The primary purpose of the Regional Sales Manager is to enable and improve the business performance, capabilities and productivity of the US Retail (change to US P & BB) sales network. The incumbent is responsible for deploying & Coaching to 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. (change order wants this first) The Regional Sales Manager will drive efficient and effective SalesForce 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 design and implementation out of programs, tools and campaigns with in the field. The Regional Sales Manager enables success by coaching to all levels within the Branch Network. Regional Sales Managers engage in retail field visits to inspect consistency and
The Regional Sales Manager will function as an individual contributor and critical strategic sales partner to Regional Presidents & Market Presidents.
60% Sales Leadership
Creates a culture 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
Acts as conduit between Headquarters and Distribution leadership.
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.
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.
Leverages sales performance reporting to diagnose current gaps, anticipate future gaps and build support solutions to drive performance and revenue.
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
Maintains current knowledge of best practice sales effectiveness techniques and their optimal integration into the US personal and small business banking sales organization.
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
Develop a consistent, comprehensive understanding of sales performance at every level and work with Regional and Market Presidents to build strategic plans to improve performance.
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.
Contributes to continual program improvement programs to enable the Salesforce 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.
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.
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.
Builds productive relationships with other lines of business to encourage an atmosphere of collaboration and team.
10% Onboarding & Skill-building
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.
Provides leadership and coaching that fosters employee collaboration in support of the achievement of individual and team goals for all constituents.
10% Risk Management and Compliance
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.
5% Project Support
Able to coach to the Salesforce.com tool and collect feedback on how it can be used to optimize SalesForce effectiveness and employee and customer experiences.
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.
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.
Undergraduate University Degree required
5 years of banking experience
10 years of leadership experience
Advanced knowledge of competitive marketplace and trends
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 and strategically identify sales opportunities
Ability to effectively interface and communicate with all key internal partners including sales, marketing, operations and risk mgmt
Customer / Client experience focus
Demonstrated ability to prioritize and resolve complex and competing issues/requests and provide recommended solutions to senior management
Strong results orientation
Effective critical thinking/analysis & able to articulate results and coach to identified gaps
Ability to influence and impact with or without formal authority
Act as an Advisor to Regional Presidents and Market Presidents
Observational and performance coaching all levels within the field.
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 futurethe 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 N.A. is an equal opportunity/affirmative action employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected Veteran status, age, or any other characteristic protected by law. Accommodations are available on request for candidates taking part in all aspects of the selection process. To request accommodation, please contact your recruiter.