Market Leader - East Bay (Managing Director / Director)

About the position

We are seeking a Market Leader in the East Bay for our Diversified Industries Group covering middle-market businesses ($50MM - $2B revenue). The Managing Director / Director will be an experienced leader and business developer with a strong presence in the East Bay Market leveraging a strong local network, including an existing client base and prospect relationships to drive profitable new client acquisition. Broad client coverage leverages our industry expertise across the Food, Engineering & Construction, Technology, and the Health Care sectors. The Market Leader will execute and manage the build-out of a team of 2-3 bankers covering the East Bay. This position will report to the Market Executive of the San Francisco Bay Area.

Responsibilities

• 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.
• Fosters a culture aligned to BMO purpose, values and strategy and role models BMO values and behaviours in all that they do.
• Ensures alignment between values and behaviour that fosters diversity and inclusion.
• Regularly connects work to BMO's purpose, sets inspirational goals, defines clear expected outcomes, and ensures clear accountability for follow through.
• Builds interdependent teams that collaborate across functional and operating groups to create the highest value for all stakeholders.
• Attracts, retains, and enables the career development of top talent.
• Improves team performance, recognizes and rewards performance, coaches employees, supports their development, and manages poor performance.
• Generates significant revenue for the bank over a sustained period of time and recognizes revenue opportunities to cross-sell bank products for all areas of the Bank.
• Leads the deal team in executing pitches to prospective clients with efforts to maximize sector penetration and returns.
• Delivers highly reliable activities in instituting cross-selling initiatives to clients across all areas of the firm and transitioning them into sales.
• Provides deal structuring expertise and additional expertise as knowledge base and needs dictate.
• Negotiates transactions with clients on highly complex matters.
• Identifies issues, gaps and process improvements through open communication both internally and with other bank areas, and through the monitoring of productivity against benchmarks.
• Collaborates to generate ideas, identify client solutions, pursue sector marketing efforts, cover clients, and deliver timely solutions.
• Oversees documentation and ongoing monitoring of asset and client performance.
• Obtains credit concurrence and coordinates pricing approval as client advocate.
• Actively works with specialists as needed to support successful syndication and sales.
• Reinforces sales process and client experience, identifies gaps, issues and best practices.
• Acts as a trusted advisor to senior leaders for making business decisions and implementing strategic initiatives.
• Develops an expert understanding of business/group challenges.
• May consult to or serve on various committees and task forces.
• Manages resources and leads the execution of strategic initiatives to deliver on business and financial goals.
• Helps determine business priorities and best sequence for execution of business/group strategy.
• Ensures alignment between stakeholders.
• Defines business requirements for analytics & reporting to ensure data insights inform business decision making.
• Leads the development of the communication strategy focusing on positively influencing or changing behaviour.
• Collaborates across BMO to develop communications strategies and ensure consistency of messaging, in order to positively influence or change behaviour.
• Determines and deploys equipment, processes and human resources, and optimize the allocation of resources.
• Develops, implements and reviews a plan to complete all assigned tasks in a timely manner to acceptable quality standards and in accordance with bank guidelines.
• 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 solution to the client's/prospect's business and 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 senior specialist resource across BMO.
• Influences how teams/groups work together.
• Applies expertise and thinks creatively to address unique or ambiguous situations and to find solutions to multiple, interdependent, complex problems.
• Communicates abstract concepts in simple terms.
• Fosters strong internal and external networks and works with and across multiple teams to achieve business objectives.
• Anticipates trends and responds by implementing appropriate changes.

Requirements

• 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.

Benefits

• Health insurance
• Tuition reimbursement
• Accident and life insurance
• Retirement savings plans