Cultivating, building, and managing relationships with a portfolio of small business clients is central to this role, aiming to build a pipeline of new business and increase BMO’s market share. The Relationship Manager applies professional consultative sales and business development practices for an assigned jurisdiction/portfolio, actively identifying opportunities and referring them to BMO colleagues as appropriate.
Responsibilities
Proactively develop and execute sales strategies to attract new business clients and expand existing relationships
Develop internal and external networks and referral sources to ensure ongoing growth of BMO's business
Generate appointments and opportunities to grow business results through targeted sales efforts
Develop, maintain, and execute a business plan, including relationship management strategies, to achieve customer retention objectives
Identify prospective customers and cross-sell additional products and services to meet their needs
Develop client rapport and instill confidence to develop credibility and earn their trust as relationship manager
Understand the local market and proactively develop relationships with centers of influence
Deliver exceptional customer service and build trust by providing expertise, responsive service, and support
Develop and maintain long-term profitable relationships and expand wallet share within the assigned portfolio
Answer inquiries and provide accurate information about business banking products and services
Understand customer needs and offer financial solutions that meet customer goals
Resolve or escalate issues
Develop solutions and make recommendations based on an understanding of the business strategy and stakeholder needs
Provide advice and guidance to assigned business/group on implementation of solutions
Break down strategic problems, and analyze data and information to provide insights and recommendations
Monitor and track performance, and address any issues
Coordinate the management of databases; ensure alignment and integration of data in adherence with data governance standards
Build change management plans of varying scope and type; lead or participate in a variety of change management activities including readiness assessments, planning, stakeholder management, execution, evaluation, and sustainment of initiatives
Provide input into the planning and implementation of operational programs
Execute work to deliver timely, accurate, and efficient service
Support the development and promotion of a business/group program
Follow security and safeguarding procedures and apply 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
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Maintain the confidentiality of customer and Bank information in compliance with Bank policies and procedures
Identify risks and take appropriate actions, including all documentation and other regulatory requirements to maintain operational integrity
Exercise judgment to identify, diagnose, and solve problems within given rules
Work independently on a range of complex tasks, which may include unique situations
Take measured risks while protecting the bank by applying our Risk Management Framework in the execution of your role, in line with our Risk Culture and within our approved Risk Appetite, making sound and risk informed decisions that align to business strategy, protect assets, and adhere to applicable policy documents (Frameworks, Policies, Standards, Procedures and Supporting documents), laws and regulations
Perform validation of models and assess model risk to confirm model appropriateness and capability for a designated portfolio
Provide effective challenge during model development and communicate decisions regarding model use to the business to ensure transparency and understanding of models and model risks
Assess model’s capabilities, stress points and limitations; assess the associated model risk and the controls in place to mitigate identified risks
Foster a culture aligned to BMO purpose, values and strategy and role model BMO values and behaviors in all that they do
Ensure alignment between values and behavior that fosters diversity and inclusion
Regularly connect work to BMO’s purpose, set inspirational goals, define clear expected outcomes, and ensure clear accountability for follow through
Build interdependent teams that collaborate across functional and operating groups to create the highest value for all stakeholders
Attract, retain, and enable the career development of top talent
Improve team performance, recognize and reward performance, coach employees, support their development, and manage poor performance
Provide strategic input into business decisions as a trusted advisor
Make recommendations to senior leaders on strategy and new initiatives, based on an in-depth understanding of the business/group
Act as a subject matter expert on relevant regulations and policies
Network with industry contacts to gain competitive insights and best practices
Interpret new regulations and assess impacts to the program / portfolio validation framework
Influence and negotiate to achieve business objectives
Identify emerging issues and trends to inform decision-making
Recommend business priorities, advise on resource requirements and develop roadmap for strategic execution
Manage resources and lead the execution of strategic initiatives to deliver on business and financial goals
Measure the effectiveness of validation and monitoring framework; recommend changes as required
Conduct independent analysis and assessment to resolve strategic issues
Act as the prime subject matter expert for internal/external stakeholders
Represent the model validation program / portfolio for internal/external regulatory audits and/or examinations
Ensure alignment between stakeholders
Design and produce regular and ad-hoc reports, and dashboards
Develop and manage comprehensive information management systems; design and/or lead initiatives to improve processes, analysis and reporting
Define business requirements for analytics & reporting to ensure data insights inform business decision making
Lead change management programs of varying scope and type, including readiness assessments, planning, stakeholder management, execution, evaluation and sustainment of initiatives
Lead the development of the communication strategy focusing on positively influencing or changing behavior
Lead the execution of operational programs; assess and adapt as needed to ensure quality of execution
Lead the research and development for validation of new types of models
Lead and integrate the monitoring, measurement & reporting of the status of the model validation program / portfolio to internal & external stakeholders
Provide input into the planning and implementation of ongoing operational programs in support of the model vetting framework and portfolio
Lead in the design, implementation and management of core business/group processes
Develop validation strategies and plans to ensure appropriate type and level of vetting of models is carried out
Independently validate / test models and their associated assumptions, benchmarks, and supporting documentation against model vesting process, standards, guidelines and principles; assess the data for model development as well as inputs to the model; compare validation results with model developer results for replicability
Identify deficiencies, conditions for model use, recommend changes, and escalate as required; quantify model risks, document outcomes and communicate with stakeholders
Identify where corrective actions are required and escalate per guidelines; monitor and ensure corrective action is taken
Provide technical advice and guidance to assigned business/group on implementation of the model vetting framework, and resolution of model risk issues
Develop and maintain in-depth knowledge of business and related risk management requirements and legislative/ regulatory directives and guidance
Build effective relationships with internal/external stakeholders
Monitor and track performance; address any issues
Coordinate and monitor the review and sign-off of model validation reporting including model inventory and model inventory attestations
Operate at a group/enterprise-wide level and serve as a specialist resource to senior leaders and stakeholders
Apply expertise and think creatively to address unique or ambiguous situations and to find solutions to problems that can be complex and non-routine
Implement changes in response to shifting trends
Requirements
Typically between 4 - 6 years of relevant experience and post-secondary degree in related field of study or an equivalent combination of education and experience
Strong financial analysis skills, with a demonstrated ability to interpret financial statements, assess creditworthiness, and provide actionable insights to drive business growth and mitigate risk
Strong knowledge of business banking products, lending processes and loan documentation, and supporting policies, procedures, and technologies
Strong experience with customer sales and service
Technical proficiency gained through education and/or business experience
In-depth 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
Typically 7+ years of relevant experience and post-secondary degree in related field of study or an equivalent combination of education and experience
In-depth / expert knowledge and understanding of model validation, model risk management practices
In-depth / expert knowledge of regulatory requirements
In-depth / expert knowledge & experience with risk policy frameworks; quality control / testing frameworks
Seasoned professional with a combination of education, experience and industry knowledge
In-depth / expert verbal & written communication skills
In-depth / expert analytical and problem solving skills
In-depth / expert influence skills
In-depth / expert collaboration & team skills; with a focus on cross-group collaboration
Able to manage ambiguity
Benefits
Health insurance
Tuition reimbursement
Accident and life insurance
Retirement savings plans
Performance-based incentives
Discretionary bonuses
Other perks and rewards
About the Company
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.
