Director, Commercial Banking-Dealer Finance

This role will call on franchised auto dealers across the state of Florida or the Southeast US. BMO Dealer Finance offers a full range of products and services to meet dealership financial needs, including floorplan, mortgage, acquisition, lease/rental lines, equipment loans, and a full suite of cash management services.

About the role

Facilitates growth for the Bank through business development and management of key client auto dealership relationships. Maintains a continuous record of significant revenue generation from sales and syndications.

Responsibilities

• Act as an escalation point for complex client issues, using strategic problem-solving to resolve conflicts and maintain strong client relationships.
• Lead the structuring of high-value, complex deals and credit approvals, ensuring alignment with client needs.
• Manage high-value client portfolios, driving cross-selling, retention, and profitability.
• Identify new business opportunities, acquire clients, penetrate markets, and expand the client base by leveraging market insights, competitor analysis, and cross-selling initiatives.
• Lead market coverage strategies to expand portfolios, identify opportunities, and align with business goals.
• Represent the bank at industry forums and conferences, leveraging insights on trends, competition, and emerging products to drive strategic decision-making.
• Advise in various committees and task forces, providing strategic insights and guidance to drive key initiatives.
• Streamline operational processes, identifying areas for improvement and implementing best practices.
• Develop communication strategies to influence stakeholders and support organizational change.
• Structure deals, secure credit approvals, negotiate high-value transactions, and identify opportunities for cross-selling.
• Partner effectively with Treasury Management Services, BMO Private Bank, Capital Markets, Merchant Services, and Card Services to grow share of wallet.
• Ensure adherence to regulatory requirements, internal controls, and compliance policies in all aspects of relationship management, mitigating risk and maintaining service standards.
• Operate at a group/enterprise-wide level and serve as a senior specialist resource across BMO, influencing how teams/groups work together.

Requirements

• Candidate MUST have Commercial Auto Dealer/Floorplan lending experience in a banking/finance environment.
• 10+ years of relevant experience in Commercial Auto Dealer Relationship Management, Account Management, or Portfolio Management in a corporate or similar segmented banking environment with sales metrics is preferred.
• Bachelor’s degree or equivalent combination of education and experience preferred.
• Possesses a strong auto dealer industry-related referral network capable of driving near-term new business opportunities.
• Deep commercial auto dealer finance industry experience.
• Excellent communication skills, both written and verbal.
• Problem solver with excellent critical thinking skills.
• Professional mindset exhibiting reliability, accountability, and adaptability.

Pay

Salary range: $164,400.00 - $285,600.00 (salaried). Salaries will vary based on factors such as location, skills, experience, education, and qualifications for the role, and may include a commission structure. For commission roles, the salary listed represents BMO Financial Group’s expected target for the first year in this position. Total compensation may include performance-based incentives, discretionary bonuses, as well as other perks and rewards.

Benefits

• Health insurance
• Tuition reimbursement
• Accident and life insurance
• Retirement savings plans

For more details, visit BMO Total Rewards.