Practice Management Coach

Description

As a key member of the National Sales & Client Experience of fice 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.

• 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)

• E…