Vice President Indigenous Banking

BMO Financial Group - North Vancouver, BC (30+ days ago)

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Address:
1505 Lonsdale Avenue

Job Family Group:
Commercial Sales & Service

Thank you for your interest in BMO Financial Group. We are currently working towards providing a better candidate experience by including all of our job descriptions in both English and French. In the meantime, if this role is located in Quebec and/or New Brunswick please reference the French job description available below the English version. Otherwise please see the job description below in English as per federal language requirements.

“Nous vous remercions pour votre intérêt à l'égard de BMO Groupe financier. Nous travaillons actuellement à offrir une meilleure expérience aux candidats en publiant toutes nos descriptions de poste en français et en anglais. Entre-temps, si ce poste est affiché au Québec ou au Nouveau-Brunswick, veuillez consulter la description de poste en français disponible sous la version anglaise. Autrement, veuillez consulter la description de poste ci-dessous en anglais, conformément aux exigences fédérales en matière de langues.”

The Regional Aboriginal Business Development Leader role is a senior professional with a mandate to develop regional sales strategies help achieve the business objectives and targets of Aboriginal Banking within the Core Commercial sphere, but also extends to Corporate Finance Division, Wealth Management, the Trust Company, and even Capital Market clients. The Regional Business Development Leader role is accountable for leveraging their deep understanding of the market, client needs, and business growth opportunities, in terms of the depth of input they contribute to regional sales strategies for Aboriginal Banking.

As such, this role is considered the official Senior Aboriginal Banking leader for the entire region, and is required to publicly represent the Bank on various committees, in the media, network for profitable customer relationships, and participate in community activities as appropriate. This includes the management and coordination of requests for external Aboriginal Banking communications including promotions and public relations and communications. The role is accountable for developing and managing effective relationships with Corporate Marketing and Direct Banking to facilitate various external communication vehicles such as PodCasts, Web Seminars and bmo.com.

Sales Strategy and Effectiveness

Accountable for development of the regional market segment sales strategy based on a deep understanding of the market, specialized product knowledge, client needs and business growth opportunities.
Utilize financial analysis skills in analyzing available financial information on prospects to ensure both creditworthiness and adequate size potential of prospect opportunities.
Develop cross-enterprise sales referral processes within for existing BMO relationships to maximize share of wallet, increase revenue, and acquire new clients.
Develop product presentations, resources, and support tools for Regional Teams to improve knowledge on Aboriginal Banking related products and generate new client leads for cross-sell.
Assist Personal Banking leaders, Vice Presidents-Commercial, Mid-Market Commercial Account Managers, Corporate Finance Division Senior Relationship Managers, Capital Markets Associates and Directors, and Wealth Management reps (Private Bankers, Investment Advisors etc.) to research prospective clients in advance of the client meeting and shape the sales presentation based on an understanding of the potential client needs.
Act as Subject Matter Expert for Aboriginal Banking segment for all BMO banking groups (Personal Banking, Core Commercial, CFD, Capital Markets, Wealth Management, the Trust Company)
Proactively identify existing clients who are potential flight risks for competitors, and develop a retention strategy in conjunction with the Regional Sales leaders (scope can include Core Commercial, CFD, Wealth Management, etc.).
Participate on sales opportunities within the existing client base in partnership with Regional Team representatives as required in high risk or highly competitive situations
Partner with Headquarters team in order to develop consistent and appropriate customer presentations. Craft detailed correspondence, presentations and proposals to effectively address clients needs, differentiate the Bank from its competition.
Work with the Regional Team Leads and Commercial sales teams on product & pricing parameters in order to successfully negotiate final terms with clients.
Facilitate communication and successful engagement with local Branch & other partners to smooth transition for new or expanded client relationships.

Sales and Service

Achieve sales targets for Aboriginal Banking by applying well developed business development and consultative sales techniques.
For clients and new prospects, review and analyze 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 clients objectives. Prepare proposals, undertake negotiations with prospects, and complete internal negotiations relative to Regional Credit, pricing, and products.
Assist Core commercial and CFD leaders with the review of complex requests for proposals (RFPs) for Aboriginal Banking or joint pitches with partners (Wealth Management, Capital Markets, The Trust Company, Personal Banking)
Proactively, and with a long-term focus, develop an internal and external network that effectively generates prospects for new business as appropriate. This would include maintaining relationships with partners to meet customer needs such as Capital Markets, CFD, Treasury, Trade Finance, Wealth Management, Moneris, etc. to ensure customer needs/expectations are profitably met and/or exceeded.
Accountable to be visible in the community by publicly representing the Bank, networking for profitable customer relationships, and participating in community activities as appropriate.
Utilize every customer transaction/meeting (as appropriate) to strengthen and deepen the clients relationship with the Bank by identifying opportunities to increase share of wallet and/or to generate referrals to other Bank groups.

Planning

Assist with the development, implementation and review of a rolling plan focusing on identifying prospective clients within designated market segments that will result in meeting or exceeding sales targets, identifying prospects that offer strong potential to generate acceptable minimum volume and revenue thresholds.
Review and monitor Aboriginal banking volume and revenue against plan, identify gaps, and share best practices with Regional Team Leads and Commercial sales teams
Maintain expert knowledge of Banks BMO Aboriginal Banking products and technology platforms to ensure effective delivery of complex solutions that satisfy clients needs.
Stay abreast of changes in the Aboriginal markets to effectively respond to client questions and needs, differentiating BMO from its competition.
Represent the bank on various committees, network for profitable customer relationships, and participate in community activities as appropriate
Attend Marketing Meetings for Aboriginal Banking-related activities as the formal regional Aboriginal Banking leader representing the district or division (Conference attendance, client seminars etc.)

Risk and Expense Management

Protect the Banks assets and maintain portfolio quality by adhering to processes, policies & procedures, legal and ethical requirements and regulations, audit requirements, and established risk 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.
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
Monitor revenues to manage the profitability of existing and new customers to ensure targets are met or exceeded.

The role is accountable for defining the desired Aboriginal Banking customer experience within their region, with input into elements such as product, price, promotion, positioning, process appropriate for their regional market. The role is responsible for aligning the value proposition for the Aboriginal Banking market/segment with Aboriginal customer needs and BMOs customer promise.

They will support the achievement of the business objectives and targets by assisting the Director and Head of Aboriginal Banking with the development, implementation and review of a rolling 1-2 year plan.

The Regional Business Development Leader is accountable for the identification of prospective clients, maintaining centres of influence & networks across assigned market segments, and for developing cross enterprise sales referral processes

As the regional market leader for the Aboriginal Banking segment, the role is highly specialized in product knowledge, Aboriginal customer insights, and general subject matter. The scope of Aboriginal business development leader support (on providing technical knowledge and sales support) extends to Personal Banking, Core Commercial, Corporate Finance, Wealth Management, Trust company clients, and Capital Markets clients (with appropriate engagement of each of the applicable stakeholders). The Aboriginal Banking leader is actively counted on by these other Banking partners to help close the business deals, for which they are engaged.

Education:
Business degree or equivalent + 5 to 8 years sales experience

Knowledge:
Demonstrated history of successful business development, including ability to network in external markets

Experience in contact negotiations with both clients and legal counsel
Experience drafting responses to complex RFPs
Experience with Sales Strategy and Sales referral process development

Skills

Risk Management - In-depth
Sales and Service Management In-depth
Relationship Management - In-depth
Change Leadership - Working
Conflict Management & Resolution In-depth
Resource Planning Working
Business Acumen In-depth
Strategic Thinking Working
Negotiation In-depth
Problem Solving In-depth
Aboriginal banking In-depth
Commercial Banking - Lending In-depth
Commercial Banking Products In-depth

We’re here to help

At BMO we are driven by a shared Purpose: Boldly Grow the Good in business and life. It calls on us to create lasting, positive change for our customers, our communities and our people. By working together, innovating and pushing boundaries, we transform lives and businesses, and power economic growth around the world.

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. To request accommodation, please contact your recruiter.