BMO Financial Group Treasury Sales Professional, Capital Markets TPS in Chicago, Illinois

Description:

The Treasury Sales Professional in Treasury and Payment Solutions is accountable to achieve sales targets for Treasury Management products and services and will focus on Leveraged Lending, Investment Dealers, Global Asset Management, Consumer Finance/FinTech. The Sales Professional will manage a portfolio of accounts and will apply well developed consultative sales and relationship management principles, practices and techniques. In order to originate new Treasury Solutions business with new and existing BMO Capital Markets clients the Sales Professional will call both independently and jointly with CM Bankers. The Sales Professional will align business acquisition with the CM Bankers targeted names. The Treasury Management professional should be well versed in marketing liquidity products, and understand pricing methodology.

The incumbent is accountable to develop relationships across Capital Markets US 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.

Key Accountabilities

Sales

  • Work toward the achievement of sales targets for Treasury Management products and services by applying well developed business development and consultative sales techniques.

  • Accountable to sell all Treasury and Payment products as an integrated solution to Capital Market segments. Product suite includes various collection products (Lockbox, check, ACH, On line payment platforms, WorldPay), payment products (Wires, ACH, check, Corporate Card - in conjunction with the Card Sales professional etc.), information solutions (OLBB), and liquidity solutions

  • 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 Trade Finance, FX, GAM, WorldPay, etc. to ensure customer needs/expectations are profitably met and/or exceeded.

  • 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 recommendations and alternatives that meet or exceed the client’s objectives. Prepare proposals, undertake negotiations with prospects, and complete internal negotiations relative to Treasury and Payment Solutions sales.

Planning

  • Develop, implement, review and revise a rolling 1 year industry vertical plan that balances mining existing BMO Capital Markets customers with prospecting for new clients.

  • Contribute to Treasury and Payment Solutions Business Plan (as appropriate), regarding new business opportunities, increased profitability and portfolio growth potential, based on knowledge of assigned industry vertical.

  • Co-ordinate and share planning, implementation and review activities with key BMO Partner Groups (GAM, FX, GT&B) and identify opportunities to ensure clients’ needs and expectations are profitably met and/or exceeded. Develop and execute plans to increase payment volume of existing clients through the use of value added services.

Risk and Expense Management

  • Protect the Banks assets and maintain portfolio quality by adhering to processes, policies and 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 and 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.

Planning

  • Develop, implement, review and revise a rolling 1 year territory/segment plan that balances mining existing BMO Harris Bank /BMO Capital Markets customers with prospecting for new clients.

  • Contribute to Treasury and Payment Solutions Business Plan (as appropriate), regarding new business opportunities, increased profitability and portfolio growth potential, based on knowledge of assigned industry vertical.

  • Co-ordinate and share planning, implementation and review activities with key BMO Partner Groups (GAM, FX, GT&B) and identify opportunities to ensure clients’ needs and expectations are profitably met and/or exceeded.

  • Develop and execute plans to increase the commercial payment volume of existing clients through the use of value added services.

Risk and Expense Management

  • Protect the Banks assets and maintain portfolio quality by adhering to processes, policies and 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 and 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.

Qualifications:

Knowledge:

  • Knowledge of Treasury & Payment Solutions Products including Liquidity, and Card

  • Working knowledge and interest in MSB’s, Virtual Currency, Distributed Ledger Technology

  • 5 - 7 years Treasury Management 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

  • Market knowledge of competitor pricing

  • 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:

  • Sales Management–In-depth

  • Negotiation Skills – In depth/superior

  • Business Acumen–In-depth

  • Strategic Thinking – In depth

  • Conflict Management & Resolution–In-depth

  • Problem Solving–In-depth

  • Relationship Management–In-depth

  • Resource Planning–Working

  • Financial Understanding–Working

  • Business Valuation–Working

  • Environmental Understanding–In-depth

  • Risk Management–Working

Required:

Bachelor’s Degree - required

  • CTP – preferred

  • MBA - preferred

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.

Job Field:

Commercial Banking

Job Schedule:

full-time

Primary Location:

United States-Illinois-Chicago