BMO Financial Group Business Relationship Manager, St. Louis in Chesterfield, Missouri
3095 Clarkson Road
Job Family Group:
Commercial Sales & Service
Thank you for your interest in BMO Financial Group. We are currently working towards providing a better candidate experience by including all of our job descriptions in both English and French. In the meantime, if this role is located in Quebec and/or New Brunswick please reference the French job description available below the English version. Otherwise please see the job description below in English as per federal language requirements.
Nous vous remercions pour votre intérêt à l'égard de BMO Groupe financier. Nous travaillons actuellement à offrir une meilleure expérience aux candidats en publiant toutes nos descriptions de poste en français et en anglais. Entre-temps, si ce poste est affiché au Québec ou au Nouveau-Brunswick, veuillez consulter la description de poste en français disponible sous la version anglaise. Autrement, veuillez consulter la description de poste ci-dessous en anglais, conformément aux exigences fédérales en matière de langues.
The Business Relationship Manager (BRM) is responsible for delivering small business revenue opportunities through relationship development, within an assigned region, in existing BMO Harris Bank retail, business, and wealth customers and through new prospect relationship creation opportunities in targeted industries, markets and clients with $1mm - $5mm in sales. The BRM will spend 50% of time dedicated to mining opportunities in existing portfolio and 50% of time pursuing referral opportunities (new business development) and will carry an average portfolio of 200-300 customers and meet or exceed expected sales goals. The BRM is accountable for delivering on BMO Harris Customer Experience by providing exceptional financial assessment and matching of BMO Harris products to customer needs which requires a broad understanding of portfolio of product and service offerings. The BRM will deliver results through partnership with credit support and underwriting groups, referrals from retail, business and wealth banking sales teams and through appropriate referrals or cross sell opportunities with other business partners when broader or more complex financial needs are required.
Loans: The Business Relationship Manager will have authority to source loans up to $1MM utilizing a suite of products.
Deposits: The Business Relationship Manager will focus and deliver customer relationships with deposit account sized up to $1MM.
Cash Management: The Business Relationship Manager will be responsible for articulating the Cash Management offerings available to Small Business Customers.
Relationship Management and Development
Provides exceptional customer experience by mining deeper relationship opportunities within existing portfolio or referrals from business partners in Retail, Small Business or Wealth customers (50% of sales focus)
Creates new customer relationships through referrals or prospecting to provide new household and revenue opportunities (50% of sales focus)
Develop and follow sales calling plan to ensure sales activities are in place to deliver or exceed required sales goals as outlined in current sales plan (updated at least annually)
As a senior team member, provide high level of sales support to the Sales Managers by assisting in the development and monitoring performance for team of appropriates sales plans,
Lead the creation and execution of business development plans to support the acquisition of net new small business clients to BMO Harris
Provide mentoring, coaching and training support to Bank Managers; Foster collaboration toward the attainment of team and individual goals
Identify cross sell and referral opportunities to provide customers with full suite of products to meet financial services needs for personal, business and wealth management. Meet or exceed referral or collaboration goals as outlined in current objectives (updated at least annually)
Maintain thorough product and service knowledge on credit products, cash management and other product offerings to provide advisory support and guidance to prospects and customers
Develop and maintain deep market, industry and region knowledge to support the development of client relationships and needs.
Maintain active support and leadership in communities and regions supported in representing BMO Harris Bank to communities served and to develop networking and referral opportunities
Provide thorough service and product support for all credit product sales including required compliance, regulatory and underwriting and loan policy documentation completion and follow up; coordination with all loan closing and customer requirements
Provide thorough service and product support for appropriate cash management or non credit product sales including standard deposit products and on line cash management products or referrals to business banker or wealth banking partners as required
Maintain all required tracking and reporting of all sales and customer activity. Prepare regular sales updates for Market Manager and Regional leadership team supported. Actively participate in all sales and regional team / management meetings as required.
Delivery of Exceptional Customer Experience
Provide exceptional advisory support and financial guidance to customers. Complete thorough and effective customer needs assessment reviews to match services and products to help customers reach financial objectives. Meet or exceed all customer experience measures as outlined in sales plan/annual objectives (including needs assessment effectiveness score and Net Promoter Score).
Provide seamless integration and hand-off to business support partners in Small Business Loan Center (SBLC) to provide appropriate underwriting and on-going portfolio management for all customers with credit products
Provide customers with sales and service support through introduction and integration to call center and support channels to ensure customers have access to appropriate contacts for on-going sales and service needs.
Partner with Retail district, region and bank management and sales teams to ensure alignment and coordination on all sales and customer campaigns to ensure highest performance results achieved.
Credit and Financial Analysis
Maintain all required credit skills and training to meet credit qualification status
Analyze financial and related data to determine needs of customer for proper structuring of Bank's products and services to ensure match to standard product offerings and/or to ensure appropriate documentation for required SBLC hand off for assessment and underwriting decisioning for (standard) custom small business products
Sources and assists in the application process of loans within established parameters
Evaluates & structures loan requests
Negotiates terms under which credit/cash management services will be extended (costs, repayment, collateral to ensure within corporate guidelines.
Risk Management and Compliance
Knowledge of all of BMO / Harris policies and procedures
Act in full compliance with Bank policy and external regulations to protect Bank's assets
Apply sound risk management principles and guidelines
Shares joint accountability with Portfolio Management to monitor loan repayment activities and take necessary action to collect from past due accounts as required.
CREDIT QUALIFICATION REQUIREMENTS:
- This role requires Credit Qualification. The incumbent must possess Basic level of Credit knowledge and skills and a Basic level of Portfolio Management knowledge and skills in accordance with the standards established within the Credit Qualification Process Policies & Procedures
Bachelors degree or equivalent + 5-7 experience in negotiating and structuring commercial loans; extensive knowledge of business banking, retail banking and product offerings; and working level knowledge of credit adjudication, portfolio management Bank Policy and procedures
In-depth financial accounting and credit analysis skills
Debt service knowledge is critical
Demonstrated community involvement
Demonstrated strong interpersonal and communication skills (verbal, written and presentation)
Ability to assess customer needs, matching the request with the appropriate product
Skilled at effective customer conversations and deepening relationships
Bachelors degree or equivalent + 3-5 experience in negotiating and structuring commercial loans; extensive knowledge of business banking, retail banking and product offerings; and working level knowledge of credit adjudication, portfolio management Bank Policy and procedures
Foundational financial accounting and credit analysis skills
Working level knowledge of Debt service is critical
Demonstrated community involvement
Demonstrated strong interpersonal skills (verbal, written and presentation)
Ability, at a working level, to assess customer needs, matching the request with the appropriate product
Skilled at effective customer conversations and deepening relationships
We’re here to helpAt 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://bmoharriscareers.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.
BMO Financial GroupServing customers for 200 years and counting, BMO is a highly diversified financial services provider – the 8th largest bank, by assets, in North America. With total assets of $728 billion as of October 31, 2018, and a team of diverse and highly engaged employees, BMO provides a broad range of personal and commercial banking, wealth management and investment banking products and services to more than 12 million customers and conducts business through three operating groups: Personal and Commercial Banking, BMO Wealth Management and BMO Capital Markets.We serve Canadian clients through BMO Bank of Montreal®, our personal and commercial banking business, BMO Nesbitt Burns®*, one of Canada's leading wealth management firms, and BMO Capital Markets™, our North American investment and corporate banking division.In the United States, clients are served through BMO Harris Bank, a major U.S. Midwest personal and commercial bank, and BMO Private Bank, with wealth management offices across the United States, as well as BMO Capital Markets™, our North American investment and corporate banking division.We help our customers make money make sense by delivering the broadest range of financial services through a single point of contact. Our financial service professionals provide access to any services our customers require across the entire enterprise.