Address:

Job Family Group:

Location:           New York, NY (or other major U.S. financial center)
Business Unit: U.S. Asset Management
Reports To:     U.S. Head of Asset Management

The Managing Director, Head of ETF Sales (U.S.) is responsible for building, leading, and directly driving sales growth for BMO’s U.S. ETF platform. This is a senior, revenue-producing leadership role with accountability for national ETF distribution strategy, asset growth, and strategic relationship management across the U.S. wealth and institutional ecosystem.

- National ETF Sales Leadership & Asset Growth
- Direct Sales Production (Player–Coach Model)
- Senior-Level Relationship Origination & Ownership
- National Accounts & Platform Strategy
- Team Leadership & Distribution Build-Out
- Brand Development & Digital Distribution Enablement

• Own U.S. ETF sales strategy and execution with full accountability for asset growth and revenue.
• Personally originate and close significant ETF mandates through senior-level relationships.
• Lead and scale the ETF sales organization, including National Accounts and ETF Client Portfolio Management.
• Serve as senior relationship owner for key platforms, allocators, and strategic partners.
• Partner closely with digital marketing and brand teams to develop, position, and promote the BMO ETF brand, leveraging digital channels, content, and campaigns to support sales execution and accelerate ETF asset growth.

• 15+ years of experience in ETF sales, investment distribution, or asset management with a demonstrated track record of personally driving significant AUM growth.
• Proven experience building, leading, and managing senior sales teams, including hiring, developing, and retaining high-performing professionals.
• Demonstrated capability in setting individual and team sales targets, defining coverage models, and managing performance against asset and revenue objectives.
• Experience operating in a player–coach model while maintaining meaningful individual production responsibility.

• Bachelor’s degree required; advanced degree or professional designations preferred.
• Required FINRA licenses appropriate

Drives sales activities and results to grow the business of institutional clients for BMO Global Asset Management. Provides input to new product development.

• Fosters a culture aligned to BMO purpose, values and strategy and role models BMO values and behaviours in all that they do.
• Ensures alignment between values and behaviour that fosters diversity and inclusion.
• Regularly connects work to BMO’s purpose, sets inspirational goals, defines clear expected outcomes, and ensures clear accountability for follow through.
• Builds interdependent teams that collaborate across functional and operating groups to create the highest value for all stakeholders.
• Attracts, retains, and enables the career development of top talent.
• Improves team performance, recognizes and rewards performance, coaches employees, supports their development, and manages poor performance.
• Develops and executes sales strategy to achieve the desired business results
• Monitors sales results and provides coaching to achieve required business growth.
• Covers large, important and complex clients, prospects and relationships.
• Builds and maintains strong relationships with clients to understand specific needs and provides advice on regulatory issues and overall investment design.
• Develops solutions and makes recommendations based on an understanding of the business strategy and stakeholder needs.
• Builds effective relationships with internal/external stakeholders.
• Ensures alignment between stakeholders.
• Provides input into the planning and implementation of operational programs.
• Manage day to day operational tasks to ensure necessary compliance activities are being completed according to established policies and procedures and mitigating risk appropriately.
• Develops, maintains and executes a business plan, including sales strategies, to achieve sales objectives and acquire new institutional clients.
• Participates in industry and prospect events to grow presence in the marketplace.
• Organizes and arranges regular conference calls and presentations, which are conducted either independently or in conjunction with portfolio managers to promote new strategies.
• Provides input to product development and marketing to grow the overall business.
• Breaks down strategic problems, and analyses data and information to provide insights and recommendations.
• Monitors and tracks performance, and addresses any issues.
• Supports the execution of strategic initiatives in collaboration with internal and external stakeholders.
• Helps determine business priorities and best sequence for execution of business/group strategy.
• Conducts independent analysis and assessment to resolve strategic issues.
• Demonstrates effective and timely use of the customer relationship management system and expense reporting system.
• Operates at a group/enterprise-wide level and serves as a senior specialist resource across BMO.
• Influences how teams/groups work together.
• Applies expertise and thinks creatively to address unique or ambiguous situations and to find solutions to multiple, interdependent, complex problems.
• Communicates abstract concepts in simple terms.
• Fosters strong internal and external networks and works with and across multiple teams to achieve business objectives.
• Anticipates trends and responds by implementing appropriate changes.
• Broader work or accountabilities may be assigned as needed.
• Take measured risks while protecting the bank by applying our Risk Management Framework in the execution of your role, in line with our Risk Culture and within our approved Risk Appetite, making sound and risk informed decisions that align to business strategy, protect assets, and adhere to applicable policy documents (Frameworks, Policies, Standards, Procedures and Supporting documents), laws and regulations.

  Qualifications:

• Typically 9+ years of relevant experience and a post-secondary degree in related field of study or an equivalent combination of education and experience.
• Expert understanding of institutional sales and the market.
• Seasoned expert with extensive industry knowledge.
• Technical leader 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.

Salary:

Pay Type:

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: