Managing Director and Head, Financial Services Group

BMO U.S.; Toronto; On-site; CAD 120,000 - 215,000; Full time

Benefits offered by this job

Health insurance

Job summary

BMO Financial Group seeks a senior Relationship Manager to lead a national portfolio in Canada, focusing on high-value banking relationships within Financial Services, FinTechs and related sectors. You will drive revenue growth, deposits and cross-sell opportunities while ensuring compliance and risk controls across a complex client base.

Based in Toronto with national coverage, you will liaise with stakeholders, manage senior client relationships and coordinate credit structuring and approvals

Qualifications

• Bachelor’s degree required; Master’s degree preferred; CPA certification preferred; Business Administration, Finance and Accounting preferred.
• 10+ years of relevant experience in Relationship/Account/Portfolio Management in banking with sales metrics is preferred.
• Seasoned expert with extensive industry knowledge; technical leadership in innovation and risk management.

Responsibilities

• Manage an established portfolio with client relationships and growing credit needs.
• Grow revenue, deposits and wallet share through proactive business development.
• Deepen relationships with clients with complex Treasury & Payment Solutions.
• Lead national strategies for Money Services Businesses, FinTechs and select Virtual Currency clients.
• Develop analysis framework to assess client risks and opportunities.
• Collaborate with product teams to deliver customized financial solutions.

Skills

10+ years experience in Relationship/…

Relationship management

Portfolio management

Credit risk assessment

Regulatory compliance

Structuring deals

Project management

Negotiation

Customer relationship building

People management

Stakeholder management

Education

Bachelor’s degree

Master’s degree preferred

CPA certification preferred

Job description

Job Family Group

Commercial Sales & Service

Global Team Overview

The selected candidate will lead the Financial Services Group, part of Advisory Solutions within BMO Commercial Bank, Canada. The Group focuses on origination and management 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 looks at financing opportunities, 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, with an 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 and relationship management.
• Deepen relationships with clients that have complex Treasury & Payment Solutions requirements.
• Execute on and coordinate a national 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 portfolio management and internal control standards, including adherence to audit, regulatory and compliance policies.
• 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.
• Leads the structuring of high-value, complex deals, and credit approvals, ensuring alignment with client needs.
• Manages high-value client portfolios, driving cross-selling, retention, and profitability.
• Drives efforts to identify new business opportunities, acquire clients, penetrate markets, and expand the client base by leveraging market insights, competitor analysis, and cross-selling initiatives.
• Leads market coverage strategies to expand portfolios, identify opportunities, and align with business goals including originate to distribute opportunities.
• Represents bank at industry forums and conferences, leveraging insights on trends, competition, and emerging products to drive strategic decision-making.
• Advises in various committees and task forces, providing strategic insights and guidance to drive key initiatives.
• Streamlines operational processes, identifying areas for improvement and implementing best practices.
• Develops communication strategies to influence stakeholders and support organizational change.
• Oversees resource allocation for the team, ensuring effective use of personnel and budgets to meet organizational goals, enhance team performance, and drive client satisfaction.
• 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.
• Considers and identifies opportunities for “originate to distribute” and ensures optimal ROE monitoring.
• Ensures adherence to regulatory requirements, internal controls, and compliance policies in all aspects of relationship management, mitigating risk and maintaining service standards.
• 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.
• Acts as an escalation point for complex client issues, using strategic problem-solving to resolve conflicts and maintaining strong client relationships.
• 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.
• Broader work or accountabilities may be assigned as needed.
• 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.

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, Master’s degree preferred, CPA certification preferred; Business Administration, Finance and Accounting preferred.
• Any other related discipline or commensurate work experience considered.
• Seasoned expert with extensive industry knowledge.
• Technical leader viewed as a thought leader for innovation.
• Expert level of proficiency: Product Knowledge Regulatory Compliance Structuring Deals Portfolio Management Credit Risk Assessment Project Management Change Management Customer Service Stakeholder Management Negotiation Customer Relationship Building People Management

Salary

$120,000.00 - $215,000.00 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.

Benefits

• 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.