San Diego Market Executive - Emerging Middle Market, Director

BMO•San Diego, CA

5d•$120,000 - $250,000

About The Position

BMO is seeking a highly motivated Market Executive to lead a team of relationship managers in its Emerging Middle Market Group. The role drives growth in market share across the assigned area through existing client networks and direct new-client acquisition. It also recruits, develops, and coaches the team to manage critical middle-market relationships, gain market share, and deliver top-decile client satisfaction. The position facilitates bank growth through business development and management of key client relationships, with a sustained record of significant revenue generation from sales and syndications. It leads market coverage strategies, manages high-value client portfolios, and structures, negotiates, and secures approvals for complex transactions. The Market Executive serves as a client advocate and escalation point, provides strategic financial advice, and partners with senior leadership and cross-functional teams on client solutions and business strategy. The role analyzes market and industry developments, identifies cross-selling and share-of-wallet opportunities, and uses portfolio analysis to support returns above ROE thresholds. It also reports on team performance, client satisfaction, market trends, and strategic initiatives. The position operates at a group or enterprise-wide level, supports senior leaders as a specialist resource, adapts to changing trends, and ensures compliance with applicable laws, regulations, policies, and the bank’s Risk Management Framework. BMO describes itself as the 8th largest bank in North America and the 4th largest commercial lender, with U.S. growth ambitions. The role is based at 4180 La Jolla Village Dr. The listed annual salary range is $120,000–$250,000, and the pay type is salaried; compensation may vary and may include commission, performance incentives, discretionary bonuses, and other rewards.

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 qualification requirements and demonstrate the credit knowledge and skills required by the portfolio 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, deal structuring, portfolio management, credit risk assessment, customer service, stakeholder management, negotiation, and customer relationship building.

Nice To Haves

Established relationships with customers, centers of influence (COIs), and key stakeholders in the relevant geographies.
Experience calling on companies generating $10MM–$100MM in revenue.
Business Administration, Finance, or Accounting degree preferred.

Responsibilities

Lead a team of relationship managers in the Emerging Middle Market Group; recruit, develop, and coach team members.
Grow market share in the assigned area using existing client relationships and direct new-client acquisition.
Generate significant revenue through sales and syndications and manage key client relationships.
Act as an escalation point for complex client issues and resolve conflicts while maintaining strong relationships.
Lead the structuring, negotiation, and credit approval process for high-value, complex transactions.
Oversee credit approvals and coordinate pricing, advocating for client needs while aligning with bank objectives.
Manage high-value client portfolios to drive cross-selling, retention, profitability, and client engagement.
Lead market coverage strategies to expand portfolios, identify opportunities, and support business goals.
Represent the bank at industry forums and conferences and use market, competitive, and product insights to inform strategic decisions.
Partner with senior leadership, internal teams, and cross-functional stakeholders to define client-focused products, solutions, and strategies.
Report to bank leadership on team performance, client satisfaction, market trends, and strategic initiatives.
Provide strategic advice on loan products, options, rates, terms, and collateral requirements.
Build and maintain long-term relationships with high-value and strategic clients and provide advice on financial solutions.
Analyze market trends, client industries, and competitive positioning to inform client solutions and improve satisfaction.
Identify share-of-wallet and cross-selling opportunities.
Use analysis tools to grow portfolios that exceed ROE thresholds and proactively evaluate client returns.
Ensure compliance with regulatory requirements, internal controls, policies, laws, and regulations while managing risk.
Apply the Risk Management Framework and make sound, risk-informed decisions within approved risk appetite.
Adapt to shifting trends and address complex, non-routine, or ambiguous situations; undertake broader work as assigned.