VP, Equipment Finance Sales

About the role

Facilitates growth for the Bank through business development and management of key client relationships. Acts as an escalation point for complex client issues, using strategic problem-solving to resolve conflicts and maintain 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 the 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.
• 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.
• 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.
• 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 proactively.
• Ensures adherence to regulatory requirements, internal controls, and compliance policies in all aspects of relationship management.
• 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 find solutions to complex, non-routine problems.
• Implements changes in response to shifting trends.
• Applies the bank’s Risk Management Framework to take measured risks while protecting the bank, making sound and risk-informed decisions aligned with business strategy.

Requirements

• 5-7+ years of relevant experience in Relationship Management, Account Management, or Portfolio Management in a corporate or similar segmented banking environment with sales metrics.
• Bachelor’s degree required; Business Administration, Finance, and Accounting preferred. Any other related discipline or commensurate work experience considered.

Skills

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

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

Pay

Salary: $122,400.00 - $228,000.00 (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 the 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.