Description

The AIR MILES Reward Program is one of Canada’s most recognized loyalty programs, with over 10 million active collector accounts, representing more than half of all Canadian households. AIR MILES collectors earn Reward Miles at more than 300 leading Canadian, global and online brands and at thousands of retail and service locations across the country. AIR MILES is a wholly owned subsidiary of the Bank of Montreal (BMO). BMO is Canada’s oldest bank and the 8th largest in North America with more than 12 million customers globally.

Position Overview:

We are looking for a tenacious member to join our Strategic Partnerships team. This role has hybrid Business Development and Account Management responsibilities. You will be accountable for revenue growth through a mix of selling-in to new partners and managing existing ones.

This role is best suited to those that want a step-up experience where you can have a high level of responsibility, senior-level interaction, and influence on business strategy. That means we may not yet have the same processes or tools you could expect in a traditional Business Development or Client Success role. At times, you could be the one rolling up your sleeves to identify the opportunity, creating a new process and/or tool.

To deliver revenue growth, responsibilities include:

For new and existing partners, championing their deliverables by:

  • Upholding an understanding of best practices and trends in loyalty, their industries and businesses
  • Navigating and influencing cross-functional groups’ requirements, schedules, and dependencies. Includes Marketing, Analytics, Operations and Legal

For new partners, leading the end-to-end B2B sales process including:

  • Developing pursuit plans for the top prospects in your respective sectors
  • Initiating and tracking lead generation activities
  • Customizing the content for the Discovery and any subsequent meetings
  • Determining offer design, setting pricing, and pitching these
  • Initiating and negotiating contracts

For existing partners, leading end-to-end account management including:

  • Being recognized as the trusted, committed key point person internally and externally
  • Building annual plans that ensure contractual commitments are met, and include opportunities to grow their respective KPIs
  • Conducting monthly, quarterly and annual business reviews with relevant insights and actionable recommendations
  • Supporting the Strategic Partnerships Director on major contract renewals

Qualifications:

  • Minimum of 5 years of directly related work experience in loyalty management, shopper marketing, agency client management, business development, or key account management
  • Strong customer acumen with an ability to diagnose business drivers, gain more than fair share of attention, influence decision making processes, and customize short and long-term solutions.
  • Demonstrated ability to navigate constant ambiguity, in areas ranging from developing processes to new products, and take the initiative to proactively act without precedent.
  • Above average verbal & written communication skills, with ability to adapt style to different audiences (e.g., boardroom of tenured, executives to energetic, relationship-based agency).
  • Proven ability creating and upholding a high level of urgency with internal and external stakeholders, beyond just regularly following-up.
  • Strong business acumen with ability to understand profit drivers, develop forecasts, and implement consulting math.
  • Experience in managing and managing up on highly complex projects. Complex is defined as high # of stakeholders, multi-phase and/or high visibility.
  • Ability to travel up to 10% of the time. May include to the U.S. and/or trade shows.