Business Banking Relationship Manager

Bank of Montreal•Napa, CA

About The Position

The Business Banking Relationship Manager cultivates, builds, and manages relationships with a portfolio of small business clients to generate new business, increase market share, retain customers, and expand existing relationships. The role uses consultative sales and business development practices to identify prospective clients, develop referral networks, cross-sell products and services, and provide financial solutions that meet customer goals. It delivers responsive service and expertise, builds client trust, answers product and service inquiries, and resolves or escalates issues. The position develops and executes business and relationship-management plans, monitors performance, analyzes information, and makes recommendations aligned with business strategy and stakeholder needs. It may also support operational programs, manage and align databases in accordance with data governance standards, and lead or participate in change-management activities. The role follows security, confidentiality, regulatory, and risk-management requirements, applying sound judgment to protect the bank and its customers.

Requirements

Typically 4–6 years of relevant experience and a post-secondary degree in a related field, or an equivalent combination of education and experience.
Strong financial analysis skills, including the ability to interpret financial statements, assess creditworthiness, and provide actionable insights to support growth and mitigate risk.
Strong knowledge of business banking products, lending processes, loan documentation, and related policies, procedures, and technologies.
Strong experience in customer sales and service.
Technical proficiency gained through education and/or business experience.
In-depth verbal and written communication skills.
In-depth collaboration and team skills.
In-depth analytical and problem-solving skills.
In-depth influence skills.
In-depth data-driven decision-making skills.

Responsibilities

Build and manage relationships with small business clients and grow an assigned portfolio through new business development, customer retention, and increased wallet share.
Develop and execute sales strategies and business plans to attract new clients, expand existing relationships, and achieve customer-retention objectives.
Identify prospective customers, generate appointments and sales opportunities, cross-sell products and services, and refer opportunities to BMO colleagues as appropriate.
Develop internal and external networks, referral sources, and relationships with local centres of influence.
Understand customer goals and provide advice, financial solutions, product information, and responsive service; resolve or escalate issues.
Build client rapport, credibility, and trust through expertise and customer support.
Develop solutions and recommendations based on business strategy and stakeholder needs, and advise assigned business groups on implementation.
Analyze data and business information to provide insights and recommendations; monitor performance and address issues.
Coordinate databases and ensure data alignment and integration in accordance with data governance standards.
Build and execute change-management plans and participate in readiness assessment, planning, stakeholder management, execution, evaluation, and sustainment activities.
Provide input into operational program planning and implementation, support the development and promotion of business/group programs, and deliver timely, accurate, efficient work.
Follow security and safeguarding procedures and due diligence requirements to help prevent fraud, robbery, counterfeiting, money laundering, and defalcation.
Protect the confidentiality of customer and bank information and identify and address risks while meeting documentation, regulatory, policy, and operational-integrity requirements.
Apply the bank’s Risk Management Framework and make sound, risk-informed decisions consistent with business strategy, approved risk appetite, policies, laws, and regulations.