Senior Director – National Accounts Agriculture

BMO•Waterloo, ON

About The Position

The National Accounts Agriculture team operates within BMO’s Canadian Commercial Banking division and supports large, sophisticated agribusiness clients across Ontario and nationally. The team focuses on primary producers, input providers, and vertically integrated agricultural enterprises. We are accountable for driving revenue growth, managing complex credit portfolios, delivering tailored financing solutions, and enabling cross‑sell across the Bank’s full suite of products—including capital markets, treasury, and risk management solutions. The team structures and supports financing opportunities ranging from $10,000,000 to over $400,000,000. The Senior Director – National Accounts Agriculture leads the origination and relationship management strategy for a portfolio of large, complex agricultural clients across Ontario. This role is responsible for driving new business development, deepening strategic client relationships, and overseeing a high‑value sales and deal pipeline within the agriculture sector. The Senior Director provides leadership on complex credit structures, including bilateral and syndicated facilities, and delivers sector expertise to position the Bank as a leading financial partner in agriculture. The role champions the Bank’s full suite of financial solutions, ensuring integrated coverage across lending, treasury, capital markets, and risk management products to deliver a seamless and differentiated client experience. In addition, the Senior Director plays a key leadership role within the team by mentoring relationship managers, contributing to market strategy, and maintaining strong alignment with internal stakeholders including risk, adjudication, and product partners. The role is accountable for maintaining high standards of portfolio management, risk discipline, and regulatory compliance, while supporting the Bank’s broader growth ambitions in the agriculture sector.

Requirements

10+ 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.
Seasoned professional with a combination of education, experience and industry knowledge.

Nice To Haves

Advanced level of proficiency: Project Management
Change Management
Expert level of proficiency: Product Knowledge
Regulatory Compliance
Structuring Deals
Portfolio Management
Credit Risk Assessment
Customer Service
Stakeholder Management
Negotiation
Customer Relationship Building

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.
Leads the structuring of high-value, complex deals, and credit approvals, ensuring alignment with client needs.
Oversees credit approvals and drives pricing coordination, acting as the primary client advocate to ensure alignment with client needs and bank objectives.
Drives negotiations for high-value, complex transactions and credit approvals, ensuring deals are structured to meet client needs.
Manages high-value client portfolios, driving cross-selling, retention, and profitability.
Implements cross-selling initiatives, driving client engagement and successfully transitioning opportunities into revenue-generating sales.
Leads market coverage strategies to expand portfolios, identify opportunities, and align with business goals.
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.
Delivers reports to the bank’s leadership on team performance, client satisfaction, market trends, and key strategic initiatives, delivering insights that inform corporate strategy.
Drives strategic advisory on loan products, options, rates, terms, and collateral requirements, ensuring tailored solutions that align with client needs and business objectives.
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.
Operates at a group/enterprise-wide level and serves as a specialist resource to senior leaders and stakeholders.
Applies expertise and thinks creatively to address unique or ambiguous situations and to find solutions to problems that can be complex and non-routine.
Implements changes in response to shifting trends.
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.