Director, Institutional ETF & Solutions Distribution, GAM

Role Mandate

The Director, Institutional ETF & Solutions Distribution is responsible for the sales and servicing of BMO Global Asset Management’s institutional ETF platform, with a secondary focus on alternatives (Private Credit, Private Equity, Quantitative strategies) and active investment solutions, across an assigned territory in Western Canada. This role plays a critical part in driving BMO GAM’s institutional growth strategy by developing deep, consultative relationships with sophisticated institutional investors.

Clients and prospects include large and complex pension plans, insurance companies, investment counselors, mutual funds, hedge funds, foundations, endowments, and family offices. The successful candidate will bring a strong understanding of institutional markets, a proven ability to originate and close new business, and the capability to partner effectively with portfolio managers and internal stakeholders to deliver differentiated, client‑centric solutions. This role is well suited for a self‑starter who thrives in a team‑based, performance‑driven environment.

Sales & Client Coverage

• Lead institutional sales efforts with a primary focus on BMO GAM’s ETF platform, positioning ETFs as core building blocks within institutional portfolios.
• Drive incremental growth across alternatives and active strategies as complementary solutions aligned with client objectives.
• Identify, develop, and convert new institutional relationships through proactive prospecting, in‑person and virtual meetings, and participation in industry conferences and events.
• Translate institutional client challenges into opportunities through problem‑solving, thought leadership, education, and the transfer of intellectual capital.
• Foster a culture of sales excellence focused on new asset growth, client acquisition, and wallet‑share expansion.

Relationship Management

• Build and maintain long‑term, trusted relationships with institutional clients by developing a deep understanding of their investment objectives and constraints.
• Provide consultative advice on asset allocation, portfolio construction, and implementation using BMO GAM solutions.
• Coordinate access to portfolio managers, product specialists, capital markets, client service teams, and pension consultants as required.
• Deliver timely follow‑up, responsiveness, and high‑quality client service across all assigned relationships.
• Maintain a strong understanding of competitor activity and market trends to proactively identify opportunities and risks.
• Ensure disciplined and effective use of CRM tools to manage pipelines, activity, and client intelligence.

Strategy, Planning & Market Insight

• Develop and execute a comprehensive annual territory business plan, including sales strategy, priorities, and promotional budget, to achieve growth and retention targets.
• Provide strategic input and feedback on ETFs, alternatives, and active product positioning.
• Contribute to continuous improvement initiatives, including product launches, go‑to‑market strategies, and process enhancements.
• Communicate regularly with sales leadership regarding regional performance, market dynamics, and client insights.
• Enhance BMO GAM’s institutional brand through thought leadership, public speaking, and conference participation.

Cross‑Functional Collaboration

• Partner closely with internal sales, service, investment, marketing, and capital markets teams to deliver integrated institutional solutions.
• Collaborate across BMO Financial Group to leverage broader firm capabilities and strengthen competitive positioning within the institutional marketplace.

Scope & Impact

• Direct impact on the achievement of key line‑of‑business objectives.
• Primary success measures include new institutional assets, new client acquisition, and retention of existing relationships.

• Undergraduate university degree required; CFA and/or MBA strongly preferred.
• Minimum 10 years of institutional investment sales experience.
• Advanced understanding of institutional ETFs, with strong working knowledge of alternatives and active investment strategies.
• Demonstrated track record of success in complex, consultative…