BMO Financial Group Program Manager, Industry Sectors in Toronto, Ontario
55 Bloor Street West
Job Family Group:
Commercial Sales & Service
Business Delivery & Operational Effectiveness
Proactively seek opportunities to develop new business by establishing and actively managing relationships with franchisors/industry contacts/networks, leveraging customer and environmental insights to identify, analyze and size opportunities, and monitoring competitive activities. Develop/assist in the development of business cases for proposed business development programs, assessing and including recommendations to mitigate industry/segment-specific risks, performing the necessary due diligence activities necessary to support the creation of new programs, filtering and prioritizing opportunities presented by Sales and Service, customers, industry associations and external businesses seeking to partner with the Bank based on size of opportunity, ROI and strategic fit. Create unique value propositions offering holistic financial solutions through the identification and analysis of the banking challenges of prospective strategic niche market customers. Develop and package comprehensive, integrated banking packages to address the full-range of the strategic niche markets financial services needs, using industry expertise to maximize value creation and benefits to the industry sector and optimally position the Bank as a financial services provider of choice. Support the development of strategic sales initiatives, and input into appropriate sales and/or marketing materials to optimize positioning and promotion of holistic financial services programs. Perform qualitative and quantitative reviews of strategic priorities and initiatives, analyzing the impact of delivery on business results, providing insights and making recommendations for enhancements as required. Based on a clear understanding of customer needs and value drivers within the industries/franchises chosen, provide input into the development of specific tactical strategies for each priority segment to ensure BMOs competitive positioning in the marketplace.
Obtain and utilize market/industry/customer knowledge to proactively maximize sales, either directly or with the Line through the sale of new products, increases to customer share of wallet, increase cash management penetration, revenue per customer and customer loyalty for all new customers Concurrently support commercial market share expansion in those industries specifically targeted through new Programs and initiatives; Be highly visible in the marketplace, to proactively, and with a long-term focus, develop an internal and external network of industry specific COIs that effectively generates prospects for new business that can be referred to the Line Contribute to the Bank’s business objectives and increasing share of wallet through direct market intervention with Relationship Managers establishing a personal referral network and other business development activities. Develop an understanding of cross channel sales referral processes, local market, and existing business relationships to maximize balance acquisition, revenue, and to acquire new Commercial customers Establish and enhance the Bank’s profile by spearheading BMO’s activities in specific associations and trade shows for the Programs/ Industries for which he/she is responsible and to coordinate the production of marketing materials/ collateral support for sales initiatives Leverage technology, applications and tools that can take of the form of better integrating BMO’s technology platforms for vertical market software solutions utilized by specific industry groups, and to produce “tools” that relate to information gathering and valuation support to assist with the underwriting function of new client requests
Client & Relationship Management
Build sufficient industry/niche market expertise to effectively establish the role as a trusted strategic partner in the industry/niche market who is called upon by customers and industry/niche market groups to provide advice and guidance that impacts the overall business direction, resolving issues and inquiries as necessary. Actively relationship manage key industry/niche market influencers and leaders, both current and future. Develop viable business strategies to assist line personnel in achieving an increased share of the strategic niche market, participating in the development of the recommendation of short- and longer-term marketing plans including preparation and monitoring of business acquisition objectives. Through active, intensive and skilled relationship management of provincial and national associations and other key influencers and decision makers, support the development and lead the implementation of strategies to market and promote programs externally and work with Commercial Sales Force Effectiveness to promote programs internally. Act as subject matter expert to front line Relationship Managers providing advice to assist in the preparation of deals and assessing exception requests relative to authorized program guidelines. Work with the Commercial Banking team to define the desired customer experience, providing subject matter expertise relating to elements such as product, price, promotion, positioning, marketing etc. for each identified target industry in alignment with customer needs and BMOs customer promise.
Risk Management and Control
Review Programs annually and where appropriate obtain necessary approvals, assessing strategic fit and applicability to current market conditions and providing recommendations for changes. Identify, mitigate and monitor specific risks, operational and credit, and maintain authorized Global Lines of Credit (Franchising only). Continuously monitor industry developments and continuously update programs to ensure they are competitive and effective.
Change & Innovation
Act as a change agent for Industry Programs, understanding and accepting changes required to optimize effectiveness and achieve stated objectives.
Develop, implement, review and revise a 1 - 2 year work plan including: vision, mission, values, operational and resource plans. Establish goals, plans and assignments for each subordinate to achieve the plan. Review progress to plans, and develop, communicate, delegate and actively participate in the implementation of actions necessary to correct internal and external issues. Escalate significant issues to the Managing Director. Determine and deploy equipment, processes and human resources, and optimize the allocation of resources within the team.
Develop, implement and review a plan to complete all assigned tasks in a timely manner to acceptable quality standards
Typically between 5 - 7 years of relevant experience and post-secondary degree in related field of study or an equivalent combination of education and experience.
Deep knowledge and technical proficiency gained through extensive education and business experience.
Verbal & written communication skills - In-depth.
Collaboration & team skills - In-depth.
Analytical and problem solving skills - In-depth.
Influence skills - In-depth.
Data driven decision making - In-depth.
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.
BMO Financial Group Serving customers for 200 years and counting, BMO is a highly diversified financial services provider – the 8th largest bank, by assets, in North America. With total assets of $728 billion as of October 31, 2018, and a team of diverse and highly engaged employees, BMO provides a broad range of personal and commercial banking, wealth management and investment banking products and services to more than 12 million customers and conducts business through three operating groups: Personal and Commercial Banking, BMO Wealth Management and BMO Capital Markets.We serve Canadian clients through BMO Bank of Montreal®, our personal and commercial banking business, BMO Nesbitt Burns®*, one of Canada's leading wealth management firms, and BMO Capital Markets™, our North American investment and corporate banking division.In the United States, clients are served through BMO Harris Bank, a major U.S. Midwest personal and commercial bank, and BMO Private Bank, with wealth management offices across the United States, as well as BMO Capital Markets™, our North American investment and corporate banking division.We help our customers make money make sense by delivering the broadest range of financial services through a single point of contact. Our financial service professionals provide access to any services our customers require across the entire enterprise.