Director, Financial Services

BMO; Toronto; On-site; CAD 86,000 - 185,000; Full time

Benefits offered by this job

Health insurance

Tuition reimbursement

Accident and life insurance

Retirement savings plans

Job summary

BMO Financial Group is seeking a senior leader to manage an established portfolio of banking relationships within Financial Services. The role focuses on senior debt financing opportunities, revenue growth, and comprehensive client servicing across Canada from Toronto HQ.

You will drive national origination, oversee risk, and guide cross-functional teams to deliver tailored banking solutions. Key duties include developing business cases, advising on sales strategy, and leading pre-sales

Qualifications

• Typically 7+ years of relevant experience and a post-secondary degree in related field; a CPA, CBV, CFA or other designation, or advanced degree, is an asset.
• Credit qualifications and knowledge according to established standards.
• Strong AML/compliance monitoring experience in a client coverage role.
• Demonstrated history of successful business development and external networking.
• Understanding of payment landscape including API integration.

Responsibilities

• Develops strategy and new initiatives with in-depth understanding of the business.
• Leads and executes business development plans to meet or exceed goals.
• Manages national origination strategy for Money Services Businesses, FinTechs and select VC businesses.
• Acts as a subject matter expert on industry regulations and policies and collaborates with stakeholders.
• Maintains strong client relationships and oversees risk management for the portfolio.

Skills

Relationship management

Sales strategy

Business development

Credit knowledge

AML/compliance

Negotiation

Data analysis

Microsoft Office

Education

Post-secondary degree in related field

CPA/CBV/CFA asset

Tools

CRM systems

MS Office

Job description

Global Team Overview

The selected candidate will join the Financial Services Group, part of Advisory Solutions within BMO Commercial Bank, Canada. The Group focuses on management and origination of banking relationships within the Financial Services sector, with a focus on senior debt financing opportunities with Non-Bank Financial Institutions as well as full banking relationships with select Financial Services firms and FinTechs. It assesses financing opportunities representing $10MM or more, both on a syndicated and bilateral basis, for both private and public companies in Canada. The Group is based in Toronto and has national coverage in the sector.

The selected candidate will join the Financial Services Group, part of Advisory Solutions within BMO Commercial Bank, Canada. The Group focuses on management and origination of banking relationships within the Financial Services sector, with a focus on senior debt financing opportunities with Non-Bank Financial Institutions as well as full banking relationships with select Financial Services firms and FinTechs. It assesses financing opportunities representing $10MM or more, both on a syndicated and bilateral basis, for both private and public companies in Canada. The Group is based in Toronto and has national coverage in the sector.

Job Overview

• Managing an established portfolio comprised of relationships with increasing credit needs and complex Treasury and Payment Solutions requirements. The Director will aim to grow such portfolio through significant business development and ongoing management of key client relationships.
• Grow revenue, deposits, and wallet share through proactive business development.
• Deepen relationships with clients that have complex Treasury & Payment Solutions requirements.
• Execute on and coordinate a national origination strategy in the sector, specifically for Money Services Businesses, FinTechs and select Virtual Currency businesses.
• Continue the development and establishment of a comprehensive analysis framework to assess and review current and prospective relationships key operational and reputational risks.
• Liaise with key stakeholders, SMEs and product partners to help develop and deliver customized products and services to key existing and prospective clients.
• Ensuring the required internal control standards, including adherence to audit, regulatory and compliance policies.

The selected candidate

Makes recommendations to senior leaders on strategy and new initiatives, based on an in-depth understanding of the business/group.

• Develops the business case by identifying needs, analysing potential options and assessing expected return on investment.
• Advises on sales strategy based on a deep understanding of the market, relevant industry verticals, market competitors, client needs and business growth opportunities.
• Leads and executes business development plans to that business goals are achieved or exceeded.

Leads sales activities, including

• Leads team in pre-sales activities such as pitch preparation, client research, preparation of prospect and client files for further action.
• Gathers data to advance sale process and completes all required documentation.
• Tracks implementation requests to keep the process on track with timelines.
• Provides research and data gathering to facilitate solution to the client’s/prospect’s business and needs.
• Networks with industry contacts to gain competitive insights and best practices.
• Acts as a subject matter expert on the industry and on relevant regulations and policies.
• Operates at a group/enterprise-wide level and serves as a specialist resource to senior leaders and stakeholders.

Manages the portfolio, including

• Acts as daily sales contact for clients on sales related questions such as product information, pricing, implementation timeframes and requirements.
• Manages the risk of the assigned complex portfolio in a timely and precise manner.
• Directly manage the annual review process, interim reviews, specified quarterly reports and resolution of exceptions. Maintains accurate documentation and ensure adherence to prescribed policies and procedures and overall safety of the Bank’s position.
• Broader work or accountabilities may be assigned as needed.

Qualifications

• Typically, 7+ years of relevant experience and post-secondary degree in related field of study or an equivalent combination of education and experience. A CPA, CBV, CFA or other relevant professional designation or advanced/graduate degree, ongoing or completed, is an asset.
• Credit Qualifications and associated credit knowledge and skills according to the established qualification standards.
• Strong track record of AML and compliance monitoring in a client coverage role
• Demonstrated history of successful business development, including ability to network in external markets
• Demonstrated knowledge of relevant industry verticals and market’s competitive environment
• Understanding of the payment landscape including API integration
• Strong project management skills to help drive internal team outcomes
• Experience in contact negotiations with both clients and legal counsel
• Experience with Sales Strategy and Sales referral process development
• Computer literacy and technical skills as it relates to basic Microsoft Office applications (Excel, Word, PowerPoint) – In-depth / Expert
• Verbal & written communication skills - In-depth / Expert.
• Collaboration & team skills; with a focus on cross-group collaboration - In-depth / Expert.
• Analytical and problem-solving skills - In-depth / Expert.
• Influence skills - In-depth / Expert.
• Data driven decision making - In-depth / Expert.
• Business Acumen – In-depth
• Risk Management - In-depth
• Sales and Service Management – In-depth
• Relationship Management - In-depth
• Financial and Working Capital Understanding – In-depth

Salary

$85,500.00 - $185,000.00

Pay Type

Salaried

The above represents BMO Financial Group’s pay range and type.

Salaries will vary based on factors such as 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.