The Business Development Manager, Treasury Management is accountable to achieve sales targets for Treasury and Payments Solutions (Treasury Management and Corporate Card) products and services through the management of a portfolio and by applying well developed consultative sales and relationship management principles, practices and techniques in order to originate new Treasury and Payments Solutions business with new and existing CFD and/or Capital Markets clients. This role will also originate, build and relationship manage a network of referral sources (e.g., existing customers, professional firms, etc.) in order to build a pipeline of Treasury and Payments Solutions business opportunities. The incumbent is accountable to develop relationships across CFD, Capital Markets and P&C Canada and build successful deal teams to generate new revenue, ensure client satisfaction, and provide the full financial service offerings to clients. The incumbent will create and work toward the achievement of an annual business plan, including prospect list development, focused calling and pipeline management activities. ACCOUNTABILITIES: Sales and Service
• Work toward the achievement of sales targets for Treasury and Payments • Solutions products and services by applying well developed business development and consultative sales techniques • Accountable to sell all Treasury and Payments products as an integrated solution to either CFD/Mid-market or Capital Market segments. Product suite includes various collection products (Moneris, lock box, cheque, etc.), payment products (Corporate Card, wires, EFT, ACH etc.), information n solutions (OLBB), short-term investment instruments (Treasury accounts, BPRS accounts, GICs) • 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, Commercial Banking, Treasury, Trade Finance, Wealth Management, Moneris, etc. to ensure customer needs/expectations are profitably met and/or exceeded • Establish and enhance the Bank's profile in the community by participating in business and community activities and seek out and create opportunities to promote BMO's Treasury and Payments Solutions products and services • Utilize every customer transaction/meeting (as appropriate) to strengthen and deepen the client's relationship with the Bank by identifying opportunities to increase share of wallet and/or to generate referrals to other Bank groups • 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 client's objectives • Prepare proposals, undertake negotiations with prospects, and complete internal negotiations relative to Treasury and Payments Solutions sales Planning
• Develop, implement, review and revise a rolling 3-12 month territory plan that balances mining existing Bank of Montreal customers with prospecting for new clients • Contribute to Treasury and Payments Solutions Business Plan (as appropriate), regarding new business opportunities, increased profitability and portfolio growth potential, based on knowledge of local marketplace • Co-ordinate and share planning, implementation and review activities with key BMO Partner Groups (Retail Banking, Wealth Management, BMO Harris Private Banking, etc.) and identify opportunities to ensure client's needs and expectations are profitably met and/or exceeded Risk and Expense Management
• Protect the Bank's 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 Knowledge & Skills
• Undergraduate University Degree of equivalent 3 years sales experience • C-Level corporate sales experience in organizations • Ability to interpret corporate financial statements • Ability to prepare pricing proposals and financial offers for clients within delegated authority • Understand fundamentals of purchasing process in large organizations and accounting flow of payables and receivables • Understand time value of money and discounted cash flow concepts
Knowledge of Treasury & Payments Solutions Products • Fluently bilingual (French/English) with strong communication skills (verbal and written)
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At BMO we have a shared purpose; we put the customer at the centre of everything we do - helping people is in our DNA. For 200 years we have thought about the future-the future of our customers, our communities and our people. We help our customers and our communities by working together, innovating and pushing boundaries to bring them our very best every day. Together we're changing the way people think about a bank.
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.