Emerging Middle Market Business Development Executive, Director

BMO•San Ramon, CA

3d•$164,400 - $285,600

About The Position

The Business Development Executive will support the Emerging Middle Market team by serving as a strategic partner to Relationship Managers and market leadership. This individual will help strengthen BMO’s market presence by supporting business development efforts, enhancing banker visibility, and positioning the bank’s brand effectively within the marketplace. The role will focus heavily on sales enablement initiatives, helping bankers execute a consistent and disciplined sales cadence strategy to deepen client relationships, expand centers of influence, and increase market penetration. This person will act as an extension of the market, partnering closely with bankers to identify opportunities, coordinate outreach efforts, support pipeline activity, and drive overall business development effectiveness. Ideal candidate will facilitate growth for the Bank through business development and management of key client relationships. Maintains an outstanding and continuous record of significant revenue generation from sales and syndications. Acts as an escalation point for complex client issues, using strategic problem-solving to resolve conflicts and maintaining strong client relationships. Leads the structuring of high-value, complex deals, and credit approvals, ensuring alignment with client needs. Manages high-value client portfolios, driving cross-selling, retention, and profitability. Drives efforts to identify new business opportunities, acquire clients, penetrate markets, and expand the client base by leveraging market insights, competitor analysis, and cross-selling initiatives. Leads market coverage strategies to expand portfolios, identify opportunities, and align with business goals. Represents bank at industry forums and conferences, leveraging insights on trends, competition, and emerging products to drive strategic decision-making. Advises in various committees and task forces, providing strategic insights and guidance to drive key initiatives. Streamlines operational processes, identifying areas for improvement and implementing best practices. Develops communication strategies to influence stakeholders and support organizational change. Oversees resource allocation for the team, ensuring effective use of personnel and budgets to meet organizational goals, enhance team performance, and drive client satisfaction. Builds and maintains strong long-term relationships with the bank’s high-value and strategic clients, providing strategic advice on financial solutions and ensuring exceptional service and partnership. Structures deals, secures credit approvals, negotiates high-value transactions, and identifies opportunities for cross-selling. Analyzes market trends, client industry developments, and competitive positioning to inform client solution strategies and optimize client satisfaction. Works closely with internal teams and stakeholders to define products, solutions and strategies that best fit clients’ needs. Identifies share of wallet opportunities. Leverages analysis tools to nurture and grow a portfolio that exceeds ROE thresholds and evaluates client returns on a proactive basis. Ensures adherence to regulatory requirements, internal controls, and compliance policies in all aspects of relationship management, mitigating risk and maintaining service standards. Fosters a culture aligned to BMO purpose, values and strategy and role models BMO values and behaviours in all that they do. Ensures alignment between values and behaviour that fosters diversity and inclusion. Regularly connects work to BMO’s purpose, sets inspirational goals, defines clear expected outcomes, and ensures clear accountability for follow through. Builds interdependent teams that collaborate across functional and operating groups to create the highest value for all stakeholders. Attracts, retains, and enables the career development of top talent. Improves team performance, recognizes and rewards performance, coaches employees, supports their development, and manages poor performance. Acts as an escalation point for complex client issues, using strategic problem-solving to resolve conflicts and maintaining strong client relationships. Operates at a group/enterprise-wide level and serves as a senior specialist resource across BMO. Influences how teams/groups work together. Applies expertise and thinks creatively to address unique or ambiguous situations and to find solutions to multiple, interdependent, complex problems. Communicates abstract concepts in simple terms. Fosters strong internal and external networks and works with and across multiple teams to achieve business objectives. Anticipates trends and responds by implementing appropriate changes. Broader work or accountabilities may be assigned as needed. 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.

Requirements

10+ years of relevant experience in Relationship Management, Account Management or Portfolio Management in a corporate or similar segmented banking environment with sales metrics is preferred.
Bachelor’s degree required, Master’s degree preferred, CPA certification preferred; Business Administration, Finance and Accounting preferred.
Any other related discipline or commensurate work experience considered.
Seasoned expert with extensive industry knowledge.
Technical leader viewed as a thought leader for innovation.
Expert level of proficiency: Product Knowledge, Regulatory Compliance, Structuring Deals, Portfolio Management, Credit Risk Assessment, Project Management, Change Management, Customer Service, Stakeholder Management, Negotiation, Customer Relationship Building, People Management.

Nice To Haves

Master’s degree preferred
CPA certification preferred
Business Administration, Finance and Accounting preferred

Responsibilities

Support the Emerging Middle Market team by serving as a strategic partner to Relationship Managers and market leadership.
Strengthen BMO’s market presence by supporting business development efforts, enhancing banker visibility, and positioning the bank’s brand effectively within the marketplace.
Focus heavily on sales enablement initiatives, helping bankers execute a consistent and disciplined sales cadence strategy to deepen client relationships, expand centers of influence, and increase market penetration.
Act as an extension of the market, partnering closely with bankers to identify opportunities, coordinate outreach efforts, support pipeline activity, and drive overall business development effectiveness.
Facilitate growth for the Bank through business development and management of key client relationships.
Maintain an outstanding and continuous record of significant revenue generation from sales and syndications.
Act as an escalation point for complex client issues, using strategic problem-solving to resolve conflicts and maintaining strong client relationships.
Lead the structuring of high-value, complex deals, and credit approvals, ensuring alignment with client needs.
Manage high-value client portfolios, driving cross-selling, retention, and profitability.
Drive efforts to identify new business opportunities, acquire clients, penetrate markets, and expand the client base by leveraging market insights, competitor analysis, and cross-selling initiatives.
Lead market coverage strategies to expand portfolios, identify opportunities, and align with business goals.
Represent bank at industry forums and conferences, leveraging insights on trends, competition, and emerging products to drive strategic decision-making.
Advise in various committees and task forces, providing strategic insights and guidance to drive key initiatives.
Streamline operational processes, identifying areas for improvement and implementing best practices.
Develop communication strategies to influence stakeholders and support organizational change.
Oversee resource allocation for the team, ensuring effective use of personnel and budgets to meet organizational goals, enhance team performance, and drive client satisfaction.
Build and maintain strong long-term relationships with the bank’s high-value and strategic clients, providing strategic advice on financial solutions and ensuring exceptional service and partnership.
Structure deals, secure credit approvals, negotiate high-value transactions, and identify opportunities for cross-selling.
Analyze market trends, client industry developments, and competitive positioning to inform client solution strategies and optimize client satisfaction.
Work closely with internal teams and stakeholders to define products, solutions and strategies that best fit clients’ needs.
Identify share of wallet opportunities.
Leverage analysis tools to nurture and grow a portfolio that exceeds ROE thresholds and evaluate client returns on a proactive basis.
Ensure adherence to regulatory requirements, internal controls, and compliance policies in all aspects of relationship management, mitigating risk and maintaining service standards.
Foster a culture aligned to BMO purpose, values and strategy and role model BMO values and behaviours in all that they do.
Ensure alignment between values and behaviour that fosters diversity and inclusion.
Regularly connect work to BMO’s purpose, set inspirational goals, define clear expected outcomes, and ensure clear accountability for follow through.
Build interdependent teams that collaborate across functional and operating groups to create the highest value for all stakeholders.
Attract, retain, and enable the career development of top talent.
Improve team performance, recognize and reward performance, coach employees, support their development, and manage poor performance.
Operate at a group/enterprise-wide level and serve as a senior specialist resource across BMO.
Influence how teams/groups work together.
Apply expertise and think creatively to address unique or ambiguous situations and to find solutions to multiple, interdependent, complex problems.
Communicate abstract concepts in simple terms.
Foster strong internal and external networks and work with and across multiple teams to achieve business objectives.
Anticipate trends and respond by implementing appropriate changes.
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.