Director, Institutional ETF & Solutions Distribution, GAM

BMO; Calgary; On-site; CAD 105,000 - 215,000; Full time

Benefits offered by this job

Health insurance

Tuition reimbursement

Accident and life insurance

Retirement savings plans

Job summary

BMO is seeking a Director for Institutional ETF & Solutions Distribution to drive sales and service of our ETF platform with a focus on institutional clients such as pension plans, insurers, and foundations. The role requires building deep relationships, originating new business, and coordinating with PMs and product experts to deliver client-centric solutions.

The ideal candidate will have a strong institutional ETF background, a track record of closing complex deals, and the ability to work

Qualifications

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

Responsibilities

• Lead institutional sales with a focus on BMO GAM’s ETF platform and ETFs as core building blocks.
• Drive growth across alternatives and active strategies aligned with client objectives.
• Develop and convert new institutional relationships through proactive prospecting and meetings.
• Provide consultative asset allocation advice and coordination with PMs and product specialists.
• Maintain CRM discipline to manage pipelines, activity and client intelligence.
• Collaborate with internal teams to deliver integrated institutional solutions.

Skills

Institutional sales

Relationship management

Communication & influence

Strategic thinking

Organization & execution

Self-motivated & collaborative

Education

Undergraduate degree

CFA or MBA preferred

Job description

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.

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.

Key Responsibilities

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.

Experience & Qualifications

• 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 sales environments.
• Seasoned professional combining education, experience, and deep industry knowledge.

Core Skills & Capabilities

• Institutional Sales Excellence: Prospecting, relationship development, closing, pipeline management, and territory planning.
• Client & Relationship Management: Consultative mindset, market insight, thought leadership, and service orientation.
• Communication & Influence: Exceptional presentation, facilitation, and public‑speaking skills with senior investment professionals.
• Strategic Thinking: Ability to connect client needs to scalable ETF and solutions‑based outcomes.
• Organization & Execution: Strong business planning, prioritization, and time‑management skills.
• Personal Effectiveness: Self‑motivated, proactive, adaptable, and highly collaborative

Salary

$105,000.00 - $215,000.00

Pay Type

Salaried

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: https://jobs.bmo.com/global/en/Total-Rewards

About Us

At BMO we are driven by a shared Purpose: Boldly Grow the Good in business and life. It calls on us to create lasting, positive change for our customers, our communities and our people. By working together, innovating and pushing boundaries, we transform lives and businesses, and power economic growth around the world.

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://jobs.bmo.com/ca/en

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.

Note to Recruiters: BMO does not accept unsolicited resumes from any source other than directly from a candidate. Any unsolicited resumes sent to BMO, directly or indirectly, will be considered BMO property. BMO will not pay a fee for any placement resulting from the receipt of an unsolicited resume. A recruiting agency must first have a valid, written and fully executed agency agreement contract for service to submit resumes.