Managing Director, Group Regional Manager, National Specialty Sales (Emerging Middle Market)

$153,600 - $285,600/Yr

BMO - Newport Beach, CA

Full-time - Senior

Newport Beach, CA

Credit Intermediation and Related Activities

About the position

The Managing Director, Group Regional Manager for National Specialty Sales at BMO Financial Group is responsible for driving growth initiatives within the Emerging Middle Market segment, targeting companies with revenues between $10MM and $50MM. This role involves managing specialty markets, fostering key client relationships, and ensuring compliance with internal control standards. The ideal candidate will lead business development efforts, generate significant revenue, and promote a culture aligned with BMO's values and purpose.

Responsibilities

• Facilitate growth initiatives for the Bank through business development and management of key client relationships.
• Maintain a record of significant revenue generation from sales and syndications.
• Ensure adherence to internal control standards, including audit and compliance policies.
• Foster a culture aligned with BMO's purpose and values, promoting diversity and inclusion.
• Connect work to BMO's purpose, set inspirational goals, and ensure accountability for outcomes.
• Build interdependent teams that collaborate across functional groups to create value for stakeholders.
• Attract, retain, and enable the career development of top talent.
• Improve team performance, recognize and reward performance, and manage poor performance.
• Generate significant revenue and identify cross-selling opportunities for bank products.
• Lead deal teams in executing pitches to prospective clients.
• Deliver reliable activities in instituting cross-selling initiatives and transitioning clients into sales.
• Provide deal structuring expertise and negotiate complex transactions with clients.
• Identify issues and process improvements through open communication and productivity monitoring.
• Collaborate to generate ideas and deliver timely client solutions.
• Oversee documentation and monitoring of asset and client performance.
• Obtain credit concurrence and coordinate pricing approval as client advocate.
• Work with specialists to support successful syndication and sales.
• Reinforce sales processes and client experience, identifying gaps and best practices.
• Act as a trusted advisor to senior leaders for business decisions and strategic initiatives.
• Develop an expert understanding of business/group challenges and consult on committees as needed.
• Manage resources and lead execution of strategic initiatives to meet business goals.
• Define business requirements for analytics and reporting to inform decision making.
• Lead the development of communication strategies to influence behavior positively.
• Determine and deploy resources effectively to optimize allocation.
• Develop and implement plans to complete tasks timely and to quality standards.
• Act as daily sales contact for clients on sales-related questions.
• Gather data to advance the sales process and complete required documentation.
• Assist in pre-sales activities such as pitch preparation and client research.
• Track implementation requests and internal reports, recommending improvements.
• Compile pre-call and post-call information packages for client validation.
• Provide research and data gathering to facilitate client solutions.
• Assist with sales and service administration to ensure seamless client experience.
• Maintain accurate client information and billing records.
• Operate at a group/enterprise-wide level as a senior specialist resource.
• Influence team collaboration and apply expertise to address complex problems.
• Communicate abstract concepts in simple terms and foster strong networks.
• Anticipate trends and implement appropriate changes.

Requirements

• Typically 9+ years of relevant experience and a post-secondary degree in a related field or equivalent education and experience.
• In-depth level of Credit knowledge and skills, and Portfolio Management knowledge according to established standards.
• Undergraduate degree with a focus on finance, economics, or accounting preferred.
• CPA or MBA or equivalent experience in finance, accounting, and business law.
• 15+ years of relevant experience in negotiating and structuring financial transactions.
• Minimum of 15 years in financial services industry experience in corporate lending with solid achievements in business development.
• Formal credit training and prior lending authority.
• Extensive industry knowledge and viewed as a thought leader for innovation.
• Expert verbal and written communication skills.
• Expert analytical and problem-solving skills.
• Expert influence skills and collaboration/team skills with a focus on cross-group collaboration.
• Ability to manage ambiguity and make data-driven decisions.

Benefits

• Health insurance
• Tuition reimbursement
• Accident and life insurance
• Retirement savings plans