Sales Director, Corporate Finance

Corporate Finance Team Overview

The Corporate Finance team within Canadian Commercial Banking is part of BMO Financial Group and covers both public and large private corporate clients operating in diversified industries. The team is responsible for marketing, managing, and monitoring large commercial loan portfolios, and also supporting credit requirements and cross selling efforts for other businesses including subordinated debt, equipment leasing, derivatives, cash management, and trade finance. The team assesses financing opportunities of $10,000,000 or more, both on a syndicated and bilateral basis.

Job Overview

The Sales Director manages a commercial lending portfolio and supports the origination of new clients, and coordinates with other products as an integral part of a larger coverage team that maintains strong client relationships. Facilitates growth initiatives for the Bank through significant business development and excellent management of key client relationships by cross selling other products (e.g., derivatives, cash management & corporate cards, subordinated debt and equity, leasing, trade finance products, etc.). Facilitates growth for the Bank through business development and management of key client relationships. Maintains an outstanding and continuous record of significant revenue generation from sales and syndications.

• Acts as an escalation point for complex client issues, using strategic problem-solving to resolve conflicts and maintaining 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 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, delivering insights that inform corporate strategy.
• 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 and ensuring exceptional service and partnership.
• 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 and optimize client satisfaction.
• 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 on a proactive basis.
• Ensures adherence to regulatory requirements, internal controls, and compliance policies in all aspects of relationship management, mitigating risk and maintaining service standards.
• 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 problems that can be complex and non-routine.
• Implements changes in response to shifting trends.
• Broader work or accountabilities may be assigned as needed.

Qualifications

• 10+ years of relevant experience in Relationship Management, Account Management or Portfolio Management in a corporate or similar segmented banking environment with sales metrics is preferred.
• Bachelor’s degree required; Business Administration, Finance and Accounting preferred. Any other related discipline or commensurate work experience considered.
• If a Credit Qualifiable role, Credit Qualifications and associated credit knowledge and skills according to the credit portfolio requirements and qualification standards.
• Seasoned professional with a combination of education, experience and industry knowledge.

Advanced level of proficiency

• Project Management
• Change Management

Expert level of proficiency

• Product Knowledge
• Regulatory Compliance
• Structuring Deals
• Portfolio Management
• Credit Risk Assessment
• Customer Service
• Stakeholder Management
• Negotiation
• Customer Relationship Building

Salary

$86,000.00 - $160,000.00

Pay Type

Salaried

The above represents BMO Financial Group’s pay range and type. Salaries will vary based on 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 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: https://jobs.bmo.com/global/en/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 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 https://jobs.bmo.com/ca/en

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.

Note to Recruiters: BMO does not accept unsolicited resumes from any source other than directly from a candidate. Any unsolicited resumes sent to BMO, directly or indirectly, will be considered BMO property. BMO will not pay a fee for any placement resulting from the receipt of an unsolicited resume. A recruiting agency must first have a valid, written and fully executed agency agreement contract for service to submit resumes.