Senior Vice President, Director, Equipment Finance Sales

BMO•Sacramento, CA

21d•$120,000 - $250,000

About The Position

The Senior Vice President, Director, Equipment Finance Sales is responsible for direct sales and growth of the Bank’s Equipment Finance product through business development and management of key client relationships. The role partners with Commercial Bank relationship managers and sells directly to Bank customers and prospects, with a track record of significant revenue generation from sales and syndications. It also provides sales support and operational service oversight to deliver exceptional client experiences and resolve client issues effectively. The position leads the structuring, credit approval, pricing coordination, and negotiation of high-value and complex transactions. It manages strategic client portfolios, drives cross-selling, retention, profitability, and share-of-wallet growth, and develops market coverage strategies. The role provides strategic advice on loan products, options, rates, terms, and collateral requirements, and uses analysis tools to grow portfolios above ROE thresholds and assess client returns proactively. The role represents the Bank at industry forums and conferences, analyzes market and competitive trends, and works with senior leadership and cross-functional teams to shape client solutions and business strategy. It reports on team performance, client satisfaction, market trends, and strategic initiatives. It also ensures compliance with regulatory requirements, internal controls, and policies, and serves as a specialist resource to senior leaders and stakeholders across the enterprise. Additional work or accountabilities may be assigned as needed.

Requirements

10+ years of relevant experience in Commercial Banking, preferably in Equipment Finance.
Bachelor’s degree required.
Experience in Equipment Loan and Leasing structuring, business development, negotiation, and deal structuring.
Commercial Banking product knowledge.
Regulatory compliance knowledge related to Commercial Banking.
Credit risk assessment experience.
Customer service and customer relationship-building experience.

Nice To Haves

Bachelor’s degree preferably in Business Administration, Finance, or Accounting.
Experience in Equipment Finance.

Responsibilities

Generate Equipment Finance sales and growth through business development and management of key client relationships.
Partner with Commercial Bank relationship managers and sell directly to Bank customers and prospects.
Generate revenue through Equipment Finance sales and syndications.
Provide sales support and oversee daily operational service support to deliver exceptional client experiences.
Resolve client problems promptly and effectively, identify enhancement opportunities, and act as an escalation point for complex issues.
Lead structuring of high-value, complex deals and credit approvals, ensuring alignment with client needs and Bank objectives.
Oversee credit approvals and drive pricing coordination while advocating for clients.
Lead negotiations for high-value, complex transactions and credit approvals.
Manage high-value client portfolios to drive cross-selling, retention, and profitability.
Implement cross-selling initiatives and convert opportunities into revenue-generating sales.
Lead market coverage strategies to expand portfolios, identify opportunities, and align with business goals.
Represent the Bank at industry forums and conferences and use market insights to inform strategic decisions.
Engage senior leadership and cross-functional teams to align strategies, address client needs, and develop holistic business solutions.
Report to Bank leadership on team performance, client satisfaction, market trends, and strategic initiatives.
Provide strategic advice on loan products, options, rates, terms, and collateral requirements.
Build and maintain long-term relationships with high-value and strategic clients, providing advice and exceptional service.
Analyze market trends, client industry developments, and competitive positioning to inform client solution strategies.
Work with internal teams and stakeholders to define products, solutions, and strategies for clients.
Identify share-of-wallet opportunities.
Use analysis tools to grow a portfolio that exceeds ROE thresholds and proactively evaluate client returns.
Ensure adherence to regulatory requirements, internal controls, and compliance policies, mitigating risk and maintaining service standards.
Serve as a specialist resource to senior leaders and stakeholders at a group or enterprise-wide level.
Address unique, ambiguous, complex, and non-routine situations creatively and implement changes in response to shifting trends.