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Senior Account Manager-Sponsor Coverage At BMO Financial Group

Location: Vancouver, British Columbia

Job Description

As a multi-faceted expert within the business unit, the Director (Senior Account Manager (SAM)), Sponsor Coverage will have a record of significant revenue generation from sales and key clients, which will require a high level of complexity and structuring expertise. The SAM, SC is recognized as a major advocate for client initiatives and effectively leads deal teams and partners with other areas of the bank in achieving this mission successfully. The SAM, SC is accountable for all aspects of origination, structuring, negotiation, and closing of the full suite of BMO products and services to fulfill client expectations ensuring continued growth of the Financial Sponsor portfolio. The SAM, SC is accountable to provide credible, professional advice to existing and new clients and key referral sources, primarily dealing with complex and multi-faceted transactions. In assessing these complex transactions, the incumbent would lead a deal team in analyzing established companies that need liquidity to realize an acquisition or expansion, or are being purchased by a new owner. The SAM, SC would undertake detailed assessments of the market and business, its relative position and competitors, determine the critical success factors and the associated risks and exposures, perform detailed modeling to ensure there is a complete understanding of cash flow generating capacity, detailed downside and stress analysis, realistic expectations with respect to growth and earnings expectations , management strength, and complete benchmarking against public or acquisition related multiples.

These transactions will be of a higher level of complexity, risk, and size, and will have an above average impact on business results. The SAM, SC is responsible for understanding local markets and will remain current with short and medium term business and economic trends and forecasts for key industries.

Interfacing at the Sponsor ownership, Board, and Senior Executives, this role will apply effective and professional consultative sales and business development principles, practices and techniques to ensure the identification, negotiation, structuring and provision of the initial underwriting for unique, complex business transactions with upper mid-market commercial clients. The SAM, SC will ensure credit decisions and recommendations are in accordance with sound credit-granting principles and ensure compliance with internal and external requirements and regulations. The SAM, SC will maintain first line relationship management of General Partners of sponsors in the region as assigned by the RML.

Key Accountabilities

Business Delivery and Operational Effectiveness
  • 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.
  • Retains direct coverage responsibility for a select group of complex accounts and private equity financial sponsors.
  • Leads a multi-product deal team throughout the sales and credit cycle to loan drawdown with the objective of maximizing 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.
  • Provide 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.
  • Maintains awareness of all firm products and services offered and facilitates means of receiving continuous updates.
  • Maintains key ongoing contacts within the industry and with sector relationship managers.
  • Maintains an up-to-date knowledge base of the legal environment affecting financing transactions and strong knowledge of documentation requirements for complex debt and equity transactions including intercreditor, syndications, and shareholder and purchase agreement matters.
  • Respond to internal and external referrals providing specialized products and services to BMO client’s and prospects.
  • Understand and adhere to relevant policies relative to quality and verification of information, analysis, profitability and recommendations, executing sale of products and services to corporate clients and prospects as defined.
  • Plan, implement and maintain an effective business development and community involvement strategy to expand and protect share of profitable corporate clients, utilizing an extensive network of referral resources.
  • Manage the risk of the assigned portfolio in a timely and precise manner, focusing on quality of information, analysis, profitability, and credit recommendations to ensure the profitable execution of sales credit/non-credit products and services to CFD clients. Directly manage the annual review process, interim reviews, specified quarterly reports and resolution of exceptions.
Sales and Service
  • Complete proactive, focused, profitable sales of Corporate Finance Division products and services based on referrals/prospects, and knowledge of the regional and North American corporate marketplace to improve share of wallet and market share.
  • Lead the sales effort to and credit structuring for private equity clients at the upper end of CFD complexity and size – with private equity firm needs primarily involving acquisitions
  • For new prospects, conduct extensive due diligence including review and analyze financial statements, cash flow and working capital position, business plans, goals and objectives etc. all of which could be complex, developing suggestions and alternatives that meet or exceed the client’s objectives. Prepare proposals, undertake negotiations with prospects, and complete internal negotiations relative to the sale of product and services.
  • Be highly visible in the marketplace to proactively, and with a long-term focus, develop an internal and external network of referral sources that effectively generates prospects for new business to maintain a consistent pipeline of prospective upper mid-market clients for future execution. This will include colleagues, financial investors, financial professionals & consultants.
  • Responsible for leading detailed assessments of the market and businesses, providing professional advice and ongoing relationship management at the Chairman/CEO/CFO level, as well as with managing partners and partners at leading Canadian private equity firms, for the most complex/riskiest transactions within the upper-mid market, often involving acquisitions
  • Lead the Deal Team throughout the prospect proposal phase facilitating the development of effective working relationships between the clients, and appropriate CFD personnel.
  • Lead and maintain coverage/relationship management responsibility for clients on an ongoing basis vs. relationship management responsibility for a specific transaction only
  • Apply resourceful business development and relationship management skills, and sales/service principles, practices and techniques, to support the achievement of target level revenues through the sale of the full suite of customized commercial products and services.
  • Leverage technology and profitability tools to identify & refer sales opportunities, ensuring optimal effectiveness in the profitable delivery of Commercial products and services
  • Respond to questions and/or issues raised in the assigned portfolio, ensuring a high level of customer satisfaction. Be highly visible in the marketplace to proactively, and with a long-term focus, develop an internal and external network of referral sources that effectively generates prospects for new mandates. This will include maintaining extensive business and industry knowledge.
  • Apply resourceful business management and advisory skills, practices and techniques, to support the achievement of target level mandates which are high in complexity and of strategic importance to clients and/or organizations.
  • Maintain an accurate awareness of transactions that have occurred in the marketplace and trends that are developing in the investment banking industry, capital markets and private equity sectors and cross-border financing to ensure industry knowledge is current.

Risk Management
  • Protect the Bank’s assets and maintain portfolio quality by adhering to bank policies & procedures, legal and ethical requirements and regulations, audit requirements, and established risk guidelines. Ensure all aspects of Corporate Finance business is in conformity with Bank Policies and prescribed guidelines
  • Ensure that accurate comprehensive investigation; analysis and due diligence is conducted in the documentation of acceptable transactions.
  • Maintain up-to-date knowledge and understanding of products, processes, and relevant legal, regulatory and technology requirements through audits and quality checks, to ensure decisions are adequately documented, and clearly communicated.
  • Adhere to Know Your Client Rules and Bank Policies & Procedures for the prevention of loss due to fraud, counterfeiting, money laundering, or defalcation; identify and report suspicious and other reportable transactions or patterns of activity that are suspected to be related to money laundering.
  • Protect the Bank’s assets and maintain portfolio quality by adhering to Commercial lending processes, policies & procedures, legal and ethical requirements and regulations, audit requirements, and established risk guidelines. Ensure all business is in conformity with Bank Policies and prescribed guidelines
  • Follow processes that ensure accurate comprehensive investigation; analysis and due diligence is conducted in the documentation of acceptable transactions sourced for adjudication under the Commercial Lending Process.
  • Manage risk and minimize losses through monitoring and control reports, ensuring compliance requirements, audits, and verifications are completed in accordance with Bank Policies & Procedures and all legal, regulatory and ethical requirements
  • Document and follow-up on any discrepancies to procedures with significant operational risk and escalate as required
  • Maintain up-to-date knowledge and understanding of products, processes, and relevant legal, regulatory and technology requirements through audits and quality checks, to ensure decisions are adequately documented, and clearly communicated.
  • Maintain accurate documentation and manage the timely validation from Global Financial Services (GFS) that security continues to exist with all registrations and adherence to prescribed policies and procedures and overall safety of the Bank’s position is ensured.

Managerial Leadership
  • Optimize regional team integration by articulating the linkages between the accountabilities and authorities of different roles across the group and by establishing the context in which they will work collaboratively with one another.
  • Leads the deal team in order to ensure successful transactions are undertaken in an efficient manner.
  • Effectively influences and gains support of other areas within BMO in delivering solutions to clients.
  • Builds a high performance/ high productivity work environment by maintaining effective managerial practices and by delivering superior coaching and training to foster the development of a high performance team.
  • Manages deal team resources effectively and ensure effective transitioning of accounts within CFD.
  • Significantly contributes to building an integrated CFD team by breaking down inefficiencies and role modeling teamwork with a client-centered approach
  • Represents the bank and demonstrates leadership through participation on industry working groups

Qualifications


Skilled Knowledge and Role Requirements:
  • Business Acumen In-depth
  • Business Valuation Working
  • Conflict Management & Resolution In-depth
  • Environmental Understanding In-depth
  • Financial Understanding In-depth
  • Negotiation In-depth
  • Problem Solving In-depth
  • Relationship Management In-depth
  • Risk Management In-depth
  • Sales & Service Processes In-depth

Role Requirements
  • 5-10+years of relevant experience in negotiating and structuring financial transactions.
  • Minimum of 5 years of financial services industry experience in a corporate lending environment with solid achievements in developing business.
  • Experience and exposure to complex credit transactions including Cross border, Syndication, and Capital Markets, Equity and Subordinated Debt.
  • Excellent knowledge of the bank’s financial solution products and services.
  • Credit Qualified with Limits (in depth) –Risk Based Limits
  • In-depth understanding of Financing Guidelines, Commercial Lending Process, and supporting processes and technology


We’re here to help

At BMO we have a shared purpose; we put the customer at the centre of everything we do – helping people is in our DNA. For 200 years we have thought about the future—the future of our customers, our communities and our people. We help our customers and our communities by working together, innovating and pushing boundaries to bring them our very best every day. Together we’re changing the way people think about a bank.

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://bmocareers.com .

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.
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Job

Commercial Banking

Primary Location

Canada-British Columbia-Vancouver

Organisation

Commercial Banking-X000003

Schedule

full-time

Job Posting

10/26/18

Unposting Date

Ongoing