Director, Specialized Sales, Canadian Depositary Receipts, CDRs

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 What you'll be doing

As a Canadian Depositary Receipts (CDR) Specialist at BMO Global Asset Management (BMO GAM), you will be responsible for driving growth and adoption of BMO’s CDR platform across the Investment Advisor channel. Acting as the national subject matter expert for CDRs, you will work directly with Investment Advisors, collaborate closely with BMO GAM’s wholesaling team, and lead initiatives designed to increase awareness, engagement, and sales.

Primary Responsibilities

CDR Sales Execution:

• Own and execute the sales strategy to grow BMO’s CDR business with Investment Advisors across Canada.
• Build and maintain strong relationships with Investment Advisors, Portfolio Managers, and key decision-makers.
• Work alongside our industry leading sales teams to identify and convert new business in wholesaling territories.
• Serve as the primary CDR subject matter expert for advisors, and wholesalers.

Business Development and Sales Strategy

•  Develop and execute advisor engagement strategies designed to increase awareness, and usage of CDRs.
• Lead strategic sales initiatives, campaigns, and advisor events
• Identify emerging trends, advisor needs, and market opportunities that can expand the CDR franchise
• Gather and communicate advisor feedback to inform product development and business strategy.

Qualifications & Experience

• 5+ years of experience in investment sales, wholesaling, business development, or a related advisor-facing role.
• Proven track record of building relationships and generating sales.
• Strong understanding of equity markets, and foreign equity investing is an asset.
• Exceptional communication and presentation skills.
• Entrepreneurial mindset with the ability to identify opportunities and execute independently.
• Willingness to travel across Canada to support client meetings, and advisor events.

Strengthens the firm's relationships with intermediaries, and drives continuous service improvements with ultimate focus on business retention. Develops the strategy, processes, and delivery measurement for service among all functional areas responsible for delivering to clients. Develops and executes proactive, creative, and ongoing contact initiatives to identify and satisfy client needs. Coordinates relationship management activities with Sales, Product Management, Marketing, Product Specialist, and other stakeholders. Provides input to product development.

• Assists marketing with new business opportunities; delivers presentations to potential clients.
• Proactively participates in finalist presentations.
• Generally covers large-sized and/or moderately complex clients, issues and relationships.
• Manages the profitability and pricing dynamics of existing relationships to ensure the retention of clients beyond the 5 year time frame and to understand profitability dynamics in relation to industry standards.
• Discusses process, portfolio construction risk management and issuer selection with existing clients.
• Provides written and oral reports to clients on performance of account, the market, and performance of individual securities.
• Manages multiple facets of relationship with clients - including presentations of investment manager strategies, styles, current views, and outlooks.
• Acts as a subject matter expert for all client interactions.
• Reviews & approves written client and consultant communications including Requests for Proposals, Quarterly reports, surveys and presentations.
• 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.
• Acts as a subject matter expert on relevant regulations and policies.
• Conducts independent analysis and assessment to resolve strategic issues.
• Recommends business priorities, advises on resource requirements and develops roadmap for strategic execution.
• Acts as the prime subject matter expert for internal/external stakeholders.
• Defines business requirements for analytics & reporting to ensure data insights inform business decision making.
• Breaks down strategic problems, and analyses data and information to provide insights and recommendations.
• Monitors and tracks performance, and addresses any issues.
• Leads change management programs of varying scope and type, including readiness assessments, planning, stakeholder management, execution, evaluation and sustainment of initiatives.
• Manages day to day operational tasks to ensure necessary compliance activities are being completed according to established policies and procedures and mitigating risk appropriately.
• Leads the execution of operational programs; assesses and adapts as needed to ensure quality of execution.
• Develops, maintains and executes a business plan, including relationship management strategies, to achieve retention objectives.
• Develops rapport and instils confidence with clients in order to develop credibility and earn their trust as relationship manager.
• Develops and executes contact initiatives to identify and satisfy client needs.
• Prepares client and market summaries as required.
• Participates in industry and prospect events to grow presence in the marketplace.
• Provides input to product development and marketing to grow the overall business.
• Provide timely responses to all client questions and issues.
• Demonstrates effective and timely use of the customer relationship management system and expense reporting system.
• Adheres to all compliance, regulatory, and legal guidelines.
• Operates at a group/enterprise-wide level and serves as a specialist resource to senior leaders and stakeholders.
• Applies expertise and thinks creatively to address unique or ambiguous situations and to find solutions to problems that can be complex and non-routine.
• Implements changes in response to shifting trends.
• Broader work or accountabilities may be assigned as needed.
• Take measured risks while protecting the bank by applying our Risk Management Framework in the execution of your role, in line with our Risk Culture and within our approved Risk Appetite, making sound and risk informed decisions that align to business strategy, protect assets, and adhere to applicable policy documents (Frameworks, Policies, Standards, Procedures and Supporting documents), laws and regulations.

  Qualifications:

• Typically 7+ years of relevant experience and a post-secondary degree in related field of study or an equivalent combination of education and experience.
• Advanced understanding of relationship management and the market.
• Seasoned professional with a combination of education, experience and industry knowledge.
• Verbal & written communication skills - In-depth / Expert.
• Analytical and problem solving skills - In-depth / Expert.
• Influence skills - In-depth / Expert.
• Collaboration & team skills; with a focus on cross-group collaboration - In-depth / Expert.
• Able to manage ambiguity.
• Data driven decision making - In-depth / Expert.

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

About Us

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.