Relationship Manager, Pac Rim Division

BMO•San Jose, CA

3d•$88,800 - $165,600•Onsite

About The Position

BMO is seeking a top performing Relationship Manager to join its Pacific Rim Division. This role involves building and growing a portfolio of commercial clients with strong connections to Pacific Rim markets. The ideal candidate will possess a proven sales track record, a robust COI network, and solid commercial credit expertise to identify opportunities, structure complex lending solutions, and deliver exceptional client experiences. Experience working with Pacific Rim clients and an understanding of cross-border business needs and cultural nuances are strongly preferred. The position facilitates growth for the Bank through business development and management of key client relationships, maintaining an outstanding record of significant revenue generation from sales and syndications. It also acts as an escalation point for complex client issues, using strategic problem-solving to resolve conflicts and maintain strong client relationships. The role involves structuring complex deals, securing credit approvals, and working with internal stakeholders and external partners to optimize revenue. New business is developed by contacting prospects and clients, and by cross-selling Bank products and services, including credit, trust/investment, and cash management. Loan applications and cash management service agreements are reviewed for accuracy, completeness, and alignment with the bank's risk management standards. Market strategies are developed to align with business goals, identifying opportunities and expanding client portfolios. Key market segments are identified, and industry trends are leveraged to drive business growth and expand the client base. The role involves representing the bank at industry forums and conferences, leveraging insights on trends, competition, and emerging products to drive strategic decision-making. Engagement with senior leadership and cross-functional teams is required to align strategies, address client needs, and drive holistic business solutions. Reports on team performance, client satisfaction, and market trends are prepared for senior executives, providing insights and recommendations for strategic adjustments. Strong long-term relationships are built and maintained with high-value and strategic clients, providing strategic advice on financial solutions and ensuring exceptional service and partnership. Deals are structured, credit approvals are secured, high-value transactions are negotiated, and opportunities for cross-selling are identified. Market trends, client industry developments, and competitive positioning are analyzed to inform client solution strategies and optimize client satisfaction. Close collaboration with internal teams and stakeholders is essential to define products, solutions, and strategies that best fit clients’ needs. Share of wallet opportunities are identified. Analysis tools are leveraged to nurture and grow a portfolio that exceeds ROE thresholds, and client returns are evaluated proactively. Adherence to regulatory requirements, internal controls, and compliance policies is ensured in all aspects of relationship management, mitigating risk and maintaining service standards. The focus is primarily on business/group within BMO, but may have a broader, enterprise-wide focus. Specialized consulting, analytical, and technical support is provided. Judgment is exercised to identify, diagnose, and solve problems within given rules. The role involves working independently and regularly handling non-routine situations. Broader work or accountabilities may be assigned as needed. Measured risks are taken while protecting the bank by applying the Risk Management Framework, in line with the Risk Culture and within the approved Risk Appetite, making sound and risk-informed decisions that align to business strategy, protect assets, and adhere to applicable policy documents, laws, and regulations.

Requirements

7+ 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 and Accounting preferred. Any other related discipline or commensurate work experience considered.
If a Credit Qualifiable role, Credit Qualifications and associated credit knowledge and skills according to the credit portfolio requirements and qualification standards.
Deep knowledge and technical proficiency gained through extensive education and business experience.
Advanced level of proficiency: Product Knowledge, Regulatory Compliance, Structuring Deals, Portfolio Management, Credit Risk Assessment, Project Management, Customer Service, Problem Solving, Negotiation, Customer Relationship Building.
Expert level of proficiency: Financial Analysis.

Nice To Haves

Experience working with Pacific Rim clients and an understanding of cross‑border business needs and cultural nuances are strongly preferred.
Bilingual proficiency in Mandarin, Cantonese, Vietnamese, Korean, or Japanese.

Responsibilities

Facilitates growth for the Bank through business development and management of key client relationships.
Maintains an outstanding and continuous record of significant revenue generation from sales and syndications.
Acts as an escalation point for complex client issues, using strategic problem-solving to resolve conflicts and maintaining strong client relationships.
Structures complex deals and secures credit approvals, working with internal stakeholders and external partners to optimize revenue.
Develops new business by contacting prospects and clients, and by cross-selling Bank products and services that include credit, trust/investment and cash management.
Reviews loan applications and cash management service agreements, ensuring accuracy, completeness, and alignment with the bank's risk management standards.
Develops market strategies to align with business goals, identifying opportunities, and expanding client portfolios.
Identifies key market segments and leverages industry trends to drive business growth and expand the client base.
Represents bank at industry forums and conferences, leveraging insights on trends, competition, and emerging products to drive strategic decision-making.
Engages with senior leadership and cross-functional teams to align strategies, address client needs, and drive holistic business solutions.
Prepares reports on team performance, client satisfaction, and market trends for senior executives, providing insights and recommendations for strategic adjustments.
Builds and maintains strong long-term relationships with the bank’s high-value and strategic clients, providing strategic advice on financial solutions and ensuring exceptional service and partnership.
Structures deals, secures credit approvals, negotiates high-value transactions, and identifies opportunities for cross-selling.
Analyzes market trends, client industry developments, and competitive positioning to inform client solution strategies and optimize client satisfaction.
Works closely with internal teams and stakeholders to define products, solutions and strategies that best fit clients’ needs.
Identifies share of wallet opportunities.
Leverages analysis tools to nurture and grow a portfolio that exceeds ROE thresholds and evaluates client returns on a proactive basis.
Ensures adherence to regulatory requirements, internal controls, and compliance policies in all aspects of relationship management, mitigating risk and maintaining service standards.
Provides specialized consulting, analytical and technical support.
Exercises judgment to identify, diagnose, and solve problems within given rules.
Works independently and regularly handles non-routine situations.
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.