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 candidate will facilitate 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. This role acts as an escalation point for complex client issues, using strategic problem-solving to resolve conflicts and maintain strong client relationships. The position involves structuring complex deals, securing credit approvals, and working with internal stakeholders and external partners to optimize revenue. The Relationship Manager will develop new business by contacting prospects and clients, and by cross-selling Bank products and services, including credit, trust/investment, and cash management. Responsibilities also include reviewing loan applications and cash management service agreements for accuracy and alignment with the bank's risk management standards, developing market strategies to align with business goals, identifying opportunities, and expanding client portfolios. The role requires identifying key market segments and leveraging industry trends to drive business growth and expand the client base, as well as representing the bank at industry forums and conferences. Engagement with senior leadership and cross-functional teams is crucial for aligning strategies, addressing client needs, and driving holistic business solutions. The position involves preparing reports on team performance, client satisfaction, and market trends for senior executives, providing insights and recommendations. Building and maintaining strong long-term relationships with high-value and strategic clients, providing strategic advice on financial solutions, and ensuring exceptional service and partnership are key. The role includes structuring deals, securing credit approvals, negotiating high-value transactions, and identifying cross-selling opportunities. Analyzing market trends, client industry developments, and competitive positioning is necessary to inform client solution strategies and optimize client satisfaction. Collaboration with internal teams and stakeholders to define products, solutions, and strategies that best fit clients’ needs is expected. Identifying share of wallet opportunities and leveraging analysis tools to nurture and grow a portfolio that exceeds ROE thresholds are also part of the role. Ensuring adherence to regulatory requirements, internal controls, and compliance policies in all aspects of relationship management is critical for mitigating risk and maintaining service standards. The focus is primarily on business/group within BMO, but may have a broader, enterprise-wide focus. The role provides specialized consulting, analytical, and technical support, exercising judgment to identify, diagnose, and solve problems within given rules. The individual will work independently and regularly handle non-routine situations, with broader work or accountabilities assigned as needed. The role requires taking measured risks while protecting the bank by applying the Risk Management Framework, making sound and risk-informed decisions that align with 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

Build and grow a portfolio of commercial clients with strong connections to Pacific Rim markets.
Identify opportunities, structure complex lending solutions, and deliver exceptional client experiences.
Facilitate growth for the Bank through business development and management of key client relationships.
Maintain an outstanding and continuous record of significant revenue generation from sales and syndications.
Act as an escalation point for complex client issues, using strategic problem-solving to resolve conflicts and maintaining strong client relationships.
Structure complex deals and secure credit approvals, working with internal stakeholders and external partners to optimize revenue.
Develop new business by contacting prospects and clients, and by cross-selling Bank products and services.
Review loan applications and cash management service agreements, ensuring accuracy, completeness, and alignment with the bank's risk management standards.
Develop market strategies to align with business goals, identifying opportunities, and expanding client portfolios.
Identify key market segments and leverage industry trends to drive business growth and expand the client base.
Represent bank at industry forums and conferences, leveraging insights on trends, competition, and emerging products to drive strategic decision-making.
Engage with senior leadership and cross-functional teams to align strategies, address client needs, and drive holistic business solutions.
Prepare reports on team performance, client satisfaction, and market trends for senior executives, providing insights and recommendations for strategic adjustments.
Build and maintain 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.
Structure deals, secure credit approvals, negotiate high-value transactions, and identify opportunities for cross-selling.
Analyze market trends, client industry developments, and competitive positioning to inform client solution strategies and optimize client satisfaction.
Work closely with internal teams and stakeholders to define products, solutions and strategies that best fit clients’ needs.
Identify share of wallet opportunities.
Leverage analysis tools to nurture and grow a portfolio that exceeds ROE thresholds and evaluates client returns on a proactive basis.
Ensure adherence to regulatory requirements, internal controls, and compliance policies in all aspects of relationship management, mitigating risk and maintaining service standards.
Provide specialized consulting, analytical and technical support.
Exercise judgment to identify, diagnose, and solve problems within given rules.
Work independently and regularly handle 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.