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Senior Relationship Manager

Calgary, AB
Full Time
6 days ago
350 7th Avenue SW

Job Family Group:
Commercial Sales & Service

Develops a high profile for BMO within an assigned territory to create an effective internal and external network for successful business banking client acquisition opportunities in compliance with internal controls and adherence to audit, regulatory, and compliance policies. Develops, implements, reviews, and revises short-term (3-12 months) and long-term (1-2 year) rolling sales strategies and tactical plans to identify profitable business prospects and create a network of referral sources for the assigned territory that meets or exceeds sales, service, revenue, share of wallet, and loyalty targets. Sells business banking products and comprehensive, holistic financial solutions, and identifies and initiates cross-sell opportunities in the best interest of the customer, and refers complex sales of financing, cash management, and personal banking products to appropriate partners.

  • Obtains and uses market, industry, and customer knowledge to proactively maximize sales, share of wallet, increase cash management penetration, revenue per customer, and customer loyalty.
  • Reviews and monitors sales, revenue, and share of wallet performance against plan to identify gaps, develop action plans, and share best practices.
  • Maintains strong customer satisfaction scores for the team to drive results in unit production per employee.
  • Models effective sales practices and behaviours to build and improve sales capability and enhance team performance results.
  • Provides expertise and experience in the success of the district to enhance the Bank's community presence.
  • Develops and maintains relationships with existing and potential customers, service providers, and internal business partners to align customer needs with tailored products and services.
  • Transfers new customer relationships to relationship managers for future revenue generation and to support customer retention efforts.
  • Participates in regional, market, branch, and community events to foster a positive image of the Bank and advocate for the Bank's products and services.
  • Develops and implements customer-focused strategies and programs.
  • Works with internal partners (e.g., underwriters) to resolve complex or persistent issues, manage the credit approval and exceptions process, and serve as an escalation point with other departments.
  • Acts as a trusted advisor to assigned business/group.
  • Influences and negotiates to achieve business objectives.
  • Recommends and implements solutions based on analysis of issues and implications for the business.
  • Assists in the development of strategic plans.
  • Identifies emerging issues and trends to inform decision-making.
  • Develops and delivers sales programs and initiatives to achieve sales results targeted to customer needs.
  • Develops referral strategies to achieve profitability objectives.
  • Collaborates with internal pricing teams on pricing decisions for sustained revenue growth.
  • Supports the execution of strategic initiatives in collaboration with internal and external stakeholders.
  • Helps determine business priorities and best sequence for execution of business/group strategy.
  • Conducts independent analysis and assessment to resolve strategic issues.
  • Breaks down strategic problems, and analyses data and information to provide insights and recommendations.
  • Coordinates the management of databases; ensures alignment and integration of data in adherence with data governance standards.
  • Monitors and tracks performance and addresses any issues.
  • Designs and produces regular and ad-hoc reports, and dashboards.
  • Builds change management plans of varying scope and type; leads or participates in a variety of change management activities including readiness assessments, planning, stakeholder management, execution, evaluation and sustainment of initiatives.
  • Leads or participates in defining the communication plan designed to positively influence or change behaviour; develops tailored messaging; and identifies appropriate distribution channels.
  • Develops an effective sales communication framework to assist retail leaders in communicating goals, priorities, results, and performance levels across the region / market.
  • Develops, implements, reviews, and revises a 12-month rolling business plan to maximize referrals for the origination of new customer sales and meet performance targets aligned with strategic plans.
  • Provides input into the planning and implementation of operational programs.
  • Executes work to deliver timely, accurate, and efficient service.
  • Identifies business needs, designs, develops tools and training programs; may include delivery of training to audiences; may have broader, enterprise-wide focus.
  • Maintains a working knowledge of pricing benchmarks for the cost of funds for primary deposit products and associated profitability spreads.
  • Leads / participates in the design, implementation, and management of core business / group processes.
  • Applies professional consultative sales and business development principles, practices, and techniques to identify, negotiate, and structure initial transactions within the Bank's risk appetite.
  • Applies territory management, relationship selling, and expansion strategies to analyze performance against market potential.
  • Analyzes credit applications to confirm security valuations and completes and approves authorizations in compliance with the Bank's business banking lending policy.
  • Responds to inquiries and resolves issues raised through audits and quality checks to ensure adequate documentation of lending and other decisions.
  • Reviews and monitors sales, revenue, and share of wallet performance against plan to identify gaps, develop action plans, and share best practices.
  • Exercises judgment to identify, diagnose, and solve problems within given rules.
  • Determines root cause for issues and identifies best possible solutions.
  • Ensures alignment between stakeholders.
  • Gathers and formats data into regular and ad-hoc reports and dashboards.
  • Follows security and safeguarding procedures and applies due diligence in accordance with Bank's policies and ethical standards for the prevention of loss due to fraud, robbery, counterfeiting, money laundering, or defalcation.
  • Adheres to business banking lending processes, policies, procedures, legal, regulatory, audit, and ethical requirements.
  • Maintains the confidentiality of customer and Bank information in compliance with Bank policies and procedures.
  • Identifies risks and takes appropriate actions, including all documentation and other regulatory requirements to maintain operational integrity.
  • Participates in projects and other activities designed to improve the customer experience.
  • Liaises between clients and various departments across the organization to discuss issues and procedures and provide product support and expertise.
  • Focus is primarily on business/group within BMO; may have broader, enterprise-wide focus.
  • Provides specialized consulting, analytical and technical support.
  • Exercises judgment to identify, diagnose, and solve problems within given rules.
  • Works independently and regularly handles non-routine situations.
  • Broader work or accountabilities may be assigned as needed.

  • Typically, between 5 - 7 years of relevant experience and post-secondary degree in related field of study or an equivalent combination of education and experience.
  • In-depth understanding of business banking products, lending process and directives, credit risk policies and standards, supporting processes, and applicable regulatory requirements.
  • Good understanding of capital structures to identify referrals.
  • Strong knowledge of portfolio management and related credit qualification and adjudication standards, policies, and procedures.
  • Strong interpersonal, sales, customer service, and negotiation skills.
  • Working knowledge of the competitive marketplace and trends in business banking sales.
  • Strong experience with change management.
  • Deep knowledge and technical proficiency gained through extensive education and 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.

We're here to help

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 working together, innovating and pushing boundaries, we transform lives and businesses, and power economic growth around the world.

As a member of the BMO team you are valued, respected and heard, and you have more ways to grow and make an impact. We strive to help you make an impact from day one - for yourself and our customers. We'll support you with the tools and resources you need to reach new milestones, as you help our customers reach theirs. From in-depth training and coaching, to manager support and network-building opportunities, we'll help you gain valuable experience, and broaden your skillset.

To find out more visit us at .

BMO is committed to an inclusive, equitable and accessible workplace. By learning from each other's differences, we gain strength through our people and our perspectives. Accommodations are available on request for candidates taking part in all aspects of the selection process. To request accommodation, please contact your recruiter.
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About BMO

THERE’S NEVER BEEN A BETTER TIME TO BE PART OF BMO. We’ve set our sights on being the bank that defines great customer experience. Our customers’ needs are changing and so are we. Everyone who wo...

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Banking & Finance
10,000+ employees