Business Banking Relationship Manager

Bank of Montreal•San Jose, CA

1d•Onsite

About The Position

The Business Banking Relationship Manager cultivates, builds, and manages relationships with a portfolio of small business clients to build a pipeline of new business and increase BMO’s market share. This role involves applying professional consultative sales and business development practices, actively identifying opportunities, and referring clients to BMO colleagues. The manager is responsible for proactively developing and executing sales strategies to attract new business clients and expand existing relationships, leveraging internal and external networks. Key aspects include generating appointments, developing and executing a business plan for customer retention, identifying prospective customers, and cross-selling products and services. The position requires building client rapport, instilling confidence, and earning trust as a relationship manager, while understanding the local market and developing relationships with centers of influence. The manager delivers exceptional customer service, provides expertise, responsive service, and support, and offers financial solutions tailored to customer goals. Responsibilities also include resolving or escalating issues, developing solutions and recommendations based on business strategy, providing guidance on solution implementation, and monitoring performance. The role involves coordinating database management, leading or participating in change management activities, and providing input into operational programs. The manager must execute work to deliver timely, accurate, and efficient service, support business/group program development, and adhere to security and safeguarding procedures in accordance with Bank policies and ethical standards to prevent loss due to fraud, money laundering, or other illicit activities. Maintaining confidentiality of customer and Bank information and identifying/mitigating risks are crucial. The role primarily focuses on business/group within BMO, involves independent work on complex tasks, and requires sound, risk-informed decision-making aligned with business strategy and regulatory requirements.

Requirements

Typically between 4 - 6 years of relevant experience.
Post-secondary degree in related field of study or an equivalent combination of education and experience.
Strong financial analysis skills, with a demonstrated ability to interpret financial statements, assess creditworthiness, and provide actionable insights to drive business growth and mitigate risk.
Strong knowledge of business banking products, lending processes and loan documentation, and supporting policies, procedures, and technologies.
Strong experience with customer sales and service.
Technical proficiency gained through education and/or business experience.
Verbal & written communication skills - In-depth.
Collaboration & team skills - In-depth.
Analytical and problem solving skills - In-depth.
Influence skills - In-depth.
Data driven decision making - In-depth.

Responsibilities

Cultivates, builds, and manages relationships with a portfolio of small business clients to build a pipeline of new business and increase BMO’s market share.
Applies professional consultative sales and business development practices and techniques for an assigned jurisdiction/portfolio.
Actively identifies opportunities and refers to BMO colleagues as appropriate.
Proactively develops and executes sales strategies to attract new business clients and expand existing relationships.
Develops internal and external networks and referral sources to ensure ongoing growth of BMO's business.
Generates appointments and opportunities to grow business results through targeted sales efforts.
Develops, maintains, and executes a business plan, including relationship management strategies, to achieve customer retention objectives.
Identifies prospective customers and cross-sells additional products and services to meet their needs.
Develops client rapport and instils confidence to develop credibility and earn their trust as relationship manager.
Understands the local market and proactively develops relationships with centres of influence.
Delivers exceptional customer service and builds trust by providing expertise, responsive service, and support.
Develops and maintains long-term profitable relationships and expands wallet share within the assigned portfolio.
Answers inquiries and provides accurate information about business banking products and services.
Understands customer needs and offers financial solutions that meet customer goals.
Resolves or escalates issues.
Develops solutions and makes recommendations based on an understanding of the business strategy and stakeholder needs.
Provides advice and guidance to assigned business/group on implementation of solutions.
Breaks down strategic problems, and analyses data and information to provide insights and recommendations.
Monitors and tracks performance, and addresses any issues.
Coordinates the management of databases; ensures alignment and integration of data in adherence with data governance standards.
Builds change management plans of varying scope and type; leads or participates in a variety of change management activities including readiness assessments, planning, stakeholder management, execution, evaluation, and sustainment of initiatives.
Provides input into the planning and implementation of operational programs.
Executes work to deliver timely, accurate, and efficient service.
Supports the development and promotion of a business/group program.
Follows security and safeguarding procedures and applies due diligence in accordance with Bank’s policies and ethical standards for the prevention of loss due to fraud, robbery, counterfeiting, money laundering, or defalcation.
Maintains the confidentiality of customer and Bank information in compliance with Bank policies and procedures.
Identifies risks and takes appropriate actions, including all documentation and other regulatory requirements to maintain operational integrity.
Take measured risks while protecting the bank by applying our Risk Management Framework in the execution of your role, in line with our Risk Culture and within our approved Risk Appetite, making sound and risk informed decisions that align to business strategy, protect assets, and adhere to applicable policy documents (Frameworks, Policies, Standards, Procedures and Supporting documents), laws and regulations.