National Head of Portfolio Management

BMO•Dallas, TX

1d•Onsite

About The Position

Provides organizational leadership to the Commercial Banking Segment sales team, developing and implementing a comprehensive business plan that will maximize growth and profitability of sales and service across the business. This role leads the portfolio, risk, operational and market management for the specified industry segment, across a broad range of Bank products and services including lending, cash management and advisory services, providing a consistent, focused approach in the retention and expansion of our market share. The role contributes to and influences the overall strategic direction of the Commercial Banking Line of Business as a key member of the Leadership Team. They assist with the development, prioritization and implementation of business, technology, sales and service, and people strategies and plans to optimize channel delivery and enhance the customer experience. The incumbent maintains an ongoing current awareness of industry opportunities and unique risks to maintain a consistent acceptable overall risk profile. As champion of this LOB, this role acts as the Bank’s primary liaison with leaders in the industry. They will build and maintain an extensive network, in the marketplace, of professional contacts, including lawyers, accountants, consultants and investors who view them as a ‘Trusted Advisor’ who, when engaged, will enhance their efforts and reputations. This role makes credit decisions / recommendations in accordance with sound credit-granting principles and is accountable to ensure compliance with all credit and non-credit Bank and regulatory policies and guidelines. Contributes to setting the overall strategic direction (5 year timeframe) providing insight/expertise on the specified segment sales/revenue/profitability. Develops and executes operational strategies and plans to achieve business objectives within the segment, tracking progress to plans, and developing, communicating, delegating and actively participating in the implementation of actions necessary to correct internal and external issues affecting the ability of Commercial Banking segment to meet annual business plan goals. Provides reliable forecasts and escalates significant issues as appropriate. Maintains detailed knowledge of longer-term prospects of the industries to focus strategies in the segment. Assesses both the competition and market opportunities on a regular basis to identify strengths, opportunities, weaknesses, and threats and create plans to address. Makes recommendations to Commercial Banking leadership team as appropriate. Ensures targeted market plans are conceived and executed to support growth and achievement of business objectives. Plans will be at the Team and Individual level and compatible with Commercial Banking strategies and objectives. Determines, secures and deploys equipment, processes and human resources, and optimize the allocation of Commercial Banking segment resources Maintains ongoing communications with Commercial Banking leaders to identify marketplace opportunities and potential risks; escalates significant issues to Commercial Banking leadership and stakeholders, and initiate projects as appropriate. Ensures the effective delivery of sales initiatives and programs by establishing the sales and service context and setting direction for subordinates, providing relevant information, establishing goals, and setting limits. Provides leadership and creates positive working relationships to develop an effective sales environment that ensures the provision of consistently superior customer service to existing and potential customers of all banking groups. Reviews and monitors sales performance against plan and standards to identify and address gaps, issues and best practices. Works effectively with Commercial Banking colleagues and other Banking Group partners to ensure deal teams and strong working relationships effectively leverage sales and referral opportunities to improve share of wallet, acquire new customers, retain existing customers and provide the full Commercial Banking offering to customers Improves customer service levels by role modeling desired customer service behaviours, visibly participate in the customer issue resolution process, and monitor adherence to customer service standards. Leverages BMO brand and the Commercial Banking segment offering through delivering and managing the defined customer experience and value proposition. Contributes personally to the Bank’s business objectives through direct market intervention by way of joint sales calls, establishing a personal referral network and a variety of business development activities. Establishes and enhances the Bank’s profile in the community by participating in worthwhile business and community activities and seeking out and creating opportunities to promote the products and services of all Banking Groups, but particularly the Commercial Banking segment sales offering. Represents the Bank in the business community (customers, industry associations, government, etc.) and plays an active governance role on community boards, as required. Establishes and fosters a positive relationship with members of the local media (consistent with Corporate Communication protocols) to ensure that the bank receives favourable coverage. Ensures all new business conforms with Bank Policies and other guidelines Exercises discretionary lending limits to approve quality deals that exceed subordinate’s discretionary limits. Manages commercial lending risk and minimizes losses by ensuring that subordinates’ credit submissions are in conformity with Bank Policies & Procedures. Monitors external environment for changing prospects and demographics of the specified segment to ensure that emerging risks in the portfolio are identified and marketing efforts are directed to industries with acceptable risk profiles. Provides guidance to the sales team in structuring and pricing sophisticated solutions for the Bank’s clients. This includes credit quality, industry expertise and yield on transactions held by the Bank. Ensures ongoing effective controls are in place to maintain an acceptable stable risk profile in the portfolio. Monitors controllable non-interest expenses and revenues to manage the Commercial Banking Segment team’s profitability to ensure targets are met or exceeded. Monitors and escalates aspects not under direct managerial control. Ensures identification and reporting of transactions or patterns of activity which are suspected to be related to money laundering. Manages risk and minimizes losses through monitoring and control reports, ensuring compliance requirements, audits and verifications are completed in accordance with Bank Policies & Procedures and regulatory, legal and ethical requirements. Sets appropriate context and establishes prescribed limits for direct reports, including setting an effective framework of policies and procedures for the work in the group. Establishes a two-way working relationship with direct reports to solicit their views on the working environment, potential changes affecting their work, continuous improvement opportunities, and revisions to the plan. Builds and sustains a team that is capable of delivering the performance required for the group, including coaching and the creation and implementation of training and development plans. Establishes and optimizes team integration by articulating the linkages between the accountabilities and authorities of different roles across the group and by establishing the context in which they will work collaboratively with one another. Applies the Bank’s performance management system to direct reports, including establishing goals and objectives, assessing skilled knowledge gaps, allocating resources to achieve objectives and close gaps, assessing personal effectiveness, and reviewing and recommending base and variable pay. Ensures the effective implementation of Bank initiatives and programs through the establishment of appropriate context and setting of direction for direct reports by providing relevant information, establishing goals, and setting limits with the context and prescribed limits of the group head.

Requirements

University Degree
10 – 15 + years experience in sales and a demonstrated history of successful business development activities including ability to network in external markets
Credit Qualified with Unilateral discretionary Limits
Understanding of specified segments to provide team with a current and longer-term perspective of industry in the region
In-depth knowledge of Commercial products and services
Analytical Thinking (Expert)
Applied Innovation (In-depth)
Business Valuation (In-depth)
Change Leadership (In-depth)
Managerial Leadership (In-depth)
Negotiation (Expert)
Relationship Management (Expert)
Risk Management (Expert)
Strategic Business Planning (In-depth)
Sales & Service Management (In-depth)
Coaching (In-depth)
Networking (In-depth)

Responsibilities

Provides organizational leadership to the Commercial Banking Segment sales team, developing and implementing a comprehensive business plan that will maximize growth and profitability of sales and service across the business.
Leads the portfolio, risk, operational and market management for the specified industry segment, across a broad range of Bank products and services including lending, cash management and advisory services, providing a consistent, focused approach in the retention and expansion of our market share.
Contributes to and influences the overall strategic direction of the Commercial Banking Line of Business as a key member of the Leadership Team.
Assists with the development, prioritization and implementation of business, technology, sales and service, and people strategies and plans to optimize channel delivery and enhance the customer experience.
Maintains an ongoing current awareness of industry opportunities and unique risks to maintain a consistent acceptable overall risk profile.
Acts as the Bank’s primary liaison with leaders in the industry.
Builds and maintains an extensive network, in the marketplace, of professional contacts, including lawyers, accountants, consultants and investors.
Makes credit decisions / recommendations in accordance with sound credit-granting principles and is accountable to ensure compliance with all credit and non-credit Bank and regulatory policies and guidelines.
Contributes to setting the overall strategic direction (5 year timeframe) providing insight/expertise on the specified segment sales/revenue/profitability.
Develops and executes operational strategies and plans to achieve business objectives within the segment, tracking progress to plans, and developing, communicating, delegating and actively participating in the implementation of actions necessary to correct internal and external issues affecting the ability of Commercial Banking segment to meet annual business plan goals.
Provides reliable forecasts and escalates significant issues as appropriate.
Maintains detailed knowledge of longer-term prospects of the industries to focus strategies in the segment.
Assesses both the competition and market opportunities on a regular basis to identify strengths, opportunities, weaknesses, and threats and create plans to address.
Ensures targeted market plans are conceived and executed to support growth and achievement of business objectives.
Determines, secures and deploys equipment, processes and human resources, and optimize the allocation of Commercial Banking segment resources.
Maintains ongoing communications with Commercial Banking leaders to identify marketplace opportunities and potential risks; escalates significant issues to Commercial Banking leadership and stakeholders, and initiate projects as appropriate.
Ensures the effective delivery of sales initiatives and programs by establishing the sales and service context and setting direction for subordinates, providing relevant information, establishing goals, and setting limits.
Provides leadership and creates positive working relationships to develop an effective sales environment that ensures the provision of consistently superior customer service to existing and potential customers of all banking groups.
Reviews and monitors sales performance against plan and standards to identify and address gaps, issues and best practices.
Works effectively with Commercial Banking colleagues and other Banking Group partners to ensure deal teams and strong working relationships effectively leverage sales and referral opportunities to improve share of wallet, acquire new customers, retain existing customers and provide the full Commercial Banking offering to customers.
Improves customer service levels by role modeling desired customer service behaviours, visibly participate in the customer issue resolution process, and monitor adherence to customer service standards.
Leverages BMO brand and the Commercial Banking segment offering through delivering and managing the defined customer experience and value proposition.
Contributes personally to the Bank’s business objectives through direct market intervention by way of joint sales calls, establishing a personal referral network and a variety of business development activities.
Establishes and enhances the Bank’s profile in the community by participating in worthwhile business and community activities and seeking out and creating opportunities to promote the products and services of all Banking Groups, but particularly the Commercial Banking segment sales offering.
Represents the Bank in the business community (customers, industry associations, government, etc.) and plays an active governance role on community boards, as required.
Establishes and fosters a positive relationship with members of the local media (consistent with Corporate Communication protocols) to ensure that the bank receives favourable coverage.
Ensures all new business conforms with Bank Policies and other guidelines.
Exercises discretionary lending limits to approve quality deals that exceed subordinate’s discretionary limits.
Manages commercial lending risk and minimizes losses by ensuring that subordinates’ credit submissions are in conformity with Bank Policies & Procedures.
Monitors external environment for changing prospects and demographics of the specified segment to ensure that emerging risks in the portfolio are identified and marketing efforts are directed to industries with acceptable risk profiles.
Provides guidance to the sales team in structuring and pricing sophisticated solutions for the Bank’s clients.
Ensures ongoing effective controls are in place to maintain an acceptable stable risk profile in the portfolio.
Monitors controllable non-interest expenses and revenues to manage the Commercial Banking Segment team’s profitability to ensure targets are met or exceeded.
Monitors and escalates aspects not under direct managerial control.
Ensures identification and reporting of transactions or patterns of activity which are suspected to be related to money laundering.
Manages risk and minimizes losses through monitoring and control reports, ensuring compliance requirements, audits and verifications are completed in accordance with Bank Policies & Procedures and regulatory, legal and ethical requirements.
Sets appropriate context and establishes prescribed limits for direct reports, including setting an effective framework of policies and procedures for the work in the group.
Establishes a two-way working relationship with direct reports to solicit their views on the working environment, potential changes affecting their work, continuous improvement opportunities, and revisions to the plan.
Builds and sustains a team that is capable of delivering the performance required for the group, including coaching and the creation and implementation of training and development plans.
Establishes and optimizes team integration by articulating the linkages between the accountabilities and authorities of different roles across the group and by establishing the context in which they will work collaboratively with one another.
Applies the Bank’s performance management system to direct reports, including establishing goals and objectives, assessing skilled knowledge gaps, allocating resources to achieve objectives and close gaps, assessing personal effectiveness, and reviewing and recommending base and variable pay.
Ensures the effective implementation of Bank initiatives and programs through the establishment of appropriate context and setting of direction for direct reports by providing relevant information, establishing goals, and setting limits with the context and prescribed limits of the group head.