Commercial Business Development Manager Calgary, AB

BMO - Calgary, AB

Posted 730 days ago
  • Experience
    Mid-Senior level
  • Job function
    Business Development
  • Employment type
    Full-time
  • Industry
    Banking
  • Employer job ID
    105214
  • Job ID
    3799941

This is a preview of the Commercial Business Development Manager Calgary, AB job at BMO. To view the full job listing, join LinkedIn - its free!Join LinkedIn - its free!

About this job

Job description

At our company, we have been helping our customers and communities for over 190 years. Working with us means being part of a team of talented, passionate individuals with a shared focus on working together to deliver great customer experiences. We stand behind your success with the support you need to turn your potential into performance.

BMO Financial Group is committed to an inclusive, equitable and accessible workplace. By embracing diversity, we gain strength through our people and our perspectives.

Role Mandate

Develop a high profile for BMO within an assigned territory to create an effective internal and external network for successful acquisition opportunities.

Apply effective and professional consultative sales and business development principles, practices and techniques at all levels of the prospective organization to ensure the identification, negotiation, structuring and provision of the initial underwriting for the transactions within BMO risk appetite.

Works collaboratively with the Commercial Account Manager (CAM) and District Commercial Banking Team to seamlessly transfer new customer relationships, identifying and selling appropriate solutions across: Financing, Deposit, Cash Management (Payment and Collections) solutions as well as the referral of complex sales of financing, cash management and Personal/PCG product needs to the appropriate partner (e.g. CFD).

Partner with the Cash Management Specialist (CMS) to develop non-standard pricing /negotiated customer proposals that meet profitability standards and ensure that customer loyalty objectives are achieved through the delivery of exceptional service.

Ensure credit decisions and recommendations are in accordance with sound credit-granting principles.


Team Accountability

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 business prospects and creating a network of referral sources for the assigned territory that will result in meeting or exceeding sales, service, revenue, share of wallet and loyalty targets.

Apply territory management, relationship selling and relationship expansion strategy and performance to potential Commercial Banking customers ensuring comprehensive, holistic financial solutions.

Review sales and service plans on an ongoing basis to reflect opportunities and changes in the competitive local market environment; develop an action plan, and update CBAM on any changes that may impact the Area/District Business Plan.

Plan, implement and maintain an effective business development and community involvement strategy to protect and expand profitable Commercial businesses, utilizing an extensive network of referral resources.

Develop and co-ordinate individual relationship planning, implementation and review activities with key BMO Partner Groups.

Customer Accountability

Obtain and utilize market/industry/customer knowledge to proactively maximize sales, customer share of wallet increase cash management penetration, revenue per customer and customer loyalty for all new customers.

Provide prospective commercial customers holistic banking solutions to meet their banking needs.

Concurrently support commercial market share expansion, customer experience and share of wallet objectives to achieve revenue growth, share of wallet, acquisition, cash management sales, and customer loyalty objectives.

Be highly visible in the marketplace to proactively, and with a long-term focus, develop an internal and external network of referral sources to generate prospects for new business to maintain a consistent pipeline of prospective customers for future execution.

Develop an understanding of cross channel sales referral processes, local market, and existing business relationships to maximize balance acquisition, share of wallet, revenue, and to acquire new Commercial customers.

Apply resourceful business development and relationship management sales and service principles, practices and techniques, to support the achievement of target level sales of Commercial lending ,deposit products and services.

Effectively transition the relationship management of all new customers to the appropriate CAM at the appropriate time and in accordance with bank standards.


Organizational Accountability

Protect the Bank’s assets and maintain quality of the Banks lending portfolio.

Accountable for risk management and minimizing losses through monitoring and control reports, in executing sales of credit/non-credit products and services to Commercial customers and prospects.

Document and follow-up on any discrepancies to procedures, with significant operational risk and escalate, as required.

Respond to questions and/or resolve issues raised through audits and quality checks, to ensure lending decisions are adequately documented, clearly communicated and followed.

Adhere to Know Your Customer 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.

Maintain up-to-date knowledge and understanding of Commercial products, processes, and relevant legal, regulatory and technology requirements, including BASEL II risk rating requirements.

Desired Skills and Experience

Sales background.
Banking experience preferred.
Experience in oil and gas industry is a plus.
BMO Financial Group thanks all applicants. We advise only those who qualify for an interview will be contacted.

About this company

BMO
Established in 1817 as Bank of Montreal, BMO Financial Group is a highly diversified financial services provider based in North America. With total assets of $538 billion as of January 31, 2012, and more than 47,000 employees, BMO provides a broad range of personal and commercial banking, wealth management and investment banking products and services to more than 12 million customers.

For more than 194 years, BMO has believed in community reinvestment and corporate and social responsibility in the communities it serves. In 2011, BMO contributed more than $66.4 million in donations, sponsorships and events in Canada and the United States to groups, organizations and programs that help build and sustain resilient, vital and healthy communities.

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