Premier Client Specialist

BMO•Naperville, IL

2d•Onsite

About The Position

Acts as the primary client contact to uncover financial needs and provide holistic banking and investment solutions in compliance with regulatory and compliance policies. Works collaboratively in the market with BMO partners, COIs, and the community to build relationships and deliver the desired customer experience, with a focus on new client acquisition, growing overall AUM (e.g. deposits and investments), and increasing investment penetration within portfolio. Takes a consultative approach to relationship building and uncovering financial opportunities while developing recommendations by taking a financial planning approached. Provides financial advice, guidance, and solutions through a defined banking and investment solution set (e.g. simplified advisory accounts, annuities, mutual funds, 529s, and life insurance). Collaborates with Financial Advisor, as appropriate, for clients with more complex financial needs. Proactively works with assigned customer portfolio to uncover needs, provide solutions, and identify additional sales opportunities. Makes recommendations on products, pricing, and services; connects customer with experts based on financial decisions Achieves results and meets sales targets by acquiring new assets from existing client portfolio and new client acquisition. Introduces and guides clients to use digital platforms and promotes adoption of digital features. Develops, maintains and executes a business plan, including sales strategies, to achieve sales objectives. Identifies short and long-term value creation opportunities for target customer segments. Actively participates in the community to identify prospects through relationship building efforts and identify centres of influence (e.g. law and accounting firms) and two-way referral relationships. Coordinates outreach efforts for seminars, campaigns, or client events. Cultivates strategic relationships with key client stakeholders to become a trusted advisor and influence long-term financial decisions. Sources new revenue and investments through client acquisition and deepening existing relationships. Delivers consistent client service using established playbook and guidelines. Supports client onboarding, documentation, and service delivery. Escalates complex or unresolved client situations and complaints. Develops solid product knowledge and financial expertise for an assigned portfolio of products. Supports the execution of strategic initiatives in collaboration with internal and external stakeholders. Builds effective relationships with internal/external stakeholders. Monitors sales and service performance against plan to identify gaps and implements action plans that close performance gaps and resolve issues. Provides individual and group training in order to mentor and coach branch personnel to enhance their knowledge and skills around the mass affluent client. Reviews credit applications to ensure sound credit granting principles; recommends remedies to maintain acceptable asset and credit quality. Follows security and safeguarding procedures and applies due diligence in accordance with Bank’s policies and ethical standards for the prevention of loss due to fraud, robbery, counterfeiting, money laundering, or defalcation. Maintains the confidentiality of customer and Bank information in compliance with Bank policies and procedures. Executes work to deliver timely, accurate, and efficient service. Executes quality customer review meetings for retention and relationship expansion purposes. Focus is primarily on business/group within BMO; may have broader, enterprise-wide focus. Exercises judgment to identify, diagnose, and solve problems within given rules. Works independently on a range of complex tasks, which may include unique situations. 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, 3+ years of relevant experience.
Proven experience in a financial services organization demonstrating knowledge of banking products, associated services, pricing strategies, and profitability management.
SIE Exam, Series 6, 63, 65, state Life and Health insurance licenses required; Series 7, 66 or 65 licenses preferred. If licenses are not currently held, they are required within 120 days of the role start date.
Advanced understanding of deposit, loan (including mortgage) and banking products and practices, cash flow analysis, lending process and directives, credit risk policies and standards, supporting processes, applicable legal and regulatory requirements, and Bank policies.
In-depth understanding of brokerage and insurance products.
In-depth knowledge of business services, including retirement plans, business banking solutions, insurance, and succession planning.
In-depth understanding of personal trust and investment management.
In-depth knowledge of client portfolio management.
Technical proficiency gained through education and/or business experience.
Intermediate level of proficiency: Financial Needs Discovery, Product & Solution Design, Investment, Insurance & Advisory Products.
Advanced level of proficiency: Deposit & Cash Management, Lending & Credit, Prospecting & Acquisition, Sales Strategy & Execution, Advisory & Communication, Client Onboarding, Experience & Retention, Portfolio & Relationship Management, Risk & Compliance, Learning Agility, Collaboration.
U.S. Only: This position will act as an originator of consumer loans as defined by Regulation Z, Regulation G, and the Secure and Fair Enforcement for Mortgage Licensing Act (the S.A.F.E. Act).
U.S. Only: This position will require a Federal registration with the Nationwide Mortgage Licensing System and Registry.
A criminal background review and credit history evaluation will be required for this position.
Restrictions on performing in a real estate agent capacity.

Nice To Haves

Post-secondary degree in related field of study preferred, not required.

Responsibilities

Acts as the primary client contact to uncover financial needs and provide holistic banking and investment solutions.
Works collaboratively with BMO partners, COIs, and the community to build relationships and deliver the desired customer experience.
Focuses on new client acquisition, growing overall AUM, and increasing investment penetration.
Takes a consultative approach to relationship building and uncovering financial opportunities.
Develops recommendations using a financial planning approach.
Provides financial advice, guidance, and solutions through a defined banking and investment solution set.
Collaborates with Financial Advisor for clients with complex financial needs.
Proactively works with assigned customer portfolio to uncover needs, provide solutions, and identify sales opportunities.
Makes recommendations on products, pricing, and services.
Connects customers with experts based on financial decisions.
Achieves sales targets by acquiring new assets from existing client portfolio and new client acquisition.
Introduces and guides clients to use digital platforms and promotes adoption of digital features.
Develops, maintains, and executes a business plan, including sales strategies, to achieve sales objectives.
Identifies short and long-term value creation opportunities for target customer segments.
Actively participates in the community to identify prospects and centers of influence.
Coordinates outreach efforts for seminars, campaigns, or client events.
Cultivates strategic relationships with key client stakeholders.
Sources new revenue and investments through client acquisition and deepening existing relationships.
Delivers consistent client service using established playbook and guidelines.
Supports client onboarding, documentation, and service delivery.
Escalates complex or unresolved client situations and complaints.
Develops solid product knowledge and financial expertise for an assigned portfolio of products.
Supports the execution of strategic initiatives.
Builds effective relationships with internal/external stakeholders.
Monitors sales and service performance against plan to identify gaps and implements action plans.
Provides individual and group training to mentor and coach branch personnel.
Reviews credit applications to ensure sound credit granting principles.
Follows security and safeguarding procedures and applies due diligence.
Maintains the confidentiality of customer and Bank information.
Executes work to deliver timely, accurate, and efficient service.
Executes quality customer review meetings for retention and relationship expansion purposes.
Exercises judgment to identify, diagnose, and solve problems within given rules.
Works independently on a range of complex tasks.
Takes measured risks while protecting the bank by applying the Risk Management Framework.