Director, Sales Force Effectiveness & Business Development

Role Purpose  
Own activation of US Commercial Banking sales strategy by translating business priorities into segment‑specific enablement, execution readiness, and field adoption that drives measurable performance, client acquisition and revenue growth.  

Key Responsibilities  

Sales Strategy Activation & Readiness  

• Serve as the primary enablement partner to Segment Leaders and Coverage Heads  

• Activate sales strategy through segment‑specific sales plays, campaigns, and priority initiatives  

• Lead go‑to‑market readiness for major launches and strategic initiatives  

• Define clear execution standards for priority sales initiatives, including required seller behaviors and actions  

Program Execution & Field Enablement  

• Lead the execution of priority sales initiatives and programs, ensuring sequencing, readiness, and rollout plans support successful adoption  

• Serve as the central execution owner during implementation, identifying risks, dependencies, and execution gaps  

• Diagnose adoption challenges and take corrective action to improve uptake and consistency in the field  

Segment & Market Enablement Leadership  

• Lead and develop segment enablement leads responsible for business development and engagement  

• Ensure consistent delivery and execution across U.S. Commercial Banking segments while accounting for market‑specific needs  

• Establish structured field feedback loops to capture insights, barriers, and opportunities  

• Use field input to continuously refine enablement and execution approaches  

Change, Advisory & Alignment  

• Lead change and readiness efforts to support adoption of sales initiatives, process changes, and tools  

• Partner with Product, Marketing, and Strategy teams to align messaging and sales priorities  

• Provide practical recommendations to sales leaders to strengthen execution and effectiveness  

• Apply BMO’s Risk Management Framework to execution and readiness activities  

Qualifications  

• Typically, 9+ years of relevant experience and post-secondary degree in Business or a related field of study or an equivalent combination of education and experience.  

• Program management skills – In-depth.  

• Change management and leadership skills - In-depth.  

• Knowledge of process coordination and management - In-depth.  

• Strong understanding of integrated marketing campaigns.  

• Sound knowledge of the financial industry.  

• Expert in marketing campaigns, cross-selling and prospecting strategies-In-depth financial analysis for marketing programs.  

• In-depth experience with metrics-based decision making, ROI calculation, and market penetration to measure the effectiveness of programs.  

• Experience dealing with advertising agencies and other external marketing partners.  

• Seasoned expert with extensive commercial banking products and industry knowledge.  

• Technical viewed as a thought leader for innovation.  

• Verbal & written communication skills - Expert.  

• Analytical and problem-solving skills - Expert.  

• Influence skills - Expert.  

• Collaboration & team skills; with a focus on cross-group collaboration - Expert.  

• Able to manage ambiguity.  

• Data driven decision making - Expert