Director, Equipment Finance

BMO•Montreal, QC

3d•CA$69,000 - CA$129,000

About The Position

The Director – Equipment Finance is accountable to achieve sales targets for Equipment Financing products and services through the management of a portfolio, and a consultative sales/relationship approach with new/existing Canadian Commercial Banking (including Mid Market) clients. Proactively, and with a long-term focus, develop an internal and external network to generate prospects for new business. Collaborate with relationship partners to generate ideas, identify client solutions, pursue sector marketing efforts, cover clients, and deliver timely solutions. Provide Equipment Finance deal structuring expertise. Establish and enhance the Bank’s profile in the community by participating in business and community activities to promote BMO’s Equipment Finance solutions. Facilitates 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. Structures complex deals and secures credit approvals, working with internal stakeholders and external partners to optimize revenue. Develops new business by contacting prospects and clients, and by cross-selling Bank products and services that include credit, trust/investment and cash management. Reviews loan applications and cash management service agreements, ensuring accuracy, completeness, and alignment with the bank's risk management standards. Develops market strategies to align with business goals, identifying opportunities, and expanding client portfolios. Identifies key market segments and leverages industry trends to drive business growth and expand the client base. Represents bank at industry forums and conferences, leveraging insights on trends, competition, and emerging products to drive strategic decision-making. Engages with senior leadership and cross-functional teams to align strategies, address client needs, and drive holistic business solutions. Prepares reports on team performance, client satisfaction, and market trends for senior executives, providing insights and recommendations for strategic adjustments. 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. Focus is primarily on business/group within BMO; may have broader, enterprise-wide focus. Provides specialized consulting, analytical and technical support. Exercises judgment to identify, diagnose, and solve problems within given rules. Works independently and regularly handles non-routine situations. 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

7+ 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; Business Administration, Finance and Accounting preferred. Any other related discipline or commensurate work experience considered.
If a Credit Qualifiable role, Credit Qualifications and associated credit knowledge and skills according to the credit portfolio requirements and qualification standards.
Deep knowledge and technical proficiency gained through extensive education and business experience.
Advanced level of proficiency: Product Knowledge, Regulatory Compliance, Structuring Deals, Portfolio Management, Credit Risk Assessment, Project Management, Customer Service, Problem Solving, Negotiation, Customer Relationship Building.
Expert level of proficiency: Financial Analysis.

Responsibilities

Achieve sales targets for Equipment Financing products and services.
Manage a portfolio and employ a consultative sales/relationship approach with new/existing Canadian Commercial Banking clients.
Develop internal and external networks to generate prospects for new business.
Collaborate with relationship partners to generate ideas, identify client solutions, pursue sector marketing efforts, cover clients, and deliver timely solutions.
Provide Equipment Finance deal structuring expertise.
Establish and enhance the Bank’s profile in the community by participating in business and community activities.
Facilitate growth through business development and management of key client relationships.
Maintain a 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 maintain strong client relationships.
Structure complex deals and secure credit approvals, working with internal stakeholders and external partners.
Develop new business by contacting prospects and clients, and by cross-selling Bank products and services.
Review loan applications and cash management service agreements, ensuring accuracy, completeness, and alignment with risk management standards.
Develop market strategies to align with business goals, identifying opportunities, and expanding client portfolios.
Identify key market segments and leverage industry trends to drive business growth and expand the client base.
Represent the bank at industry forums and conferences.
Engage with senior leadership and cross-functional teams to align strategies, address client needs, and drive holistic business solutions.
Prepare reports on team performance, client satisfaction, and market trends for senior executives.
Build and maintain strong long-term relationships with high-value and strategic clients.
Negotiate high-value transactions.
Analyze market trends, client industry developments, and competitive positioning.
Work closely with internal teams and stakeholders to define products, solutions and strategies.
Identify share of wallet opportunities.
Leverage analysis tools to nurture and grow a portfolio that exceeds ROE thresholds.
Evaluate client returns on a proactive basis.
Ensure adherence to regulatory requirements, internal controls, and compliance policies.
Provide specialized consulting, analytical and technical support.
Exercise judgment to identify, diagnose, and solve problems within given rules.
Take measured risks while protecting the bank by applying the Risk Management Framework.