Relationship Manager, Pac Rim Division

BMO•San Jose, CA

56d•$90,000 - $180,000

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 with Pacific Rim clients and an understanding of cross-border business needs and cultural nuances are highly 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 developing new business by contacting prospects and clients, and by cross-selling Bank products and services, including credit, trust/investment, and cash management. The Relationship Manager will review loan applications and cash management service agreements, ensuring accuracy, completeness, and alignment with the bank's risk management standards. Market strategies will be developed to align with business goals, identifying opportunities and expanding client portfolios. Key market segments will be identified, and industry trends leveraged to drive business growth and expand the client base. The role requires 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 necessary to align strategies, address client needs, and drive holistic business solutions. Reporting on team performance, client satisfaction, and market trends to senior executives will provide insights and recommendations for strategic adjustments. 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 aspects. The role involves structuring deals, securing credit approvals, negotiating high-value transactions, and identifying cross-selling opportunities. Analysis of market trends, client industry developments, and competitive positioning will inform client solution strategies and optimize client satisfaction. Close collaboration with internal teams and stakeholders is required to define products, solutions, and strategies that best fit clients’ needs. Identifying share of wallet opportunities and leveraging analysis tools to nurture and grow a portfolio that exceeds ROE thresholds and evaluates client returns proactively are also part of the responsibilities. Ensuring adherence to regulatory requirements, internal controls, and compliance policies in all aspects of relationship management is crucial for mitigating risk and maintaining service standards. The focus is primarily on the 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. Taking measured risks while protecting the bank by applying the Risk Management Framework in the execution of the role, 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 is expected.

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.
Focus is primarily on business/group within BMO; may have broader, enterprise-wide focus.
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.
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.