Emerging Middle Market Relationship Manager, Director

BMO • Los Angeles, CA

7d • $120,000 - $250,000

About The Position

BMO is seeking an Emerging Middle Market Relationship Manager to facilitate growth through business development and management of key client relationships. The role focuses on generating revenue through sales and syndications, building long-term relationships with high-value and strategic clients, and providing tailored financial advice and exceptional service. The ideal candidate has an established Center of Influence network and a proven sales record.

This position manages high-value client portfolios, identifies share-of-wallet and cross-selling opportunities, and develops market coverage strategies. It leads complex deal structuring, credit approvals, pricing coordination, and negotiations while balancing client needs with bank objectives. The role also analyzes market and industry developments, advises on loan products and terms, monitors portfolio returns, and partners with internal teams and senior stakeholders to develop client solutions.

The role operates at a group or enterprise-wide level and serves as a specialist resource to senior leaders and stakeholders. It addresses complex and ambiguous situations, adapts to changing trends, and ensures relationship-management activities comply with regulatory requirements, internal controls, and the bank’s risk framework.

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; Business Administration, Finance, or Accounting preferred. Another related discipline or commensurate work experience may be considered.
• For a credit-qualifiable role, meet the credit qualifications and possess the credit knowledge and skills required by the credit portfolio 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, deal structuring, portfolio management, credit risk assessment, customer service, stakeholder management, negotiation, and customer relationship building.

Nice To Haves

• An established Center of Influence network in the marketplace.
• A proven track record in sales performance.
• Experience in relationship management, account management, or portfolio management in a corporate or similar segmented banking environment with sales metrics.

Responsibilities

• Facilitate bank growth through business development and management of key client relationships.
• Generate revenue through sales and syndications.
• Serve as an escalation point for complex client issues and use strategic problem-solving to resolve conflicts.
• Lead structuring of high-value, complex deals and credit approvals in alignment with client needs.
• Oversee credit approvals and coordinate pricing, advocating for clients while aligning with bank objectives.
• Negotiate high-value, complex transactions and credit approvals.
• 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 align with business goals.
• Represent the bank at industry forums and conferences, using market and competitive insights to inform strategic decisions.
• Engage senior leadership and cross-functional teams to align strategies, address client needs, and develop holistic business solutions.
• Report team performance, client satisfaction, market trends, and strategic initiatives to bank leadership.
• Provide strategic advice 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 exceptional service.
• Identify cross-selling and share-of-wallet opportunities.
• Use analysis tools to grow a portfolio that exceeds return-on-equity thresholds and proactively evaluate client returns.
• Analyze market trends, client industry developments, and competitive positioning to inform client solutions.
• Work with internal teams and stakeholders to define products, solutions, and strategies that fit client needs.
• Ensure compliance with regulatory requirements, internal controls, and policies while mitigating risk and maintaining service standards.
• Apply the bank’s Risk Management Framework and make sound, risk-informed decisions consistent with business strategy, approved risk appetite, policies, laws, and regulations.
• Address complex or non-routine situations, implement changes in response to shifting trends, and undertake additional work as assigned.

Benefits

• Health insurance
• Tuition reimbursement
• Accident and life insurance
• Retirement savings plans
• Performance-based incentives and discretionary bonuses may be included in the total compensation package.
• Training, coaching, manager support, and network-building opportunities

What This Job Offers

• Job Type: Full-time
• Career Level: Director