Business Property Finance team focuses on alternate real estate sectors where business risk is high. Sectors covered include Seniors Housing, Hotels, Student Housing, Storage, Film Studio finance, data centers and parking.
The role involves managing and growing a large and complex portfolio of clients with portfolio size >$500 million in loans and over $10 million in revenue. Portfolio management includes both credit management and sales growth. Sales growth is a big part of the role in this key position in Atlantic Canada.
The Senior Director is responsible for leading a 2-person team, which includes a dedicated associate, and is involved in both underwriting credit and sales.
Facilitates growth initiatives for the Bank through significant business development and excellent management of key client relationships. Maintains an outstanding and continuous record of significant revenue generation from sales and syndications. Ensures the required internal control standards, including adherence to audit, regulatory and compliance policies.
* Leads and executes business development plans to ensure that business goals are achieved or exceeded.
* Optimizes returns and capital on assigned portfolio.
* Provides clients strategic input into business decisions as a trusted advisor.
* Makes recommendations to senior leaders on strategy and new initiatives, based on an in-depth understanding of the business and sectors.
* Acts as a subject matter and sector expert on relevant regulations and policies.
* Advises on sales strategy based on a deep understanding of the market, relevant industry verticals, market competitors, client needs and business growth opportunities.
* Conducts independent analysis and assessment to resolve strategic issues.
* Develops the business case by identifying needs, analyzing potential options, and assessing expected return on investment.
* Recommends business priorities, advises on resource requirements, and develops roadmap for strategic execution.
* Networks with industry contacts to gain competitive insights and best practices.
* Coordinates the management of databases; ensures alignment and integration of data in adherence with data governance standards.
* Leads change management programs of varying scope and type, including readiness assessments, planning, stakeholder management, execution, evaluation, and sustainment of initiatives.
* Manages the risk of the assigned complex portfolio in a timely and precise manner.
* Directly manages the annual review process, interim reviews, specified quarterly reports and resolution of exceptions.
* Maintains accurate documentation and ensures adherence to prescribed policies and procedures and overall safety of the Bank’s position.
* Leads the execution of operational programs; assesses and adapts as needed to ensure quality of execution.
* Acts as daily sales contact for clients on sales-related questions such as product information, pricing, implementation timeframes and requirements.
* Gathers data to advance sale process and completes all required documentation.
* Assists team in pre-sales activities such as pitch preparation, client research, preparation of prospect and client files for further action.
* Tracks implementation requests to keep the process on track with timelines.
* Tracks internal reports and recommends improvements to sales support materials based on findings and feedback.
* Compiles pre-call and post-call information packages by accessing internal systems and bank personnel to validate client holdings, pricing, and volumes.
* Provides research and data gathering to sales team to facilitate solutions to the client’s/prospect’s business needs.
* Assists with sales and service administration and processing ensuring client experience is seamless and opportunities are identified and met.
* Maintains current client information on Bank system/files to ensure client history is accurate and complete.
* Ensures accurate billing to clients.
* 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 to find solutions to complex and non-routine problems.
* Implements changes in response to shifting trends.
* Broader work or accountabilities may be assigned as needed.
Qualifications:
* Typically, 7+ years of relevant experience and post-secondary degree in related field of study or an equivalent combination of education and experience.
* If a Credit Qualifiable job, Credit Qualifications and associated credit knowledge and skills according to the established qualification standards.
* Demonstrated history of successful business development, including ability to network in external markets.
* Demonstrated knowledge of relevant industry verticals and market’s competitive environment.
* Experience in contact negotiations with both clients and legal counsel.
* Experience drafting responses to complex RFPs.
* Experience with Sales Strategy and Sales referral process development.
* Sales and Service Management – In-depth.
* Relationship Management and strong negotiation skills - In-depth.
* Resource Planning – Working.
* Business Acumen – In-depth.
* Financial and Working Capital Understanding – In-depth.
* Strategic Thinking – Working.
* Seasoned professional with a combination of education, experience and industry knowledge.
* Analytical and problem-solving skills - In-depth / Expert.
* Influence skills - In-depth / Expert.
* Collaboration & team skills; with a focus on cross-group collaboration - In-depth / Expert.
* Able to manage ambiguity.
Application Deadline: 01/09/2025
Address: 1695 Grafton Street
Job Family Group: Commercial Sales & Service
Salary: $79,800.00 - $148,200.00
Pay Type: Salaried
The above represents BMO Financial Group’s pay range and type. Salaries will vary based on factors such as location, skills, experience, education, and qualifications for the role, and may include a commission structure. Salaries for part-time roles will be pro-rated based on the number of hours regularly worked. For commission roles, the salary listed above represents BMO Financial Group’s expected target for the first year in this position.
BMO Financial Group’s total compensation package will vary based on the pay type of the position and may include performance-based incentives, discretionary bonuses, as well as other perks and rewards. BMO also offers health insurance, tuition reimbursement, accident and life insurance, and retirement savings plans. To view more details of our benefits, please visit: Total Rewards.
About Us:
At BMO we are driven by a shared Purpose: Boldly Grow the Good in business and life. It calls on us to create lasting, positive change for our customers, our communities and our people. By
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