Market President - Small Business Banking (Northern California)

About the position

The Market President, Business Banking role is responsible for direct oversight of sales, business development and service activities of a team of Small Business Officers within BMO's Business Banking segment, with a target market of companies with lending needs up to $100,000 (and sales generally up to $1 million in annual sales). The Market President - Business Banking leads and strategically coaches employees to performance, strategy, goals and vision of BMO and the Business Banking segment.

Responsibilities
• Small Business Officers sales management
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• Business development strategy and activities
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• Customer retention and cross sell
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• Customer service
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• Revenue and profit generation
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• Guides, directs, and coaches employees to deliver exceptional service to BMO customers and prospects
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• Understands the needs of BMO customers or prospects to provide sales and service in the best interests of the customer
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• Advises customers on products and strategies that meet their financial objectives
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• Identifies and makes referrals to other business groups
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• Supports sales and customer service activities to meet strategic customer experience and profitability goals
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• Fosters a culture aligned to BMO purpose, values and strategy
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• Ensures alignment between values and behaviour that fosters diversity and inclusion
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• Regularly connects work to BMO's purpose, sets inspirational goals, defines clear expected outcomes, and ensures clear accountability for follow through
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• Builds interdependent teams that collaborate across functional and operating groups
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• Attracts, retains, and enables the career development of top talent
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• Improves team performance, recognizes and rewards performance, coaches employees, supports their development, and manages poor performance
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• Develops, maintains, and executes a market plan, including sales strategies, to achieve sales objectives and acquire new clients
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• Creates innovative business development strategies
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• Develops and executes a branch business plan to maximize business growth and wallet share
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• Probes to understand customer personal banking and credit card needs
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• Develops rapport and instils confidence with clients
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• Addresses escalated sales or relationship management issues
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• Reviews and continually monitors performance of existing accounts and client relationships
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• Conducts cold calls to prospective customers
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• Develops and maintains a network in the community to enhance the Bank's visibility
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• Supports the Bank's community involvement and participates in community activities
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• Maintains a high-touch relationship with key market customers
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• Reinforces sales processes and client experiences
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• Acts as a trusted advisor to senior leaders for making business decisions
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• Develops an expert understanding of business/group challenges
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• Recommends measures to improve organizational effectiveness
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• May consult to or serve on various committees and task forces
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• Acts as a subject matter expert on relevant regulations and policies
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• Influences and negotiates to achieve business objectives
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• Identifies emerging issues and trends to inform decision-making
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• Develops long-range vision to support the team's business goals
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• Recommends business priorities, advises on resource requirements and develops roadmap for strategic execution
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• Implements, reviews, and revises work plans
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• Conducts independent analysis and assessment to resolve strategic issues
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• Acts as the prime contact for internal/external stakeholder relationships
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• Works with internal stakeholders and colleagues to leverage sales, fulfillment, and referral opportunities
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• Ensures alignment between stakeholders
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• Monitors sales and service performance against plan
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• Breaks down strategic problems, and analyses data and information
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• Collaborates across BMO to develop communications strategies
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• Communicates goals, plans, and assignments
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• Leads the implementation of new programs, products and processes within the branch
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• Establishes priorities to lead the team in developing sales, service, and people strategies
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• Leads the execution of operational programs
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• Coordinates the implementation of national and regional sales and service initiatives
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• Assesses and adapts existing operational programs
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• Recommends opportunities to drive improvements across the branch network
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• Plans and controls unit operating expenses
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• Manages transactional outcomes for customer calls
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• Resolves complex or unresolved customer situations
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• Maintains current knowledge of personal banking and credit card industries
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• Builds effective relationships with internal/external stakeholders
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• Maintains the confidentiality of customer and Bank information
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• Identifies and reports suspicious patterns of activity
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• Complies with all legal and regulatory requirements
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• Operates at a group/enterprise-wide level
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• Influences how teams/groups work together
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• Applies expertise and thinks creatively to address unique or ambiguous situations
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• Communicates abstract concepts in simple terms
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• Fosters strong internal and external networks
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• Anticipates trends and responds by implementing appropriate changes

Requirements
• Typically 9+ years of relevant experience and post-secondary degree in related field of study or an equivalent combination of education and experience
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• Previous supervisory or management experience
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• Expert knowledge of retail banking products and services
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• Expert knowledge of competitive marketplace and trends in product offerings
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• Expert knowledge of all branch operational processes and policies
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• Expert knowledge of branch technologies, processes, and performance metrics
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• Expert knowledge of applicable regulations, audit standards, and related policies, procedures, and directives
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• Seasoned expert with extensive industry knowledge
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• Technical leader viewed as a thought leader for innovation
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• Verbal & written communication skills - Expert
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• Analytical and problem solving skills - Expert
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• Influence skills - Expert
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• Collaboration & team skills; with a focus on cross-group collaboration - Expert
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• Able to manage ambiguity
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• Data driven decision making - Expert

Nice-to-haves

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

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