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Senior Relationship Manager, Real Estate Finance At BMO Financial Group

Location: Vancouver, British Columbia

Job Description

The Senior Relationship Manager – Real Estate Finance is accountable to directly generate new sales opportunities and assist in managing existing relationships within the Real Estate Finance business. The Senior Relationship Manager – Real Estate Finance is accountable to develop and execute a 1-2 year sales plan to significantly expand the Bank’s market share and revenue base through the acquisition and retention of profitable clients. This role is accountable to develop an effective internal and external network for acquiring successful prospects and to co-ordinate the client relationship for further revenue generation. The Senior Relationship Manager provides high level sales coverage to the market primarily for the Real Estate Line of Business while alert for opportunities for other Corporate Finance Division or BMO capabilities. This role is accountable to be familiar with the assigned market and remain current with short and medium term business and economic trends and forecasts of the Real Estate industry.

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, ensuring credit decisions and recommendations in accordance with sound credit-granting principles and ensuring compliance with internal and external requirements and regulations. The Senior Relationship Manager – Real Estate Finance will ensure that complementary opportunities for other Corporate Finance Division and BMO partners are presented working collaboratively with a deal team of our other capabilities.

KEY ACCOUNTABILITIES
Business Delivery and Operational Effectiveness:
  • Develop, implement, review and revise short (3 – 12 months) and long term (1 – 2 year) rolling sales strategies and tactical plans, focusing on identifying profitable new and existing Real Estate clients to grow the Real Estate portfolio.
  • Act as subject matter expert providing market, industry and pipeline information to contribute to the Real Estate planning process, as appropriate.
  • Meet frequently with clients and prospects and apply relationship selling And relationship expansion strategy and performance to current and potential Real Estate clients, ensuring comprehensive, holistic financial solutions.
  • Accompany and support the Regional Market Leader and/or Vice-President, Real Estate Finance as required, with client interactions (joint calls) and relationship building.
  • Understand and adhere to credit granting policies relative to quality and Verification of information, analysis, profitability and credit recommendations, executing sale of credit/non-credit products and services to Real Estate clients and prospects as defined.
  • Plan, implement and maintain an effective business development and community involvement strategy to expand and protect share of profitable real estate clients, utilizing an extensive network of referral resources.

Sales and Services
  • 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.
  • For new prospects, review and analyze financial statements, cash flow and working capital position, business plans, goals and objectives etc. developing suggestions and alternatives that meet or exceed the client’s objectives. Prepare proposals, undertake negotiations with prospects, and oversee internal negotiations relative to the sale of real estate product and services.
  • Be highly visible in the marketplace to proactively develop an internal and external network of referral sources that effectively generate prospects for new business to maintain a consistent pipeline of prospective Real Estate clients for future execution.
  • Lead the Deal Team, as appropriate, throughout the prospect proposal phase facilitating the development of effective working relationships between the client, and appropriate CFD personnel.
  • Apply resourceful business development and relationship management skills, and sales/service principles, practices and techniques, to support the achievement of target level revenues through sales 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 Real Estate products and services

Planning
  • Develop, implement, review and revise a 1 – 2 year Sales and Territory Development Plan, having appropriate involvement with Deal Teams for existing clients and key prospects, focusing on identifying Real Estate, corporate finance banking needs and opportunities which will result in meeting or exceeding revenue and service targets.
  • Work with the aligned District teams and appropriate partners to contribute to the Corporate Finance & District planning processes, as needed.
  • Develop and co-ordinate individual relationship planning, implementation and review activities with key BMO Partner Groups (All Corporate Finance LOBs, Commercial Banking, IBG, PCG, etc.) identifying opportunities to ensure client’s needs and expectations are profitably met and/or exceeded. Outline to the RML and VP in the Relationship Development Plan, any significant risk or untoward factors that could impair the ongoing success of the client from information garnered in relationship and business generation activities.
  • Update and analyze pipelines and sales plans on an ongoing basis to identify opportunities and changes in the aligned portfolio and competitive regional market environment; develop an action plan and liaise with Regional Market Leader on any changes that may impact the Business Plan.

Risk Management
  • Protect the Bank’s assets and maintain quality of portfolio 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 other guidelines
  • 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.
  • Exercise individually held Commercial unilateral discretionary limits, as well as any held prescribed approval discretionary limits (i.e. overdrafts, credit applications), ensuring credit decisions and recommendations are in accordance with sound credit-granting principles and in compliance with the Bank’s policies and related procedures (e.g. Lending Directives, Commercial Lending Policy, etc.); completing analysis; confirming security valuations; completing and approving credit applications for authorizations under Commercial Lending Policy
  • Initiate engagement of appropriate CFD partners and Credit early in the process when significant deteriorating trends are evident, working with them to engage other BMO specialty roles &/or SAMU, as appropriate to ensure Bank assets are adequately protected.
  • 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.

Qualifications


KNOWLEDGE AND SKILLS
  • Business Acumen In-depth
  • Business Valuation In-depth
  • Conflict Management & Resolution In-depth
  • Environmental Understanding In-depth
  • Financial Understanding In-depth
  • Negotiation Expert
  • Problem Solving In-depth
  • Relationship Management In-depth
  • Risk Management In-depth
  • Sales & Service Processes In-depth
  • Strategic Business Planning In-depth

Role Requirements
  • Credit Qualified with Commercial Limits
  • Credit Adjudication Experience
  • C400 or equivalent job experience

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 networkbuilding 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

02/26/19

Unposting Date

Ongoing