Business Banking Relationship Manager

BMO•Walnut Creek, 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 applies professional consultative sales and business development practices and techniques for an assigned jurisdiction/portfolio. The manager actively identifies opportunities, refers to BMO colleagues, and proactively develops and executes sales strategies to attract new business clients and expand existing relationships. Key aspects include developing internal and external networks, generating appointments, and executing a business plan focused on customer retention. The position involves identifying prospective customers, cross-selling products, building client rapport, understanding the local market, and delivering exceptional customer service. The manager is responsible for developing and maintaining long-term profitable relationships, expanding wallet share, answering inquiries, providing accurate information about business banking products, and offering financial solutions. This role also involves resolving or escalating issues, developing solutions based on business strategy, providing advice, monitoring performance, coordinating database management, and leading or participating in change management activities. The manager provides input into operational programs, executes work for timely service, supports program development, and adheres to security, safeguarding, and confidentiality procedures in compliance with Bank policies and ethical standards. The role requires identifying and mitigating risks, exercising judgment to solve complex problems independently, and applying the Risk Management Framework.

Requirements

Typically between 4 - 6 years of relevant experience and 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.
Exercises judgment to identify, diagnose, and solve problems within given rules.
Works independently on a range of complex tasks, which may include unique situations.
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.