Senior Relationship Manager, Commercial Banking in Ottawa

The Corporate Finance team within Canadian Commercial Banking is part of BMO Financial Group and covers both public and large private corporate clients operating in diversified industries. The team is responsible for marketing, managing, and monitoring large commercial loan portfolios, and also supporting credit requirements and cross-selling efforts for other businesses including subordinated debt, equipment leasing, derivatives, cash management, and trade finance. The team assesses financing opportunities of $10,000,000 or more, both on a syndicated and bilateral basis.

The Sales Director, Corporate Finance manages a commercial lending portfolio and supports the origination of new clients, coordinating with other products as an integral part of a larger coverage team that maintains strong client relationships. Responsibilities include:

• Facilitating growth initiatives for the Bank through significant business development and excellent management of key client relationships by cross-selling other products.
• Maintaining a continuous and impeccable record of significant revenue generated from sales and syndications.
• Acting as a hierarchical transmission point for complex client issues using strategic problem-solving to resolve conflicts while maintaining strong client relationships.
• Leading the structuring of complex high-value transactions and credit approvals, ensuring they align with client needs.
• Supervising credit approvals and fostering pricing coordination as the principal advocate for client interests.
• Conducting negotiations for complex high-value transactions and credit approvals.
• Managing high-value client portfolios by promoting cross-selling, retention, and profitability.
• Implementing cross-selling initiatives to mobilize clients and successfully convert opportunities into revenue-generating sales.
• Leading market coverage strategies to expand portfolios, identify opportunities, and align them with business objectives.
• Representing the Bank at industry forums and conferences to leverage insights on trends, competition, and emerging products.
• Collaborating with senior management and cross-functional teams to align strategies, meet client needs, and find comprehensive business solutions.
• Producing reports for Bank management on team performance, client satisfaction, market trends, and key strategic initiatives.
• Providing strategic advice on loan products, options, rates, terms, and collateral requirements.
• Establishing and maintaining strong long-term relationships with strategic high-value clients.
• Structuring transactions, obtaining credit approvals, negotiating high-value transactions, and identifying cross-selling opportunities.
• Analyzing market trends, client sector evolution, and competitive positioning to guide client solution strategies and optimize client satisfaction.
• Working closely with internal teams and stakeholders to define products, solutions, and strategies that best meet client needs.
• Identifying opportunities to increase portfolio share.
• Leveraging analytical tools to maintain and grow a portfolio exceeding return on equity thresholds.
• Ensuring compliance with regulatory requirements, internal controls, and compliance policies in all aspects of relationship management.
• Exercising activities across the operating group or organization and being a resource specialist for senior management and stakeholders.
• Using expertise and creative thinking to manage unique or ambiguous situations and find solutions to potentially complex and unusual problems.
• Implementing changes to keep pace with evolving trends.

Qualifications:

• Ten years or more of relevant professional experience in relationship management, account management, or portfolio management in a corporate environment or similar segmented banking environment with sales metrics.
• Bachelor's degree required; preferably in business administration, finance, or accounting.
• Any other related discipline or equivalent work experience will be considered.
• For positions requiring lender qualifications, credit qualifications and associated skills and knowledge are required.
• Experienced professional with a combination of education, experience, and industry knowledge.

Advanced skills:

• Project Management
• Change Management

Expert skills:

• Product Knowledge
• Regulatory Compliance
• Transaction Structuring
• Portfolio Management
• Credit Risk Assessment
• Customer Service
• Stakeholder Management
• Negotiation
• Client Relationship Building

Salary: $85,500.00 - $185,000.00

Type of compensation: Salary

This represents the range and type of compensation from BMO Financial Group. Salaries will vary based on factors such as location, skills, experience, education, and qualifications for the position and may include a commission structure.

BMO is committed to providing an inclusive, equitable, and accessible workplace. We learn from our differences and draw strength from people and their diverse perspectives. Accommodations are available upon request for candidates participating in all aspects of the selection process.