Commercial Banking Market Leader - Diversified Industries

Leads an assigned Commercial Banking sales team, in support of a segment or region to drive financial profitability and region/segment sales. Oversees portfolio, risk, operational and market management for the specified industry segment or region, across a broad range of Bank products and services including lending, cash management and advisory services, providing a consistent, focused approach in the retention and expansion of our market share. The role contributes to and influences the overall strategic direction of the Commercial Banking Line of Business. They assist with the development, prioritization and implementation of business, technology, sales and service, and people strategies and plans to optimize channel delivery and enhance the customer experience. The incumbent maintains an ongoing current awareness of industry opportunities and unique risks to maintain a consistent acceptable overall risk profile. Builds and maintains an extensive network in the marketplace of professional contacts, including lawyers, accountants, consultants and investors who view them as a ‘Trusted Advisor’ who, when engaged, will enhance their efforts and reputations. This role makes credit decisions / recommendations in accordance with sound credit-granting principles and is accountable to ensure compliance with all credit and non-credit Bank and regulatory policies and guidelines.

Contributes to setting the overall strategic direction (3–5-year timeframe) providing insight/expertise on the specified segment or region sales/revenue/profitability.
Develops and executes operational strategies and plans to achieve business objectives within the segment or region, tracking progress to plans, and developing, communicating, delegating and actively participating in the implementation of actions necessary to correct internal and external issues affecting the ability of Commercial Banking to meet annual business plan goals. Provides reliable forecasts and escalates significant issues as appropriate.
Maintains detailed knowledge of longer-term prospects of the industries to focus strategies in their assigned segment or region.
Assesses both the competition and market opportunities on a regular basis to identify strengths, opportunities, weaknesses, and threats and create plans to address. Makes recommendations to Commercial Banking leadership team as appropriate.
Ensures targeted market plans are conceived and executed to support growth and achievement of business objectives. Plans will be at the Team and Individual level and compatible with Commercial Banking strategies and objectives.
Ensures the effective delivery of sales initiatives and programs by establishing the sales and service context and setting direction for subordinates, providing relevant information, establishing goals, and setting limits.
Reviews and monitors sales performance against plan and standards to identify and address gaps, issues and best practices.
Works effectively with Commercial Banking colleagues and other Banking Group partners, focused on One Client leadership to ensure deal teams and strong working relationships effectively leverage sales and referral opportunities to address the customers’ full financial needs, improve share of wallet, acquire new customers, retain existing customers and provide the full Commercial Banking offering to customers
Improves customer service levels by role modeling desired customer service behaviours, visibly participate in the customer issue resolution process, and monitor adherence to customer service standards.
Leverages BMO brand and the Commercial Banking offering through delivering and managing the defined customer experience and value proposition.
Contributes personally to the Bank’s business objectives through direct market intervention by way of joint sales calls, establishing a personal referral network and a variety of business development activities.
Establishes and enhances the Bank’s profile in the community by participating in worthwhile business and community activities and seeking out and creating opportunities to promote the products and services of all Banking Groups, but particularly the Commercial Banking sales offering.
Represents the Bank in the business community (customers, industry associations, government, etc.) and plays an active governance role on community boards, as required. Establishes and fosters a positive relationship with members of the local media (consistent with Corporate Communication protocols) to ensure that the bank receives favourable coverage.
Ensures all new business conforms with Bank Policies and other guidelines.
Exercises discretionary lending limits to approve quality deals that exceed subordinate’s discretionary limits.
Manages commercial lending risk and minimizes losses by ensuring that subordinates’ credit submissions are in conformity with Bank Policies & Procedures.
Monitors external environment for changing prospects and demographics of the specified segment to ensure that emerging risks in the portfolio are identified and marketing efforts are directed to industries with acceptable risk profiles.
Provides guidance to the sales team in structuring and pricing sophisticated solutions for the Bank’s clients. This includes credit quality, industry expertise and yield on transactions held by the Bank. Ensures ongoing effective controls are in place to maintain an acceptable stable risk profile in the portfolio.
Within the mandate of this role, promotes and supports the Bank’s risk culture including ensuring employees understand their accountabilities for risk-taking activities, promoting an environment of open communication and effective challenge, and establishing the “tone from the top” through leading by example.
Complies with the Bank’s Risk Appetite framework and ensures risk-taking activities remain within agreed limits and comply with all regulatory requirements.
Role models driving simplicity and productivity enhancements for optimization across groups driving continuous improvement on key measures.
Activates our winning culture, aligned with Purpose. Ignites engagement by aligning our culture to our strategy and fueling exceptional execution.
Fosters an inclusive environment for all employees by eliminating barriers to inclusion.
Develops leaders, plans for succession, and fosters a high-performance culture.
Drives top talent acquisition and retention, developing organizational capabilities to drive competitive advantage.
Leads and mentors a team with diverse risk and business experience, skills, and orientation.
Leads, promotes, and reinforces the Bank’s Ambition; personally, role models One Bank leadership; drives sustainable improvements in customer loyalty and business growth; adheres and supports enterprise customer experience and brand standards. Qualifications:

Post secondary education or equivalent work experience
10 – 15 + years experience in sales and a demonstrated history of successful business development activities including ability to network in external markets
Credit Qualified with Unilateral discretionary Limits
Sales Management experience
In-depth knowledge of Commercial products and services
Strategic thinker who, at the same time, can implement strategy and achieve results
Experience in strategic market analysis
Broad knowledge and experience with the Bank’s credit and risk management standards and their application to a high-risk lending activity - Ability to obtain discretionary limits
Sales and Relationship Management experience dealing with sophisticated clients at senior levels
Understanding of regional environment/key market segments to provide team with a current and longer-term perspective
In-depth knowledge of commercial/corporate banking products and services
Business Planning experience including strategic planning
Experience developing and leading a large, diverse team
Complex negotiation, planning, decision-making abilities
Strong Analytical and problem-solving skills

Salary:
$164,400.00 - $285,600.00
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/us/en
BMO is proud to be an equal employment opportunity employer. We evaluate applicants without regard to race, religion, color, national origin, sex (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, transgender status, sexual stereotypes, age, status as a protected veteran, status as an individual with a disability, or any other legally protected characteristics. We also consider applicants with criminal histories, consistent with applicable federal, state and local law.
BMO is committed to working with and providing reasonable accommodations to individuals with disabilities. If you need a reasonable accommodation because of a disability for any part of the employment process, please send an e-mail to BMOCareers.Support@bmo.com and let us know the nature of your request and your contact information.
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.