BMO Financial Group Senior Account Manager, Automotive Finance Full Time in Montréal, QC

BMO Financial Group

Branch Montréal QC CA

Senior Account Manager, Automotive Finance
Montréal, QC

Develop, implement, review and revise short (3 – 12 months) and long term (1 – 2 year) rolling sales strategies and tactical plans, focusing on identifying…

This role will apply effective and professional consultative sales and business development principles, practices and techniques to ensure the identification, negotiation, structuring and provision of the initial underwriting for unique, complex business transactions, ensuring credit decisions and recommendations in accordance with sound credit-granting principles and ensuring compliance with internal and external requirements and regulations. The Director, Automotive Finance will ensure that complementary opportunities for other Corporate Finance Division and BMO partners are presented working collaboratively with a deal team of our other capabilities.

Key Accountabilities

Business Delivery and Operational Effectiveness:
Develop, implement, review and revise short (3 – 12 months) and long term (1 – 2 year) rolling sales strategies and tactical plans, focusing on identifying profitable new and existing Automotive clients to grow the Automotive portfolio.

Act as subject matter expert providing market, industry and pipeline information to contribute to the Automotive planning process, as appropriate.

Apply relationship selling and relationship expansion strategy and performance to current and potential Automotive clients, ensuring comprehensive, holistic financial solutions.

Accompany and support the Vice-President, Automotive Finance as required, with client interactions (joint calls) and relationship building.

Understand and adhere to credit granting policies relative to quality and verification of information, analysis, profitability and credit recommendations, executing sale of credit/non-credit products and services to Automotive clients and prospects as defined.

Network with District VP and CBAM and keep advised of ongoing activities and impacts on their District plans & results to ensure that opportunities are identified and actioned

Plan, implement and maintain an effective business development and community involvement strategy to expand and protect share of profitable automotive clients, utilizing an extensive network of referral resources.

Sales and Service

Complete proactive, focused, profitable sales of Corporate Finance Division products and services, based on referrals/prospects, and knowledge of the regional and North American corporate marketplace to improve share of wallet and market share.

For new prospects, review and analyze financial statements, cash flow and working capital position, business plans, goals and objectives etc. developing suggestions and alternatives that meet or exceed the client’s objectives. Prepare proposals, undertake negotiations with prospects, and complete internal negotiations relative to the sale of automotive products and services.

Be highly visible in the marketplace to proactively develop an internal and external network of referral sources that effectively generate prospects for new business to maintain a consistent pipeline of prospective Automotive clients for future execution.

Lead the Deal Team, as appropriate, throughout the prospect proposal phase facilitating the development of effective working relationships between the client, and appropriate CFD personnel.

Apply resourceful business development and relationship management skills, and sales/service principles, practices and techniques, to support the achievement of target level revenues through sales of the full suite of customized commercial products and services.

Leverage technology and profitability tools to identify & refer sales opportunities, ensuring optimal effectiveness in the profitable delivery of automotive products and services


Develop, implement, review and revise a 1 – 2 year Sales and Territory Development Plan, having appropriate involvement with Deal Teams for existing clients and key prospects, focusing on identifying Automotive, corporate finance banking needs and opportunities which will result in meeting or exceeding revenue and service targets.

Work with the aligned District teams and appropriate partners to contribute to the Corporate Finance & District planning processes, as needed.

Develop and co-ordinate individual relationship planning, implementation and review activities with key BMO Partner Groups (All Corporate Finance LOBs, Commercial Banking, IBG, PCG, etc.) identifying opportunities to ensure client’s needs and expectations are profitably met and/or exceeded. Outline to the SAM and VP in the Relationship Development Plan, any significant risk or untoward factors that could impair the ongoing success of the client from information garnered in relationship and business generation activities.

Analyze pipelines and sales plans on an ongoing basis to identify opportunities and changes in the aligned portfolio and competitive regional Automotive market environment; develop an action plan and liaise with Vice President, Automotive Finance on any changes that may impact the Business Plan.

Risk Management

Protect the Bank’s assets and maintain quality of portfolio by adhering to Commercial lending processes, policies & procedures, legal and ethical requirements and regulations, audit requirements, and established risk guidelines. Ensure all business is in conformity with Bank Policies and other guidelines

Follow processes that ensure accurate comprehensive investigation; analysis and due diligence is conducted in the documentation of acceptable transactions sourced for adjudication under the Commercial Lending Process.

Manage risk and minimize losses through monitoring and control reports, ensuring compliance requirements, audits, and verifications are completed in accordance with Bank Policies & Procedures and all legal, regulatory and ethical requirements

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.

Exercise individually held Commercial unilateral discretionary limits, as well as any held prescribed approval discretionary limits (i.e.: overdrafts, credit applications), ensuring credit decisions and recommendations are in accordance with sound credit-granting principles and in compliance with the Bank’s policies and related procedures (e.g. Lending Directives, Commercial Lending Policy, etc.); completing analysis; confirming security valuations; completing and approving credit applications for authorizations under Commercial Lending Policy

Initiate engagement of appropriate CFD partners and Credit early in the process when significant deteriorating trends are evident, working with them to engage other BMO specialty roles &/or SAMU, as appropriate to ensure Bank assets are adequately protected.

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


Candidate Profile

Minimum of a Bachelors degree, with a strong preference for candidates with a Masters degree and/or relevant professional designations (CFA, CA, CMA, etc)

Working experience in the Automotive Finance industry would be an asset, but not required.

Credit Qualified with Commercial Limits

Credit Adjudication Experience

C-400 or equivalent job experience

In-depth understanding of Automotive Products, Commercial Lending Process, Commercial Lending Directive, supporting processes and technology

Outstanding leadership and change management capabilities

Consultative mindset

Excellent Sales and Service Management skills

In-depth financial and business acumen

Expert influencing skills

Exceptional Resource and Business Planning skills

Outstanding risk management skills

Strategic mindset

Excellent networking and relationship management skills

Superior negotiating skills

Thorough knowledge of business valuations

Bilingualism (French/English)

At our company, we have been helping our customers and communities for over 195 years. Working with us means being part of a team of talented and passionate individuals with a shared focus on working together to deliver great customer experiences. We stand behind your success with the support you need to turn your potential into performance.

To find out more visit our website at



BMO Financial Group is committed to an inclusive, equitable and accessible workplace. By embracing diversity, we gain strength through our people and our perspectives.


Commercial Banking

Primary Location



Cdn Corporate Finance Div-X000025



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Employment Type: Full Time
Location: Montreal, QC, CA
Posted on: 2015-05-23
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