Business Banking Relationship Manager

About the role

Cultivates, builds, and manages relationships with a portfolio of small business clients to build a pipeline of new business and increase BMO’s market share. Applies professional consultative sales and business development practices and techniques for an assigned jurisdiction/portfolio.

Responsibilities

• Identifies opportunities and refers to BMO colleagues as appropriate.
• Proactively develops and executes sales strategies to attract new business clients and expand existing relationships.
• Develops internal and external networks and referral sources to ensure ongoing growth of BMO's business.
• Generates appointments and opportunities to grow business results through targeted sales efforts.
• Develops, maintains, and executes a business plan, including relationship management strategies, to achieve customer retention objectives.
• Develops client rapport and instils confidence to develop credibility and earn their trust as relationship manager.
• Understands the local market and proactively develops relationships with centers of influence.
• Delivers exceptional customer service and builds trust by providing expertise, responsive service, and support.
• Expands wallet share within the assigned portfolio.
• Answers inquiries and provides accurate information about business banking products and services.
• Understands customer needs and offers financial solutions that meet customer goals.
• Solves or escalates issues.
• Provides advice and guidance to assigned business/group on implementation of solutions.
• Makes recommendations based on an understanding of the business strategy and stakeholder needs.
• Maintains the confidentiality of customer and BMO information in compliance with BMO policies and procedures.
• Identifies risks and takes appropriate actions, including all documentation and other regulatory requirements to maintain operational integrity.
• Works independently on a range of complex tasks, which may include unique situations.
• Exercises judgment to identify, diagnose, and solve problems within given rules.
• Follows security and safeguarding procedures and applies due diligence in accordance with BMO’s policies and ethical standards for the prevention of loss due to fraud, robbery, counterfeiting, money laundering, or defalcation.

Qualifications

• Typically between 4 - 6 years of relevant experience and post-secondary degree in related field of study or an equivalent combination of education and experience.
• Strong financial analysis skills, with a demonstrated ability to interpret financial statements, assess creditworthiness, and provide actionable insights to drive business growth and mitigate risk.
• Strong knowledge of business banking products, lending processes and loan documentation, and supporting policies, procedures, and technologies.
• Strong experience with customer sales and service.
• Technical proficiency gained through education and/or business experience.
• Verbal & written communication skills - In-depth.
• Collaboration & team skills - In-depth.
• Analytical and problem solving skills - In-depth.
• Influence skills - In-depth.
• Data driven decision making - In-depth.

About the role

The Regional Director HNW Planning will manage a team of Wealth Planning Consultants, Tax Planning Consultants, Estate Planning Consultants. His/her team provides wealth planning, advanced financial planning, guidance and counsel focussed on High Net Worth and Ultra High Net Worth (HNW/UHNW) client segments. Works collaboratively in partnership with the Vice-President Private Wealth from all branches and their Investment Advisors teams to develop and deliver a client-focussed wealth planning experience culminating in a documented wealth strategy. Participates in the end-to-end wealth planning experience, from discovery to financial planning analysis, development of high value financial plans and recommendations, to coaching/assisting with presentations to clients. Creates awareness of key products and services with the objective of generating increased asset levels from HNW/UHNW investors. Supports the growth and retention of client assets by providing wealth planning advice/guidance to Investment Advisors to broaden the dialogue with clients, consolidate assets, and increase revenues. Executes a disciplined approach to all sales and wealth management strategies to support regional and national business growth while focussing on the client experience. Fosters a culture aligned to BMO purpose, values and strategy and role models BMO values and behaviours in all that they do. Ensures alignment between values and behaviour that fosters diversity and inclusion. Regularly connects work to BMO’s purpose, sets inspirational goals, defines clear expected outcomes, and ensures clear accountability for follow through. Builds interdependent teams that collaborate across functional and operating groups to create the highest value for all stakeholders. Attracts, retains, and enables the career development of top talent. Improves team performance, recognizes and rewards performance, coaches employees, supports their development, and manages poor performance. Provides a strong level of understanding of financial services and wealth planning to effectively implement appropriate business development strategies for HNW/UHNW client segments. Develops internal/external networks and referral sources to ensure the ongoing growth of business within the region through planning and to achieve identified targets and business goals. Contributes to overall business results by making recommendations to significantly improve the client experience through planning to drive incremental growth in assets and revenue. Proves oversight or addresses escalation issues to ensure the retention of the business, and provides the necessary strategic thinking to resolve issues for the benefit of the client and the business. Acts as a subject matter expert in all areas of wealth planning to include advanced financial planning concepts and complex wealth offerings. Recommends measures to improve organizational effectiveness. Networks with industry contacts to gather competitive insights and best practices. May consult to or serve on various committees and task forces. Leads the development and oversees the implementation of the strategy around wealth planning. Maintains effective relationships with internal/external stakeholders to build collaborative working environments that focus on developing complex and customized wealth solutions. Ensures alignment between stakeholders as required. Acts as the prime contact for internal/external stakeholder relationships, which may include regulators. Defines business requirements for analytics & reporting to ensure data insights inform business decision making. Establishes baselines and KPIs for measuring planning performance such as client penetration metrics, number of plans completed, client satisfaction surveys, retention statistics, plan quality metrics, etc. Monitors and tracks performance, and addresses any issues. Establishes and maintains sales management process to ensure opportunities for portfolio growth and profile enhancement are maximized, includes engaging/educating internal partners, establishing/fostering relationships with other sales forces, recognizing referral opportunities. Oversees the quality review process of financial planning to ensure adherence to quality and remain in accordance with regulatory standards. Contributes to the Center of Expertise for wealth planning to include processes, workflow, and strategy delivery specific to HNW and UHNW client segments. Approves and manages operating budget, financial planning practices and processes. Leads the design, implementation and management of core business/group processes. Assesses and adapts existing operational programs; develops new capabilities to ensure ongoing success. Oversees the design, development, and implementation of tools and training required to deliver business results. Provides proactive, integrated and customized advice, and creates & implements wealth planning strategies to help clients achieve their financial goals. Reinforces sales processes and the client experience by identifying gaps and best practices to ensure delivery of complex wealth plans for clients. Demonstrates a consultative and collaborative selling approach to facilitate the desired client experience and achieve business objectives. Provides insight and expertise on advanced financial planning concepts to include tax, estate and succession planning, philanthropy, and other complex wealth service offerings. Protects the Bank’s assets by adhering to all banking, investment and lending regulations, BMO policies and procedures, legal and ethical requirements and regulations, process requirements, and established risk guidelines. Operates at a group/enterprise-wide level and serves as a senior specialist resource across BMO. Influences how teams/groups work together. Applies expertise and thinks creatively to address unique or ambiguous situations and to find solutions to multiple, interdependent, complex problems. Communicates abstract concepts in simple terms. Fosters strong internal and external networks and works with and across multiple teams to achieve business objectives. Anticipates trends and responds by implementing appropriate changes.

Qualifications

• Typically 10+ years of relevant experience and post-secondary degree in related field of study.
• Experience in team management.
• Experience in selling to Investment Advisors and in managing HNW/UHNW client segments.
• Detailed knowledge of financial planning principals and standards.
• Specific knowledge of Taxation, Estates, Trust and Insurance.
• Working knowledge of NaviPlan and CCH financial planning software and tools.
• IQPF designation.
• CPA ,CA, CMA, CGA, LL.B, LL.L, LL.M or other professional wealth designations an asset.
• Financial services sales experience an asset.
• MBA/ advanced graduate degree is an asset.
• CLU, R.F.P., CI.