Director/Managing Director, Corporate Banking

BMO•Montreal, QC

4d•Onsite

About The Position

Supports the origination and structuring of corporate lending transactions, and coordinates with other products as an integral part of a larger coverage team that maintains strong client relationships. Cross sells Corporate Banking products (e.g. FX / treasury products, cash management & corporate cards, commodities, investment management, securitization, leasing, Trade Finance products, etc.) to BMO Capital Market clients. Also provides ongoing management of the lending portfolio. Uses expertise in financial markets to cultivate relationships with new and existing clients and develop new client relationships. Grows/elevates the BMO and BMO Capital Market brand with a commitment to and presence in the community. Delivers activities in instituting cross-selling initiatives to clients across all areas of the firm and transitioning them into significant sales. Operates as key member of the deal team with efforts to maximize sector penetration and returns. Creates pitch books for clients with respect to financial solutions and leads/participates in presentation to clients. Monitors client, client industry and regulatory agencies for potential changes which may affect client’s portfolio and business needs. Initiates contact with partners for new client sales. Partners with deal team and product specialists for accurate, detailed client information. Prepares credit documentation (i.e. including applications, memoranda, presentations, etc.) for internal and external stakeholders. Directly manages a diverse portfolio. Reviews and continually monitors performance of existing accounts and client relationships. Understands the needs of clients and provides relevant ideas and opinions to generate recommendations. 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. Prepares/oversees delivery of creative and timely “pitches”. Provides strong deal structuring and negotiates transactions with clients. Obtains credit concurrence and coordinates pricing approval as client advocate. Maintains key ongoing coverage contact with lending clients and sector managers. Develops and maintains strong client relationships at all levels. Builds positive client relations through deep/comprehensive understanding of client needs and alignment of our products/services. Identifies and leverages key decision makers and influencers in client / internal organizations. Anticipates changes in client needs and provides strategic/creative solutions. Acts as a positive change agent to drive improved efficiency and effectiveness. Identifies and delivers on opportunities to improve the client experience; brings in partners where appropriate. Provides strategic input into business decisions as a trusted advisor. Maintains awareness of all firm products and services offered and facilitates means of receiving continuous updates. Supports the execution of strategic initiatives in collaboration with internal and external stakeholders. Develops and leverages relationships across LOBs, with executive and external clients to foster and support coordination. Ensures alignment between stakeholders. Works with specialists as needed to support successful deal completion. Uses financial analysis to proactively identify opportunities to cross-sell. Generates updated financial models/ analyses as business needs and industry requirements dictate. Analyzes/assesses industry compilations. 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 client relationships. May includes client visits, analysis of business models, and comprehensive review of 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. Provides feedback on, and, supports continuous improvement opportunities. Identifies and acts on the delivery of meaningful revenue, cost reduction or capital optimization opportunities. Integrates information from multiple sources to enable more efficient processes, enhanced analysis and/or streamlined reporting. Reviews and guides work of team members to deliver business results. Considers risk, internal controls and compliance as part of day-to-day accountabilities and adheres to policies and procedures. Operates at a group/enterprise-wide level and serves as a specialist resource to senior leaders and stakeholders. Applies expertise and thinks creatively to address unique or ambiguous situations and to find solutions to problems that can be complex and non-routine. Implements changes in response to shifting trends. 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

Typically 7+ years of relevant experience and post-secondary degree in related field of study or an equivalent combination of education and experience.
Some experience in a corporate lending environment developing business.
Undergraduate degree has focal areas of finance, economics, or accounting preferred with high academic achievement.
MBA, CFA or equivalent experience in financial services, accounting, or legal fields.
Relevant experience in investment banking, negotiating and structuring financial transactions.
Some experience in a corporate lending environment developing business.
Excellent knowledge of the organizational lending and portfolio management policies and objectives.
Excellent knowledge of the bank’s financial solution products and services.
Ability to create and deliver professional product ideas and presentations.
Exceptional analytical skills.
Expertise in financial computer applications and database management tools.
Seasoned professional with a combination of education, experience and industry knowledge.
Verbal & written communication skills in English and French - 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.
Fluent in French and English as this role provides support to clients and team members inside and/or outside the province of Quebec.

Nice To Haves

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

Responsibilities

Supports the origination and structuring of corporate lending transactions.
Coordinates with other products as an integral part of a larger coverage team that maintains strong client relationships.
Cross sells Corporate Banking products (e.g. FX / treasury products, cash management & corporate cards, commodities, investment management, securitization, leasing, Trade Finance products, etc.) to BMO Capital Market clients.
Provides ongoing management of the lending portfolio.
Uses expertise in financial markets to cultivate relationships with new and existing clients and develop new client relationships.
Grows/elevates the BMO and BMO Capital Market brand with a commitment to and presence in the community.
Delivers activities in instituting cross-selling initiatives to clients across all areas of the firm and transitioning them into significant sales.
Operates as key member of the deal team with efforts to maximize sector penetration and returns.
Creates pitch books for clients with respect to financial solutions and leads/participates in presentation to clients.
Monitors client, client industry and regulatory agencies for potential changes which may affect client’s portfolio and business needs.
Initiates contact with partners for new client sales.
Partners with deal team and product specialists for accurate, detailed client information.
Prepares credit documentation (i.e. including applications, memoranda, presentations, etc.) for internal and external stakeholders.
Directly manages a diverse portfolio.
Reviews and continually monitors performance of existing accounts and client relationships.
Understands the needs of clients and provides relevant ideas and opinions to generate recommendations.
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.
Prepares/oversees delivery of creative and timely “pitches”.
Provides strong deal structuring and negotiates transactions with clients.
Obtains credit concurrence and coordinates pricing approval as client advocate.
Maintains key ongoing coverage contact with lending clients and sector managers.
Develops and maintains strong client relationships at all levels.
Builds positive client relations through deep/comprehensive understanding of client needs and alignment of our products/services.
Identifies and leverages key decision makers and influencers in client / internal organizations.
Anticipates changes in client needs and provides strategic/creative solutions.
Acts as a positive change agent to drive improved efficiency and effectiveness.
Identifies and delivers on opportunities to improve the client experience; brings in partners where appropriate.
Provides strategic input into business decisions as a trusted advisor.
Maintains awareness of all firm products and services offered and facilitates means of receiving continuous updates.
Supports the execution of strategic initiatives in collaboration with internal and external stakeholders.
Develops and leverages relationships across LOBs, with executive and external clients to foster and support coordination.
Ensures alignment between stakeholders.
Works with specialists as needed to support successful deal completion.
Uses financial analysis to proactively identify opportunities to cross-sell.
Generates updated financial models/ analyses as business needs and industry requirements dictate.
Analyzes/assesses industry compilations.
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 client relationships.
Breaks down strategic problems, and analyses data and information to provide insights and recommendations.
Understands 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.
Provides feedback on, and, supports continuous improvement opportunities.
Identifies and acts on the delivery of meaningful revenue, cost reduction or capital optimization opportunities.
Integrates information from multiple sources to enable more efficient processes, enhanced analysis and/or streamlined reporting.
Reviews and guides work of team members to deliver business results.
Considers risk, internal controls and compliance as part of day-to-day accountabilities and adheres to policies and procedures.
Operates at a group/enterprise-wide level and serves as a specialist resource to senior leaders and stakeholders.
Applies expertise and thinks creatively to address unique or ambiguous situations and to find solutions to problems that can be complex and non-routine.
Implements changes in response to shifting trends.
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.