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Head of Institutional Sales

3 months ago

Old Toronto, Ontario, Canada BMO Financial Group Full time

Application Overview:
The Head of Institutional Sales is tasked with driving the sales and service efforts for BMO Global Asset Management's (GAM) diverse range of investment products, including Exchange-Traded Funds (ETFs), Alternatives (such as Private Credit and Private Equity), and Active Pools within a designated territory.

Role Responsibilities:
This position involves engaging in direct sales activities to promote BMO GAM's offerings to a variety of institutional clients, including complex pension funds, insurance firms, mutual funds, hedge funds, and family offices. A critical aspect of this role is the ability to identify and pursue new client opportunities while collaborating with BMO GAM portfolio managers and other key stakeholders to expand our client base.

Essential Skills:

  • Sales proficiency – including prospecting, closing deals, and effective time management.
  • Relationship Management – encompassing market insight, thought leadership, and exceptional client service.

Key Accountabilities:

  • Sales and Service: Recognize the unique challenges faced by institutional investors and transform these challenges into opportunities through innovative solutions, educational initiatives, and the sharing of expertise.
  • Drive the sales of BMO GAM's investment products, including ETFs and Alternatives.
  • Encourage a culture of sales growth through proactive outreach, including client meetings and participation in industry events.
  • Enhance client satisfaction to capture a larger share of existing client assets.
  • Elevate BMO GAM's institutional reputation through public speaking and thought leadership at industry events.

Relationship Management:

  • Establish and nurture strong client relationships to understand their specific needs and provide tailored asset management advice.
  • Manage both existing and prospective client relationships, ensuring timely support and access to portfolio managers as necessary.
  • Collaborate with internal teams and external consultants to enhance service delivery.
  • Provide insights on market trends to senior management to maintain a competitive edge.
  • Maintain awareness of competitor activities to identify potential opportunities and challenges.
  • Utilize the customer relationship management system effectively and efficiently.

Strategic Planning:

  • Formulate and execute a sales strategy to achieve business objectives within the designated region, including the development of an annual business plan.
  • Offer strategic guidance for GAM's institutional products.
  • Contribute to process improvements by identifying gaps and providing recommendations for product initiatives.
  • Maintain regular communication with sales management regarding regional strategies and performance metrics.

Cross-Functional Collaboration:

  • Work collaboratively with various departments within BMO Financial Group to facilitate sales and improve product offerings.
  • Engage with external networks to enhance understanding of the competitive landscape.

Impact and Scope:
This role significantly influences the achievement of key business objectives, particularly in acquiring new clients and assets.

Qualifications:

  • A Bachelor's degree, with a preference for candidates holding a CFA or MBA.
  • A minimum of 10 years of experience in institutional sales.
  • In-depth knowledge of institutional sales, products, and market dynamics.
  • A seasoned professional with a blend of education, experience, and industry insight.

Skills Required:

  • Outstanding sales and customer service skills.
  • Proven track record in investment sales.
  • Exceptional networking, presentation, and relationship-building abilities.
  • Strong interpersonal and communication skills.
  • Effective business planning and organizational skills with the ability to manage multiple priorities.
  • Self-motivated and proactive approach.

Working Conditions:
This position is based in Toronto, with a requirement for travel and a minimum of three days in the office.

Compensation:
The salary for this role is competitive and may vary based on factors such as skills, experience, and qualifications. BMO Financial Group offers a comprehensive compensation package, including performance-based incentives and various employee benefits.

BMO is dedicated to fostering an inclusive and accessible workplace. We value the diverse perspectives of our employees and are committed to providing accommodations for candidates throughout the selection process.