Experience:
5+ years of experience
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Employment Type:
Full time
Posted:
3/31/2019
Job Category:
Finance
Relationship Manager - Corporate Card and Payment...
(This job is no longer available)
BMO | Chicago, IL
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Job Description

The Relationship Manager is accountable to increase the profitability of a portfolio of existing BMO Corporate Spend & Payment Solution clients within an assigned North American market segment or specific territory. The Relationship Manager is accountable to deliver increased commercial payment volume; revenue and profit to BMO in accordance with established annual targets for client usage, representing BMO as an expert in the specialized spend management and commercial card industry.

This role is also accountable to effectively work with BMO partners to ensure that required operational and service support is provided in a timely manner to the benefit of the client and engage in problem resolution for significant issues.

The Relationship Manager is assigned to Capital Markets accounts, covering all client segments supported by Capital Markets.

KEY ACCOUNTABILITIES

A. Planning

B. Client Interactions

C. Closing, Negotiations & Program Expansion

D. Industry Expertise

E. Risk Management and Control

Planning

* Develop, implement, review and revise a 12 - 24 month rolling plan focusing on strategies for growth of existing client programs within the assigned market segment that will result in meeting or exceeding assigned portfolio growth targets.


* Develop an in-depth understanding of clients' supply chain processes and vendor base, along with industry best practices and the BMO's solution suite, to identify opportunities for program growth.


* Review and monitor commercial payment volume and revenue against plan, identify gaps, and share best practices to improve probability of achieving growth targets.


* Demonstrate financial analysis skills in analyzing available financial information (10k, SEC reports, analyst reports, Bank LTS) on clients to determine creditworthiness and identify potential for program.



Client Interactions

* Ensure familiarity with industry best practices and BMO solution set to effectively identify opportunities that arise during client meeting and deliver needs-based solutions.
* Create financial models (e.g. MasterCard Optimizer) that depict benchmarks of client program vs. industry and provide quantitative measurements important to clients' C-level executives


* Develop and execute plans to increase the commercial payment volume of existing clients through the use of Spend Management and other BMO value-added service


* Engage with key BMO corporate finance/BMO Capital Markets and Credit personnel to champion credit requirements through the credit approval process.


* Deliver in-person presentations that display advanced verbal, listening, questioning and critical reasoning skills to C-Level client executives.



Closing, Negotiations and Program Expansion

* Display thorough understanding of, and ability to complete, Bank pricing model to ensure accurate pricing of deals.


* Demonstrate understanding of contract, product & pricing parameters in order to successfully negotiate final terms with client and/or vendors, soliciting assistance from the Senior Manager, Sales & Relationship Management when necessary to address potential contract changes and associated risks to Bank


* Champion internal Bank credit approval through liaison with BMO Capital Markets and Corporate Finance teams and Credit personnel to obtain necessary BMO credit authorization to support new business


* Address any service or operational issue raised by the client using internal BMO partners to resolve the situation and focus on driving the appropriate client interaction and experience for problem resolution.



Industry Expertise

* Stay abreast of changes in the commercial card, electronic payments, and electronic procurement industry to effectively respond to client questions and needs, differentiating BMO from its competition.


* Maintain expert knowledge of Bank's BMO Corporate Card Payment Solutions products and technology platforms to ensure effective delivery of complex solutions that satisfy clients' needs.



Risk Management and Control

* Exercise discretionary limits, as assigned, in approving quality deals based on prescribed limits.


* Follow all control procedures for client contracts, pricing models, collateral security, expense controls and adhere to all discretionary limits.



KNOWLEDGE AND SKILLS

Knowledge:

* Undergraduate degree


* 3 to 5 years of C-Level corporate sales experience in organizations greater than $1 Billion in annual revenues


* Fundamental ability to interpret corporate financial statements


* 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



Skills:

* Strong relationship management skills, with proven results generating business growth


* Experience completing and interpreting Excel-based financial spreadsheets relating to time value of money and discounted cash flows


* Exceptional written/verbal communication and interpersonal skills


* Exceptional presentation skills in addressing both small and large audiences


* Exceptional organizational and planning skills; ability to meet deadlines


* Experienced in coordinating deal teams


* Proficiency using MS Word, Excel and PowerPoint to complete professional proposals, pricing models, graphs and presentations



Desired :

* MBA degree


* Commercial banking experience (cash management, lending, relationship management)


* Commercial Card and/or Card experience with a card issuing financial institution
* Experience in contact negotiations with both clients and legal counsel


* Experience drafting responses to complex RFPs





We're here to help

At BMO Harris Bank we have a shared purpose; we put the customer at the center 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 Harris Bank 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://bmoharriscareers.com.

BMO Harris Bank 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. BMO Harris Bank is an Equal Opportunity Employer for all, inclusive of Minorities, Women, Veterans, and Persons with Disabilities.

About BMO

About BMO Financial Group Established in 1817 as Bank of Montreal, BMO Financial Group is a highly diversified financial services organization. With total assets of $265 billion as at October 31, 2004, and more than 34,000 employees, BMO provides a broad range of retail banking, wealth management and investment banking products and solutions. BMO Financial Group serves clients across Canada through its Canadian retail arm, BMO Bank of Montreal, and through BMO Nesbitt Burns, one of Canada's leading full-service investment firms. In the United States, BMO serves clients through Chicago-based Harris, an integrated financial services organization that provides more than 1.5 million personal, business, corporate and institutional clients with banking, lending, investing, financial planning, trust administration, portfolio management, family office and wealth transfer services.