Emerging Middle Market Relationship Manager, Vice President

Job Overview

BMO is the 8th largest bank in North America and the 4th largest commercial lender with aggressive growth ambitions in the U.S. The Emerging Middle Market segmentation targets $10MM-$50MM in company revenues. This role is part of the Commercial Sales & Service group and focuses on building and managing high-value client relationships.

• Facilitate growth for the Bank through business development and management of key client relationships.
• Maintain an outstanding and continuous record of significant revenue generation from sales and syndications.
• Act as an escalation point for complex client issues, using strategic problem‑solving to resolve conflicts and maintain strong client relationships.
• Lead the structuring of high‑value, complex deals and credit approvals, ensuring alignment with client needs.
• Oversee credit approvals and drive pricing coordination, acting as the primary client advocate.
• Drive negotiations for high‑value, complex transactions and credit approvals, ensuring deals are structured to meet client needs.
• Manage high‑value client portfolios, driving cross‑selling, retention, and profitability.
• Implement cross‑selling initiatives, driving client engagement and successfully transitioning opportunities into revenue‑generating sales.
• Lead market coverage strategies to expand portfolios, identify opportunities, and align with business goals.
• Represent the bank at industry forums and conferences, leveraging insights on trends, competition, and emerging products to drive strategic decision‑making.
• Engage with senior leadership and cross‑functional teams to align strategies, address client needs, and drive holistic business solutions.
• Deliver reports to the bank’s leadership on team performance, client satisfaction, market trends, and key strategic initiatives.
• Drive strategic advisory on loan products, options, rates, terms, and collateral requirements, ensuring tailored solutions that align with client needs and business objectives.
• Build and maintain 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.
• Structure deals, secure credit approvals, negotiate high‑value transactions, and identify opportunities for cross‑selling.
• Analyze market trends, client industry developments, and competitive positioning to inform client solution strategies and optimize client satisfaction.
• Work closely with internal teams and stakeholders to define products, solutions, and strategies that best fit clients’ needs.
• Identify share of wallet opportunities.
• Leverage analysis tools to nurture and grow a portfolio that exceeds ROE thresholds and evaluate client returns on a proactive basis.
• Ensure adherence to regulatory requirements, internal controls, and compliance policies in all aspects of relationship management, mitigating risk and maintaining service standards.
• Operate at a group/enterprise‑wide level and serve as a specialist resource to senior leaders and stakeholders.
• Apply expertise and think creatively to address unique or ambiguous situations and to find solutions to problems that can be complex and non‑routine.
• Implement changes in response to shifting trends.
• Take measured risks while protecting the bank by applying the Risk Management Framework in the execution of your role, in line with the Risk Culture and within the approved Risk Appetite.

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;
Business Administration, Finance and Accounting preferred. Any related discipline or commensurate work experience considered. If a Credit Qualifiable role, credit qualifications and associated credit knowledge and skills according to the credit portfolio requirements and qualification standards. Advanced level of proficiency in Project Management, Change Management, Product Knowledge, Regulatory Compliance, Structuring Deals, Portfolio Management, Credit Risk Assessment, Customer Service,…