Director, Corporate Banking, FIG Insurance

BMO•Chicago, IL

About The Position

The Director will work for the Corporate Banking – Global Financial Institutions Group – Insurance Team based in Chicago or New York, which has a global platform with a leadership position in Canada and the US. The Director will assume both a Portfolio Management and Relationship Management role, with a blended focus on both credit underwriting, structuring, and risk adjudication as well as direct origination, cross-sell, and client relationship management responsibilities. The Corporate Banking Insurance team supports the origination and structuring of corporate lending transactions, and coordinates with other product teams as an integral part of a larger capital markets coverage team that maintains strong client relationships. The team covers a wide spectrum of insurance clients operating within Life, Non-Life, and Distribution sub-segments primarily across the North American, Caribbean, and European markets. The Corporate Banking team is responsible for completing credit due diligence in establishing and maintaining credit lines that are needed to facilitate Lending, Trade Finance, Cash Management and Trading transactions for Insurance clients. Uses insurance industry expertise to cultivate relationships with new and existing clients and develop new client relationships specifically within the insurance sector. Grows/elevates the BMO and BMO Capital Market brand with a commitment to and presence in the community. Recognizes opportunities to cross-sell and to grow share of clients' wallet. Collaborates with sector coverage partners to cover clients and prospects and to identify/ deliver creative, timely solutions. Operates as key member of the deal team with efforts to maximize the insurance sector penetration and returns. Creates and delivers pitch books for clients with respect to financial solutions and leads presentations to clients. Reviews and guides work of team members to deliver business results. Understands the needs of insurance clients and provides relevant ideas and opinions to generate recommendations. Identifies and leverages key decision makers and influencers at the client and within the bank. Maintains awareness of all firm products and services offered and facilitates means of receiving continuous updates. Monitors client, insurance industry and regulatory agencies for potential changes which may affect client’s portfolio and business needs. Prepares credit documentation (i.e., including applications, memoranda, presentations) for internal and external stakeholders. Directly manages a diverse portfolio of lending exposure insurance clients operating within the various sub-sectors and geographies. Provides strong deal structuring and negotiates transactions with the insurance clients. Generates updated financial models/ analyses as business needs and industry requirements dictate. Applies appropriate technical concepts and completes/leads consistent and reliable technical and financial reports/analyses to support client deliverables. Completes due diligence and credit analysis on new and existing insurance client relationships. Includes client visits, analysis of business models, and comprehensive review of insurance industry trends and related regulations. Breaks down strategic problems, and analyses data and information to provide insights and recommendations. Understand complexity of transactions and related risk (credit, market, operational, legal/compliance, etc.). Balances the Bank's risk appetite with the client needs in making recommendations/ proposal. Makes decisions based on a strong understanding of risks; effectively evaluates risk-return trade-offs, and proactively takes accountability for risks assumed. Considers risk, internal controls and compliance as part of day-to-day accountabilities and adheres to policies and procedures. Acts as a positive change agent to drive improved efficiency and effectiveness. Provides feedback on, and, supports continuous improvement opportunities. Applies insurance expertise and thinks creatively to address unique or ambiguous situations and to find solutions to problems that can be complex and non-routine.

Requirements

Minimum of 10 years of relevant experience in Corporate Banking covering the insurance sector and negotiating and structuring lending transactions with a history of successful cross sell
Seasoned professional with a combination of education, experience and industry knowledge
Excellent knowledge of lending and portfolio management policies and objectives
Excellent knowledge of the bank’s financial solution products and services
Exceptional analytical skills
Expertise in financial computer applications and database management tools
Undergraduate degree has focal areas of finance, economics, or accounting preferred with high academic achievement
Ability to create and deliver professional product ideas and presentations
Verbal & written communication skills - In-depth / Expert
Analytical and problem-solving skills - In-depth / Expert
Influence skills - In-depth / Expert
Collaboration & team skills; with a focus on cross-group collaboration - In-depth / Expert
Able to manage ambiguity
Data driven decision making - In-depth / Expert

Nice To Haves

MBA, CFA or equivalent experience preferred in financial services, accounting, or legal fields

Responsibilities

Portfolio Management
Relationship Management
Credit underwriting, structuring, and risk adjudication
Direct origination
Cross-sell
Client relationship management
Completing credit due diligence in establishing and maintaining credit lines
Cultivate relationships with new and existing clients
Develop new client relationships specifically within the insurance sector
Grows/elevates the BMO and BMO Capital Market brand
Recognizes opportunities to cross-sell and to grow share of clients' wallet
Collaborates with sector coverage partners to cover clients and prospects and to identify/ deliver creative, timely solutions
Operates as key member of the deal team with efforts to maximize the insurance sector penetration and returns
Creates and delivers pitch books for clients with respect to financial solutions and leads presentations to clients
Reviews and guides work of team members to deliver business results
Understands the needs of insurance clients and provides relevant ideas and opinions to generate recommendations
Identifies and leverages key decision makers and influencers at the client and within the bank
Maintains awareness of all firm products and services offered and facilitates means of receiving continuous updates
Monitors client, insurance industry and regulatory agencies for potential changes which may affect client’s portfolio and business needs
Prepares credit documentation (i.e., including applications, memoranda, presentations) for internal and external stakeholders
Directly manages a diverse portfolio of lending exposure insurance clients operating within the various sub-sectors and geographies
Provides strong deal structuring and negotiates transactions with the insurance clients
Generates updated financial models/ analyses as business needs and industry requirements dictate
Applies appropriate technical concepts and completes/leads consistent and reliable technical and financial reports/analyses to support client deliverables
Completes due diligence and credit analysis on new and existing insurance client relationships
Breaks down strategic problems, and analyses data and information to provide insights and recommendations
Balances the Bank's risk appetite with the client needs in making recommendations/ proposal
Makes decisions based on a strong understanding of risks
Considers risk, internal controls and compliance as part of day-to-day accountabilities and adheres to policies and procedures
Acts as a positive change agent to drive improved efficiency and effectiveness
Provides feedback on, and, supports continuous improvement opportunities
Applies insurance expertise and thinks creatively to address unique or ambiguous situations and to find solutions to problems that can be complex and non-routine