Director, Not for Profit and Government Banking

BMO•Los Angeles, CA

3d•$120,000 - $250,000

About The Position

The Director, Not for Profit and Government Banking facilitates the Bank’s growth through business development and management of key client relationships, maintaining a strong record of revenue generation from sales and syndications. The role manages high-value client portfolios and builds long-term strategic relationships, providing financial advice and exceptional service while driving cross-selling, retention, profitability, and share-of-wallet growth. The Director leads the structuring, negotiation, and credit approval of complex, high-value transactions; coordinates pricing; and advises on loan products, rates, terms, and collateral. The role develops market coverage strategies, analyzes market and industry trends, and works with internal teams to shape client-focused products and solutions. It also represents the Bank at industry forums, collaborates with senior leaders and cross-functional stakeholders, and reports on team performance, client satisfaction, market trends, and strategic initiatives. This position operates at a group- or enterprise-wide level and serves as a specialist resource to senior leaders and stakeholders. It addresses complex and non-routine situations, adapts to shifting trends, and ensures relationship-management activities comply with regulatory requirements, internal controls, and policies. The Director is expected to take measured, risk-informed decisions within the Bank’s Risk Management Framework and approved Risk Appetite.

Requirements

10+ years of relevant experience in Relationship Management, Account Management, or Portfolio Management in a corporate or similarly segmented banking environment with sales metrics is preferred.
Bachelor’s degree required; Business Administration, Finance, or Accounting preferred. Another related discipline or commensurate work experience may be considered.
For a credit-qualifiable role, meet credit qualifications and have associated credit knowledge and skills according to credit portfolio requirements and qualification standards.
Seasoned professional with a combination of education, experience, and industry knowledge.
Advanced proficiency in Project Management and Change Management.
Expert proficiency in Product Knowledge, Regulatory Compliance, Structuring Deals, Portfolio Management, Credit Risk Assessment, Customer Service, Stakeholder Management, Negotiation, and Customer Relationship Building.

Nice To Haves

10+ years of relevant relationship, account, or portfolio management experience in a corporate or similarly segmented banking environment with sales metrics.
A degree in Business Administration, Finance, or Accounting.

Responsibilities

Facilitate Bank growth through business development and management of key client relationships.
Generate revenue through sales and syndications.
Act as an escalation point for complex client issues and resolve conflicts using strategic problem-solving.
Lead structuring and negotiation of high-value, complex transactions and drive credit approvals.
Coordinate pricing and advocate for client solutions aligned with client needs and Bank objectives.
Manage high-value client portfolios to drive cross-selling, retention, and profitability.
Implement cross-selling initiatives and convert opportunities into revenue-generating sales.
Lead market coverage strategies to expand portfolios, identify opportunities, and support business goals.
Represent the Bank at industry forums and conferences and use insights on trends, competition, and emerging products to inform decisions.
Engage senior leadership and cross-functional teams to align strategies and address client needs.
Report to Bank leadership on team performance, client satisfaction, market trends, and strategic initiatives.
Advise on loan products, options, rates, terms, and collateral requirements.
Build and maintain long-term relationships with high-value and strategic clients, providing financial advice and service.
Analyze market trends, client industry developments, and competitive positioning to inform client strategies.
Work with internal teams and stakeholders to define products, solutions, and strategies that fit client needs.
Identify share-of-wallet opportunities.
Use analysis tools to grow portfolios that exceed ROE thresholds and proactively evaluate client returns.
Ensure adherence to regulatory requirements, internal controls, and compliance policies, mitigating risk and maintaining service standards.
Serve as a specialist resource to senior leaders and stakeholders at a group- or enterprise-wide level.
Address unique, ambiguous, complex, and non-routine situations and implement changes in response to shifting trends.
Apply the Bank’s Risk Management Framework and make sound, risk-informed decisions within approved Risk Appetite and applicable policies, laws, and regulations.
Undertake broader work or accountabilities as assigned.