Vice President, Trade Finance Sales, Global Trade, BMO Capital Markets

BMO•Calgary, AB

3d•Hybrid

About The Position

The Trade Finance team, part of BMO’s Corporate Banking group, is seeking a dynamic and results-driven Trade Finance Sales Specialist to join their team. This role will be based in Calgary and will report into the Global Trade Canada Head. The successful candidate will have a dedicated portfolio with a focus on corporate and commercial banking clients in Western Canada, with a focus on Alberta. The role is responsible for driving sales of trade finance products and services to existing clients and prospects, building strong client relationships, and contributing to the growth of the trade finance portfolio. Products include Documentary Letters of Credit, Standby Letters of Credit, Demand Guarantees and Documentary Collections and Supply Chain Solutions.

Requirements

5-7 years in trade finance, correspondent banking, lending, finance, treasury, etc.
Undergraduate degree in finance, economics, accounting, etc.
Communication, negotiation, collaboration, analysis, detailed oriented, problem solving skills.

Nice To Haves

MBA/CFA preferred.

Responsibilities

Identify clients for trade finance products and services, with a focus on increasing share of wallet and optimizing RoE.
Develop and execute sales strategies to achieve sales targets and expand the client base.
Understand client strategy and anticipates needs to deliver solutions.
Conduct market research to identify new business opportunities and stay updated on industry trends.
Create pitch books and participate in client presentations, both trade and multi-product.
Identify and leverage key decision makers to drive sales.
Build and maintain strong relationships with existing and prospective clients through deep understanding of client needs and alignment of our products/services.
Review and continually monitor performance of existing accounts and client relationships.
Monitor industry trends and regulatory agencies for changes which may impact your clients.
Identify and address opportunities for increased efficiency and improved service to internal and external clients.
Provide deal structuring expertise, applying a wholistic view of transactions and related risks (credit, market, operational, legal/compliance, etc.).
Consider risk, internal controls and compliance as part of day-to-day accountabilities and adheres to policies and procedures.
Maintain strong relationships with internal partners including operations, legal, relationship managers and other product partners/bankers.
Cross-sell the banks suite of products and services, including Treasury & Payment Solution, FX, etc.
Collaborate with sector coverage partners to develop unified coverage strategy and deliver creative, timely solutions.
Review and guide the work of Analysts to deliver business results.
Create and use financial models to analyze clients refine marketing strategy.
Leverage internal data to uncover marketing opportunities.
Supports the execution of strategic initiatives in collaboration with internal and external stakeholders.
Advanced deal execution and project management skills - ability to manage many clients and overlapping priorities concurrently.
Works independently and regularly handles non-routine situations.