BMO Financial Group Sales Force Effectiveness Leader - Transportation Finance in Mississauga, Ontario
Responsible for identification and implementation, and optimization of salesforce effectiveness as it relates to forecasting, high priority prospecting, commercial metrics, sales representative productivity metrics and initiatives, database prioritization and sales entitlement. The candidate establishes direction for all salesforce effectiveness and CRM initiatives across BMO Transportation Finance Canada.
Aligns with Sales and Strategic Marketing to drive customer retention initiatives, reduce customer attrition and dormancy, improve transaction execution and increase customer loyalty/repeat business.
Responsible for defining, sourcing, and producing key metrics related to new business such as pipeline and conversion. Leads the second level analysis and strategic actions based on the weekly analytics.
Works with the sales leadership, marketing, industry leaders and other commercial resources to segment, prioritize and target customers, prospects and industries, optimize market coverage and sales deployment and prioritization models.
Owns the strategy and execution of all commercial sales training and development programs. Partners with Sales Leadership and HR to maximize the use of competency models and sales development tools.
Continues to drive use and utilization of business intelligence tools to ensure data accuracy and completion around key fields driving prospecting, commercial analytics, and lead generation. Partners with IT and Business Analytics team in deploying and digitizing Commercial KPIs and scorecards.
Evaluates methods to improve servicing effectiveness for existing customer base. Drive CRM data integrity to facilitate the sales process.
Manage lost deal and conversion analysis to provide insights around business processes and market intelligence.
Defines consistent sales productivity metrics, creates robust process for regular review and drives appropriate sales strategies to increase profitability, efficiency & effectiveness of sales teams. Responsible for the sales rep and manager dashboards and leading the operating rhythm with the commercial teams and SLT.
Drives CRM adoption & utilization resulting in improved conversion, sales span of control, pipeline reviews and customer contacts. Drives the implementation of Salesforce.com, the iPad deployment, and the database optimization and prioritization.
Supports TF cross-sell efforts by reinforcing targets, tracking, and BMO’s OneBank culture.
Bachelor's Degree and 5 of experience
Knowledge of PC/database/software
High proficiency in Microsoft Office applications such as Excel and PowerPoint, as well as Salesforce.com.
Experience with tools such as Siebel, SAS, Spotfire, etc.
10 years business experience with a background in Sales
A passion for growth with strong results-orientation
Strong analytical, project management and organizational skills
Exceptional communication, presentation and influence skills
Bachelor’s Degree in Finance, Marketing or related field.
Ability to influence and persuade cross functional teams using written and verbal communication skills
Demonstrated ability to manage and execute multiple priorities with sensitive time deadlines
Comfortable working in teams and have ability to work and think independently
Strong PC database software proficiency (MS Access, Spotfire, Power point, Excel, Salesforce.com, and Siebel
Must be willing to travel 10% of the time.
Must be willing to work out of an office in Mississauga, ON
We're here to help
At BMO we have a shared purpose; we put the customer at the centre of everything we do - helping people is in our DNA. For 200 years we have thought about the future-the future of our customers, our communities and our people. We help our customers and our communities by working together, innovating and pushing boundaries to bring them our very best every day. Together we're changing the way people think about a bank.
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 https://bmocareers.com .
BMO is committed to an inclusive, equitable and accessible workplace. By learning from each other's differences, we gain strength through our people and our perspectives. Accommodations are available on request for candidates taking part in all aspects of the selection process. To request accommodation, please contact your recruiter.
Business Analytics & Reporting
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