Commercial Banking Market Leader - Diversified Industries

Leads an assigned Commercial Banking sales team, in support of a segment or region to drive financial profitability and region/segment sales. Oversees portfolio, risk, operational and market management for the specified industry segment or region, across a broad range of Bank products and services including lending, cash management and advisory services, providing a consistent, focused approach in the retention and expansion of our market share.

The role contributes to and influences the overall strategic direction of the Commercial Banking Line of Business. They assist with the development, prioritization and implementation of business, technology, sales and service, and people strategies and plans to optimize channel delivery and enhance the customer experience. The incumbent maintains an ongoing current awareness of industry opportunities and unique risks to maintain a consistent acceptable overall risk profile.

Builds and maintains an extensive network in the marketplace of professional contacts, including lawyers, accountants, consultants and investors who view them as a ‘Trusted Advisor’ who, when engaged, will enhance their efforts and reputations. This role makes credit decisions / recommendations in accordance with sound credit-granting principles and is accountable to ensure compliance with all credit and non-credit Bank and regulatory policies and guidelines.

• Contributes to setting the overall strategic direction (3–5-year timeframe) providing insight/expertise on the specified segment or region sales/revenue/profitability.
• Develops and executes operational strategies and plans to achieve business objectives within the segment or region, tracking progress to plans, and developing, communicating, delegating and actively participating in the implementation of actions necessary to correct internal and external issues affecting the ability of Commercial Banking to meet annual business plan goals. Provides reliable forecasts and escalates significant issues as appropriate.
• Maintains detailed knowledge of longer-term prospects of the industries to focus strategies in their assigned segment or region.
• Assesses both the competition and market opportunities on a regular basis to identify strengths, opportunities, weaknesses, and threats and create plans to address. Makes recommendations to Commercial Banking leadership team as appropriate.
• Ensures targeted market plans are conceived and executed to support growth and achievement of business objectives. Plans will be at the Team and Individual level and compatible with Commercial Banking strategies and objectives.
• Ensures the effective delivery of sales initiatives and programs by establishing the sales and service context and setting direction for subordinates, providing relevant information, establishing goals, and setting limits.
• Reviews and monitors sales performance against plan and standards to identify and address gaps, issues and best practices.
• Works effectively with Commercial Banking colleagues and other Banking Group partners, focused on One Client leadership to ensure deal teams and strong working relationships effectively leverage sales and referral opportunities to address the customers’ full financial needs, improve share of wallet, acquire new customers, retain existing customers and provide the full Commercial Banking offering to customers.
• Improves customer service levels by role modeling desired customer service behaviours, visibly participate in the customer issue resolution process, and monitor adherence to customer service standards.
• Leverages BMO brand and the Commercial Banking offering through delivering and managing the defined customer experience and value proposition.
• Contributes personally to the Bank’s business objectives through direct market intervention by way of joint sales calls, establishing a personal referral network and a variety of business development activities.
• Establishes and enhances the Bank’s profile in the community by participating in worthwhile business and community activities and seeking out and creating opportunities to promote the products and services of all Banking Groups,…