Regional Sales Manager Central WI in Milwaukee, Wisconsin For Sale

Title: Regional Sales Manager Central WILocation: Wisconsin-MilwaukeeOther Locations:The District Sales Manager will report directly to the Retail Segment & Sales Leader. This role will be responsible for Retail Banking performance within assigned District(s) through the development and implementation of customer-focused, integrated sales and marketing programs. As a key leadership role, the District Sales Manager is accountable for effective and targeted execution of the Retail Segment & Sales strategy to the District. This is accomplished through delivering coordinated and integrated programs, both sales and marketing/MIDS, which drive Retail performance and financial results. The District Sales Manager will partner with the District Executive and Regional President to build organizational sales capabilities and deliver upon targeted sales strategies, maximizing retail product volume growth and profitability. The role will support the District Executive and Regional Presidents in the development and delivery of sales programs and initiatives to achieve maximum sales results targeted to District customer needs. This position will apply rigorous sales management expertise to improve sales proficiency and enhance performance of the retail sales force. The District Sales Manager will provide focused business development and sales execution expertise to the Regional President and support the overall sales and performance coaching of the bank managers and retail sales staff. The role will serve as an advocate to the District and represent its interests while prioritizing and defining sales strategies. This role will collaborate with the District Executive and Regional Presidents to develop District strategies and to achieve retail sales objectives.KEY DIMENSIONS1. Drive District Sales Results2. Provide Sales Strategy Expertise3. Provide Sales Coaching & Training4. Manage Employees5. Manage RiskACCOUNTABILITIES1. Drive District Sales Results * Effectively execute sales strategy to drive Retail performance and financial results through the development of customer-focused, integrated sales campaigns and marketing/MIDS programs (i.e., sales training, sales campaigns, sales contests) that promote and align with Harris’ multi-channel strategy. * Assist Regional Presidents with tools to motivate and inspire sales teams to reach sales and customer experience goals. * In conjunction with District Executives and Regional leadership, maintain accountability for District retail financial results, including Core Deposit Growth, Revenue, Net HH Growth and Direct Contribution. * Develop, monitor and maintain the retail sales plan for District(s) supported. Continuously prioritize and analyze alternatives. Identify and assess opportunities to accelerate growth/expansion based on competitive environment and customer needs. * Evaluate the effectiveness of the District retail sales force in achieving District/Regional business objectives and targets, and implement improvements as required. Review sales activities, pipeline management and actual performance against both plan and standards to ensure that gaps are identified and subsequently closed. Coach District Executives and Regional Presidents to advance opportunities in the pipeline, develop referral networks, and utilize customer interfaces to strengthen and deepen the customer’s relationship with the Bank. * Identify best practices in sales effectiveness and leverage them across the district sales resources. * Partner with District Leadership team to assess specific or unique District sales support needs and apply, develop or source appropriate sales program/initiatives to optimize sales opportunities. * Develop an effective sales communication framework to assist District Executives and Regional Presidents in communicating sales goals, priorities, results and performance levels across District. * Contribute to the achievement of the District’s overall results by participating in region, branch, and community events to foster a positive image of the bank and where appropriate, advocate for the Bank’s products and services.2. Provide Sales Strategy Expertise * Represent the assigned District and provide expertise on District needs, customer feedback and field input to Sales, Marketing and Product functions. Translate these perspectives into integrated strategies that optimize sales opportunities, drive maximum Retail performance and support the multi-channel strategy. * Serve as District advocate and as a liaison between Districts and the Retail Sales function to improve the development of the Retail Segment & Sales strategy and execution. Actively participate in/with District Leadership team and ensure support of overall District objectives and financial and performance targets.· As required, represent District or Sales function in cross-bank teams or initiatives that require sales competency input (i.e., new product development, technology implementation, acquisition due diligence or integration).· Maintain current industry and market competitive knowledge and utilize this information in the development of robust, effective sales strategies, marketing campaigns and new product development/enhancement to ensure optimal competitive positioning and response to market.· Maintain sales professional competency/certification and industry sales leadership expertise to provide continuous improvement and focus toward intensive sales culture.· Maintain collaborative relationships and partnerships with other sales team members to benchmark and share best practices and sales programs across Districts. * Articulate, demonstrate and apply effective business development, sales and service principles, practices and techniques to increase Bank Manager and retail sales staff proficiency in identifying, leveraging and closing sales opportunities so that targets are exceeded.3. ProvideSales Coaching & Training * Provide effective sales leadership and exceptional coaching of District Retail Banking team. Develop and deliver comprehensive training programs to ensure effective, consistent use of sales process to drive sales results and financial performance. * Engage district leadership team to develop and implement effective coaching and motivational tactics that deliver exceptional performance. * Model effective sales practices and behaviors to build and improve sales capability and enhance performance results of team. * Implement sales process design and interaction models, including execution of customer experience/toolkits, refinements, asking and closing the business, etc. * Develop targeted training plans to address gaps in capabilities or opportunities to improve performance. * Utilize Regional President and field feedback on coaching and training to continuously improve training programs.4. Manage Employees * Recruit, lead, manage and develop assigned District Sales Specialist(s) using effective training, performance assessment and coaching techniques. * Ensure fair administration of Human Resources policies and procedures. * Apply the Bank’s performance management system to subordinates, including establishing goals and objectives, assessing skills and knowledge gaps, allocating resources to achieve objectives and close gaps, assessing personal effectiveness, and reviewing and recommending base and variable pay.5. Manage Risk * Ensure that compliance requirements, audits and verifications are communicated, understood and completed in accordance with Bank policies & procedures, standards, and regulatory, legal and ethical requirements. * Maintain current knowledge of and adhere to banking regulations and company directives by reviewing the appropriate reference material and completing the annual compliance training courses as required in order to effectively manage risk, operational, and compliance requirements. * Ensure effective control, monitoring and reporting procedures are in place when implementing new campaigns. * Work with segment business partners in ensuring effective credit risk evaluation and monitoring. AUTHORITIES * Approval – This role has the authority to approve policies, procedures and standards within the retail sales unit. * Information Access – This role has the authority to use and access confidential information related to employee information, customer information, and product and financial information. * Managerial – This role has the authority to deploy resources (physical, financial & human) as appropriate to meet business goals and objectives. * Veto – This role has the authority to stop something from happening. This may include authority to stop a process because of significant compliance and risk exposure.CROSS-FUNCTIONAL RELATIONSHIPS * District Executives * Product Management Executives * Marketing and MIDS Executives * Branch Operations * Operations * Segment Partners * Sales, Distribution and Micro Business Management Team * Participates with Leadership team at District executive table to establish collaborative relationships with Regional Presidents and senior Sales, Product and Marketing roles.This role has direct or indirect impact on the following measures which are closely tracked to monitor Retail Banking performance:FINANCIAL PERFORMANCE RESULTS * Revenue * Net Income * Operating Leverage * Direct Contribution * Market ShareCUSTOMER PERFORMANCE RESULTS * Net Promoter Score * Net New Household Growth (target of 1 net new HH per branch per week ) * OneHarris participation and success * Customer Retention * Cross Sell (OLB / Bill Pay)DEPOSIT PERFORMANCE RESULTS * Core Deposit Growth * Net New Checking * Non Core DepositsAt our company, we have been helping our customers and communities for over 195 years. Working with us means being part of a team of talented and passionate individuals with a shared focus on working together to deliver great customer experiences. We stand behind your success with the support you need to turn your potential into performance.To find out more, please visit our website atwww.bmo.com/careers.comBMO Financial Group is committed to an inclusive, equitable and accessible workplace. By embracing diversity, we gain strength through our people and perspectives.a) Knowledge: * Bachelor’s Degree or equivalent * 5-7 years of Retail Banking Experience * In-depth knowledge of coaching, including Coaching Certificationb) Skills: * Proven track record of effective sales coaching and leadership * In-depth understanding of retail banking financial performance including balance sheet and income statement drivers * In-depth sales & customer service focus and skills * Strong communication and relationship building skills * Ability to manage multiple priorities
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