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Director, Treasury & Payment Solutions
BMO Financial Group
Dallas, TX, United States
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Description
The Director is a senior professional with a mandate split into 2 areas: approximately 25% of the mandate is providing input to the sales strategies and support the achievement of the business objectives and targets of the Treasury & Payment Solutions (“TPS”) group and approximately 75% of the mandate is management of their own sales portfolio (and where applicable, managing a team of Sales Professionals and Sales Associates).
The Director is accountable to provide input to the sales strategies of the TPS group based on a deep understanding of the market, relevant industry verticals within market, client needs and business growth opportunities. They will support the achievement of the business objectives and targets by assisting the Managing Director with the development, implementation and review of a rolling plan and by focusing on the identification of prospective clients, maintaining networks across assigned market segments, developing cross channel sales referral processes. The role is accountable to share and improve product knowledge of the sales team by action as a subject matter expert for Corporate Card or Treasury Management Products in addition to specific client segment (ex: Public Sector). They are also accountable to be visible in the community by publicly representing the Bank on various committees, networking for profitable customer relationships, and participating in community activities as appropriate.
The Director is also accountable to achieve sales targets for Corporate Card or TPS 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 TPS business with new and existing Commercial and/or Capital Markets clients.
Key Accountabilities:
Sales Strategy and Effectiveness
• Provide input to the market segment sales strategy based on a deep understanding of the market, relevant industry verticals, market competitors, client needs and business growth opportunities.
• Demonstrate financial analysis skills in analyzing available financial information on prospects to ensure both creditworthiness and adequate size potential of prospect opportunities.
• Develop a cross channel sales referral processes within Corporate Card or Treasury Management Services for existing BMO relationships to maximize share of wallet, increase revenue, and acquire new clients.
• Coordinate, schedule and deliver product presentations to Regional Teams to improve product knowledge on Corporate Card and/or Treasury Management related products and generate new client leads for cross-sell.
• Assist team members to research prospective clients in advance of the client meeting and shape the sales presentation based on an understanding of the potential client needs and the fit of BMO Corporate Card or Treasury Management related products.
• Act as Subject Matter Expert for Corporate Card or Treasury Management Products and/or specific client segment (ex: Public Sector)
• Research and identify existing clients that are prospects for competitors, and create a retention strategy in conjunction with the Regional Sales leaders and identified SRM’s.
• Participate on sales opportunities within the existing client base in partnership with Regional Team representatives as required in high risk or highly competitive situations
• Leverage TPS SPS (Strategy, Product, Segment) and 3rd party partners to support sales and client retention objectives and the delivery of needs-based client solutions.(MasterCard & DCI financial retention support, participation in best and final presentations)
• Partner with Salesforce Effectiveness Group in order to develop consistent and appropriate customer presentations, craft detailed correspondence, presentations and proposals to effectively address clients’ needs, differentiate the Bank from its competition, and reflect the highest standards of professional written communication.
• Work with the Regional Team Leads on contract, product & pricing parameters in order to successfully negotiate final terms with clients soliciting assistance from various groups within TPS SPS to address potential contract changes and associated risks to BMO.
• Facilitate communication and successful engagement with Implementation as required by Regional Team Leads to ensure realization of commercial payment volume and revenues for new or expanded client relationships.
• Act as the liaison between TPS SPS and Treasury and or Corporate Cards to stay abreast of changes in the commercial card, electronic payments, and electronic procurement / receivables industry to effectively respond to client questions and needs, differentiating BMO from its competition.
• Assist with Performance Management/Scorecard and compensation with a focus on card and industry knowledge related to Commercial Card or Treasury Management Products compensation programs
• Represent the bank on various committees, network for profitable customer relationships, and participate in community activities as appropriate.
Sales and Service
• Work toward the achievement of sales targets for treasury management or Corporate Card products and services by applying well developed business development and consultative sales techniques.
• 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 management and/or Corporate Card sales.
• Assist Regional Team Leads with the review of complex requests for proposals (RFPs) for card or Treasury related products or joint pitches
• 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.
• Accountable to be visible in the community by publicly representing the Bank, networking for profitable customer relationships, and participating in community activities as appropriate.
• 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.
Managerial Leadership (applicable to team leaders only)
• Provides leadership to the deal team in order to ensure successful transactions are undertaken in an efficient manner.
• Aligns tasks and assignments with departmental goals and objectives through leadership, planning and direction to the team.
• Effectively influences and gains support of other areas of the bank in delivering solutions to clients.
• Builds a high performance/ high productivity work environment by maintaining effective managerial practices.
• Manages resources effectively and in accordance with allocated budget.
• Significantly contributes to building an integrated Commercial Banking team by breaking down inefficiencies and role modeling teamwork with a client-centered approach.
• Effectively communicates and partners with others.
• Sets appropriate policy/ project initiatives for the team and junior resources and ensures that such initiatives are met.
• Increases the effectiveness and successful performance of the team through identifying and closing skill/ knowledge gaps along with additional coaching and feedback as required.
• Represents the bank and demonstrates leadership through participation on industry working groups.
Planning
• Assist with the development, implementation and review of a rolling plan focusing on identifying prospective clients within designated market segments that will result in meeting or exceeding sales targets, identifying prospects that offer strong potential to generate acceptable minimum commercial payment volume and revenue thresholds.
• Review and monitor commercial payment volume and revenue against plan, identify gaps, and share best practices with Managing Directors and Group Head.
• Maintain expert knowledge of Bank’s BMO Commercial Card or Treasury Management products and technology platforms to ensure effective delivery of complex solutions that satisfy clients’ needs.
• Attend continuing education workshops to maintain expert knowledge and stay abreast of emerging best practices in a dynamic industry.
• Be the Commercial Card or Treasury Management Products representative for Commercial Payments Services (Sales) on all related committees/projects
• Attend Marketing Meetings for Commercial Card or Treasury Management Products related activities representing Managing Directors (Conference attendance, client seminars etc.)
• Act as Subject Matter Expert for Sales for upcoming conversion projects and liaise with regional Team Leads to minimize any negative impacts to clients
• Assist with system conversions from a sales perspective (examples: NCCS to TSYS for both Diners P-card clients & all BMO products, Conversion from BMO details Online to new platform (Spend Vision), Conversion of entire NCCS portfolio to CHIP), OLLB conversion etc)
• Work on special projects or enterprise initiatives as deemed appropriate by Leader
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.
Qualifications
Education:
• Business degree or equivalent + 5 to 8 years sales experience
Knowledge:
• Demonstrated history of successful business development, including ability to network in external markets
• Demonstrated knowledge of relevant industry verticals and market’s competitive environment
• Experience in contact negotiations with both clients and legal counsel
• Experience drafting responses to complex RFPs
• Experience with Sales Strategy and Sales referral process development
Skills
• Risk Management - In-depth
• Sales and Service Management –In-depth
• Relationship Management - In-depth
• Change Leadership - Working
• Conflict Management & Resolution –In-depth
• Resource Planning – Working
• Business Acumen – In-depth
• Financial and Working Capital Understanding – In-depth
• Strategic Thinking – Working
• Negotiation – In-depth
• Problem Solving –In-depth
• US Payment Landscape – In-depth
• Treasury Management Understanding – In-depth (for Treasury Management Directors)
• Corporate Cards Understanding – In-depth working knowledge (for Corporate Card Directors)
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.
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.