BMO Financial Group Director/Managing Director - Asset Based Lending Business Development Officer in Boston, Massachusetts
Director/Managing Director - Asset Based Lending, Business Development Officer
**Boston, MA geography
The Director/Managing Director Candidate is responsible for facilitating growth initiatives for the Asset Based Lending group through consistent business development efforts and management of key client and referral source relationships throughout the Northeastern United States with specific concentration on New York City, Boston and surrounding states including New York, New Jersey, New Hampshire, Vermont, Maine, Pennsylvania, Connecticut, Massachusetts, and Rhode Island. The Candidate must have strong contacts and be able to develop new relationships among typical Asset Based Lending referral sources such as investment banks (i.e. debt advisors), private equity sponsors (who tend to focus on Asset Based Lending structures), and non-sponsor owned private and public companies within the targeted geography.
The Candidate will have a strong record of revenue generation from self-generated sales along with extensive experience structuring asset based loans to fit borrower’s needs ranging from sole bank Asset Based Lending transactions to highly complex multi-debt stack capital structures. The Candidate has experience developing and executing on a strategy to grow BMO’s market share in the region including working with a team of business development underwriting and portfolio professionals. The Candidate is recognized as a major advocate for client initiatives and effectively leads deal teams and partners with other areas of the bank in achieving this mission successfully. The role is accountable for ensuring the team maintains the required internal control standards, including adherence to audit, regulatory and compliance policies.
In-depth level of commercial credit/portfolio management knowledge, skills & experience
An undergraduate degree in finance, economics, or accounting preferred
CPA, MBA or equivalent experience in finance, accounting and/or business law a plus
Minimum of 15 years in financial services industry experience in a corporate lending environment with solid achievements in developing business
Excellent knowledge of the organizational lending and portfolio management policies and objectives
Expert knowledge in Asset Based Lending as recognized by clients and peers
Significant managerial, change management, and leadership experience
Exceptional abilities in business development with demonstrated excellence in cross-selling success sustaining significant revenue generation
Highly developed written and oral communication skills
Exceptional analytical skills
Experience generating ABL legal term sheets and negotiating ABL credit agreements
Expertise in financial computer applications and database management tools including Microsoft Office products and the Internet
Strong interpersonal skills used within a team environment and in client interaction with emphasis on excelling in relationship building
Strong ability to advocate persuasively
Excellent capability to independently and proactively service multiple clients and effectively manage multiple priorities
A. Business Delivery and Operational Effectiveness
Generates meaningful relationships and revenues for the bank via multiple sources of business including investment banks, private equity sponsors (who tend to focus on Asset Based Lending structures) and non-sponsor owned private and public companies across a range of traditional Asset Based industries over a sustained period of time and recognizes revenue opportunities to cross-sell bank products for all areas of the Bank.
Collaborates with coverage relationship partners (Investment Bank, Commercial Bank, Capital Markets, etc.) to generate ideas, identify client solutions, pursue sector marketing efforts, cover clients, and deliver timely solutions.
Provide deal structuring and additional expertise as knowledge base and needs dictate.
Negotiates transactions with clients on highly complex legal matters.
Maintains key ongoing contacts across industries, referral sources and with sector relationship managers.
B. Managerial Leadership
Provides leadership to the deal teams in order to ensure successful transactions are undertaken in an efficient manner.
Aligns tasks and assignments with departmental goals and objectives through leadership, planning and direction to the teams.
Effectively influences and gains support of other areas of the firm in delivering solutions to clients.
Builds a high performance/ high productivity work environment by maintaining effective managerial practices.
Manages and utilizes resources effectively to grow business and manage risk.
Significantly contributes to building an integrated ABL team that can collaborate with internal partners by breaking down inefficiencies and role modeling teamwork with a client-centered approach.
Effectively communicates and partners with others.
Represents the bank and demonstrates leadership through participation on industry working groups.
Mentor junior business development officers and underwriters.
Continues to stay abreast of industry updates, communicates them as appropriate to business unit leaders and staff, and applies changes as it meets with the strategic initiatives of the business unit.
Viewed in the Northeastern U.S. market as an Asset Based Lending expert, actively participating in panels and conferences to increase visibility of BMO’s Asset Based Lending expertise.
C. Client and Relationship Management
Ensures delivery of exemplary client service by troubleshooting as client advocate in a professional, ethical, and conscientious manner.
Oversees mandate and term sheet legal documentation subsequent high-level monitoring of underwriting process and legal documentation.
Participates in preparation and discussion of concise, well-reasoned credit correspondence.
Knowledgeable of risks to be capable of assisting in obtaining credit concurrence and coordinates pricing approval as client advocate.
D. Risk Management and Control
Protect the Banks assets and maintain quality of portfolio by adhering to lending processes, policies and procedures, legal and ethical requirements and regulations, audit requirements, and established risk guidelines.
Ensures that bank policies and guidelines applicable to the division are complied with.
Ensures that systems, reporting and other controls are sufficiently robust to ensure that applicable policies and guidelines are met and that risk is appropriately mitigated.
Broader work or accountabilities may be assigned as needed. Qualifications:
Typically 9+ years of relevant experience and post-secondary degree in related field of study or an equivalent combination of education and experience.
This position requires Credit Qualification. The incumbent must possess an in-depth level of Credit knowledge and skills and an in-depth level of Portfolio Management knowledge and skills according to the standards established within the Credit Qualification Process Policies & Procedures.
An undergraduate degree. Focal areas of finance, economics, or accounting preferred.
CPA or MBA or equivalent experience in finance, accounting and business law.
15+ years of relevant experience in negotiating and structuring financial transactions.
Minimum of 15 years in financial services industry experience in a corporate lending environment with solid achievements in developing business.
Formal credit training and prior lending authority.
Seasoned expert with extensive industry knowledge.
Technical leader viewed as a thought leader for innovation.
Verbal & written communication skills - Expert.
Analytical and problem solving skills - Expert.
Influence skills - Expert.
Collaboration & team skills; with a focus on cross-group collaboration - Expert.
Able to manage ambiguity.
Data driven decision making - Expert.
We’re here to help
At BMO Harris Bank 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 Harris Bank 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 https://jobs.bmoharris.com
BMO Harris Bank 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. BMO Harris Bank N.A. is an equal opportunity/affirmative action employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected Veteran status, age, or any other characteristic protected by law. 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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