly with sales management on regional sales strategies, priorities, sales targets, performance standards, marketing plans and accomplishments.

Cross-functional Relationships:

• Sales & Service – The role has authority to request and apply product knowledge information from other functional areas of BMO Global Asset Management as required in order to serve institutional clients.
• Coordinating – This role requires working with other areas of the BMO Financial Group to help generate sales, and liaise with external networks to better understand the competitive landscape and other company product offerings to improve our own.

Scope and Impact:

This role has direct impact on the achievement of key LOB objectives. Key numerical measures are as follows:

• New External Clients and Assets

Knowledge/Experience:

• Undergraduate University Degree and preferably CFA or MBA
• Minimum 10 years of institutional sales experience

• Advanced understanding of institutional sales, products and the market.
• Seasoned professional with a combination of education, experience and industry knowledge.

Ability to absorb knowledge and to overcome challen