Senior Relationship Manager, Commercial Banking

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. Facilitates growth initiatives for the Bank through significant business development and excellent management of key client relationships by cross-selling other products.

• Facilitates growth for the Bank through business development and management of key client relationships.
• Maintains a continuous and impeccable record of significant revenue generated from sales and syndications.
• Acts as a point of escalation for complex client issues using strategic problem-solving to resolve conflicts while maintaining strong client relationships.
• Leads the structuring of complex high-value transactions and credit approvals, ensuring they align with client needs.
• Oversees credit approvals and fosters pricing coordination acting as the principal advocate for client interests.
• Negotiates complex high-value transactions and credit approvals ensuring transactions are structured to meet client needs.
• Manages high-value client portfolios promoting cross-selling, retention, and profitability.
• Implements cross-selling initiatives by engaging clients and successfully converting opportunities into revenue-generating sales.
• Leads market coverage strategies to expand portfolios, identify opportunities, and align them with business objectives.
• Represents the Bank at industry forums and conferences leveraging insights on trends, competition, and emerging products to inform strategic decision-making.
• Collaborates with senior management and cross-functional teams to align strategies, meet client needs, and find comprehensive business solutions.
• Produces reports for Bank management on team performance, client satisfaction, market trends, and key strategic initiatives.
• Provides strategic advice on loan products, options, rates, terms, and collateral requirements ensuring customized solutions align with client needs and business objectives.
• Establishes and maintains strong long-term relationships with strategic high-value clients by providing strategic advice on financial solutions and ensuring exceptional service and partnership.
• Structures transactions, obtains credit approvals, negotiates high-value transactions, and identifies cross-selling opportunities.
• Analyzes market trends, client sector evolution, and competitive positioning to guide client solution strategies and optimize client satisfaction.
• Works closely with internal teams and stakeholders to define products, solutions, and strategies that best meet client needs.
• Identifies opportunities to increase portfolio share.
• Utilizes analytical tools to maintain and grow a portfolio exceeding return on equity thresholds, proactively assessing client returns.
• Ensures compliance with regulatory requirements, internal controls, and compliance policies in all aspects of relationship management, mitigating risks and maintaining service standards.
• Operates at the operating group or organizational level and serves as a resource specialist for senior management and stakeholders.
• Uses expertise and creative thinking to manage unique or ambiguous situations and find solutions to potentially complex and unusual problems.
• Implements changes to keep pace with evolving trends.
• Wider tasks and responsibilities may be assigned as needed.
• Takes measured risks while protecting the Bank by applying our risk management framework in executing your duties.

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 sector with sales metrics, preferred.
• 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 must meet credit portfolio requirements and qualification standards.
• 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.

For part-time roles, salaries will be prorated based on the number of regularly scheduled hours worked. For commission roles, the above salary represents BMO Financial Group's target for the first year in the position.

Total compensation offered by BMO will vary according to the type of compensation associated with the position and may include performance bonuses, discretionary bonuses, as well as other benefits and rewards.

BMO also offers health insurance, tuition reimbursement, accident insurance, life insurance, and retirement savings plans.

About Us: At BMO, we are driven by a common purpose: to have the courage to make a difference in lives, as in business. This purpose invites us to drive positive and lasting change for our clients, our communities, and our people.

As a member of the BMO team, you are valued, respected, and heard, and you have more means to progress and achieve results. We strive to help you achieve results from day one, for yourself and our clients. We will provide you with the tools and resources you need to take new steps as you help our clients take theirs.

Through extensive training and coaching as well as support from management and networking opportunities, we will help you gain enriching experience and broaden your skill set.

To learn more, visit us at: https://jobs.bmo.com/ca/fr.

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.