Practice Management Coach

320 S Canal Street Chicago Illinois,60606

Description

As a key member of the National Sales & Client Experience office at BMO Wealth Management the Practice Management Coach is the primary liaison between in-market sales professionals, including but not limited to Managing Directors or Market Managers (MD/MM), Private Wealth Advisors (PWA), Senior Private Bankers (SBP) and Senior Fiduciary Advisors (SFA) and the National Sales & Client Experience team. This team supports the development and implementation of strategic sales initiatives, with a key focus on executing BMO’s go-to-market strategy through customized skill based one-on-one coaching of the sales professional to improve their overall delivery and effective practice management.

Key Accountabilities

• Lead the Sales Professional onboarding program for sales professionals new to BMO Wealth Management
  • Conduct personalized, one-on-one PWA/Sales professional onboarding sessions for all new PWA/sales professional hires (and MDs as needed) tailored to the individual’s background
  • Customize regular follow-up sessions based on sales professional’s development needs either virtually or in-person
  • Continuously update (at least twice annually) the onboarding program to ensure it includes all current and relevant information
• One-on-one individualized coaching of sales professionals supporting the ongoing development of self-identified skill gaps, or those identified by their Managing Sales Leader, which directly impact professional performance and practice management (e.g.: value narrative, discovery, presentation, role play, calendaring/organization, etc.)
• Ensure ongoing execution of the go-to-market model by partnering with the local market -based leadership team and field professionals
  • Prioritize client outreach and introductions to relationships with complexity and significant share of wallet
  • Ensure PWAs are leveraging their client strategy team when delivering the BMO Wealth Management Value Proposition ensuring strong client loyalty while looking for ongoing opportunities to build their practice
• Sales, pipeline, activity reporting & coaching
  • Address knowledge gaps in using the Client Relationship Management (CRM) platform to ensure their activities and opportunities are entered appropriately
  • Reinforce with sales professionals the importance of and practice management benefit of effective utilization of CRM tools for recording all client and prospective client touchpoints and opportunities and management of the sales professional’s book of business
  • Utilize the CRM platform to document 1:1 coaching interaction with the sales professional so the Managing Director/Market Manager have an understanding of the commitments and coaching that was provided
  • Ensure effective and consistent use of all BMO sales and the client presentation tools
  • Ensure Sales Professionals are delivering on the BMO Value Proposition through documented client experience touchpoints
• Coaching of professionals to organizational sales goal achievement in support of MD/MM coaching
  • Client Relationship Development (CRD) sustainment through pre-call, agenda, wealth assessments
  • Leverage data from the CRM platform, sales dashboards, and sales tools to define core practice management standards
  • Effective use of sales tools to ensure client contact standards are being met based on client book segmentation
  • Reinforcement of common goals & development of business plans when needed
  • Consistent field presence with pre-visit and post-visit meetings
• Utilization of sales enablement tools and reporting to track progress against goals and sales professional’s business plan
• Ensure feedback being provided in designated forums and advisory councils is being incorporated into coaching and projects impacting the field
• Provide robust and comprehensive training to sales professionals in a 1:1 and group setting
  • Sales process (prospecting, discovery, CRD)
  • Product training (Tip Sheets to represent each discipline and LOB)
  • Value Proposition: BMO Wealth Management, Individual and discipline/LOB
  • Leadership & professional conferences/summits
  • Establish protocols on continuing education & certifications
  • External group training review/curriculum integration (Challenger, CFP, CPWA, IFL)
• Ensure the sales professional can deliver a best in-class client experience when working with multiple business groups within BMO
• Partner closely with BMO Wealth Management Learning Team to design, develop, and deliver impactful and engaging training
• Partner with sales professional to incorporate feedback provided by clients through the Net Promoter survey to continuously improve their practice management of client relationships

Sales Initiatives

• Supports the strategy, execution and management of multiple, simultaneous sales initiatives focused on client acquisition and share of wallet (e.g. sales campaigns, referral programs, etc.)
• Understands business strategy, plans, and activities; assesses needs and identify barriers in order to drive business performance through development and delivery of sales initiatives.
• Provides project change leadership to ensure the vision and objectives of the project/transformation are driven properly, and ensures change management is in place to deliver the anticipated project benefits
• Understands how to thoughtfully influence and drive sales within the context of BMO’s risk management framework.

Qualifications

Knowledge

Incumbent must have:

• excellent written and verbal communication skills,
• extensive knowledge of the wealth management business,
• proficient knowledge of the BMO Wealth Management sales tools,
• proven track record of sales capabilities,
• the ability to lead and influence individuals which they do not have any management responsibilities and
• demonstrates strategic thinking

Incumbent who has a proven track record and demonstrated knowledge and experience in practice management, learning & development, coaching as well as people management is strongly preferred

Skills

• Well-developed and proven practice management skills
• Able to think strategically and implement strategic vision
• Highly developed relationship management skills to effectively manage relationships across multiple levels of the organization, across lines of business, across various BMO FG companies and with external partners
• Ability to tailor coaching to the needs of individual sales professionals to have the greatest impact on professional development
• Ability to deliver results effectively with minimum supervision across multiple teams, projects, and changing priorities
• Strong project management skills and effective execution skills to ensure successful delivery/implementation of special initiatives, processes, and policies
• Ability to understand complex business needs and translate to clear recommendations
• Strong analytical capabilities
• Proven track record of bringing ideation to fruition

Salary:

$102,000.00 - $190,000.00

Pay Type:

Salaried

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:

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

BMO is proud to be an equal employment opportunity employer. We evaluate applicants without regard to race, religion, color, national origin, sex (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, transgender status, sexual stereotypes, age, status as a protected veteran, status as an individual with a disability, or any other legally protected characteristics. We also consider applicants with criminal histories, consistent with applicable federal, state and local law.

BMO is committed to working with and providing reasonable accommodations to individuals with disabilities. If you need a reasonable accommodation because of a disability for any part of the employment process, please send an e-mail to [email protected] and let us know the nature of your request and your contact information.

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.