Mass Affluent Client Manager
Proactively builds and manages an assigned portfolio of mass affluent clients across multiple branch locations. Acts as the primary client contact to uncover financial needs and provide meaningful solutions in compliance with regulatory and compliance policies. Works collaboratively within the market, BMO partners, and the community to build relationships and deliver the desired customer experience.
Uses a consultative sales process to develop strong customer relationships; acts as client's trusted advisor and primary point of contact.
Proactively works with assigned customer portfolio to uncover needs, provide solutions, and identify additional sales opportunities.
Makes key recommendations on products, pricing, and services; links customer to business partner experts based on key financial decisions.
Achieves results and meets sales targets by acquiring new assets from existing client portfolio and new client acquisition.
Proactively works with branch business partners to identify existing customers that meet the target profile and create a calling plan.
Review credit applications to ensure sound credit granting principles; recommends remedies to maintain acceptable asset and credit quality.
Executes quality customer review meetings for retention and relationship expansion purposes.
Actively participates in the community to identify prospects through relationship building efforts and identify centers of influence (e.g. law and accounting firms) and two-way referral relationships.
Provides individual and group training in order to mentor and coach branch personnel to enhance their knowledge and skills around the mass affluent client.
Educates clients about available digital options for conducting banking transactions and provides guidance in the use of digital and self-serve technologies.
Liaises between clients and various departments across the organization to provide product support as well as diagnose and solve problems within given rules.
Follows security and safeguarding procedures and applies due diligence in accordance with Bank's policies and ethical standards for the prevention of loss due to fraud, robbery, counterfeiting, money laundering, or defalcation.
Maintains the confidentiality of customer and Bank information in compliance with Bank policies and procedures.
Identifies risks and takes appropriate actions, including all documentation and other regulatory requirements to maintain operational integrity.
Monitors individual exception reports and takes action to remove exceptions.
Supports the execution of strategic initiatives in collaboration with internal and external stakeholders.
Executes work to deliver timely, accurate, and efficient service.
Focus is primarily on business/group within BMO; may have broader, enterprise-wide focus.
Exercises judgment to identify, diagnose, and solve problems within given rules.
Works independently on a range of complex tasks, which may include unique situations.
Broader work or accountabilities may be assigned as needed.
Take measured risks while protecting the bank by applying our Risk Management Framework in the execution of your role, in line with our Risk Culture and within our approved Risk Appetite, making sound and risk informed decisions that align to business strategy, protect assets, and adhere to applicable policy documents (Frameworks, Policies, Standards, Procedures and Supporting documents), laws and regulations.
Qualifications:
Typically between 4 - 6 years of relevant experience; post-secondary degree in related field of study preferred, not required.
Proven experience in a financial services organization demonstrating knowledge of banking products, associated services, pricing strategies, and profitability management.
SIE Exam, Series 6, 63, 65, state Life and Health insurance licenses required; Series 7, and 66 licenses preferred.
If licenses are not currently held, they are required within 120 days of the role start date.
Advanced understanding of deposit, loan (including mortgage) and banking products and practices, cash flow analysis, lending process and directives, credit risk policies and standards, supporting processes, applicable legal and regulatory requirements, and Bank policies.
Excellent understanding of brokerage and insurance products.
Excellent knowledge of business services, including retirement plans, business banking solutions, insurance, and succession planning required.
Excellent understanding of personal trust and investment management required.
In-depth knowledge of client portfolio management.
Technical proficiency gained through education and/or business experience.
Verbal & written communication skills - In-depth.
Collaboration & team skills - In-depth.
Analytical and problem solving skills - In-depth.
Influence skills - In-depth.
Data driven decision making - In-depth.
Salary: $51,800.00 - $95,900.00
Pay Type: Salaried
The above represents BMO Financial Group's pay range and type. Salaries will vary based on factors such as location, skills, experience, education, and qualifications for the role, and may include a commission structure. Salaries for part-time roles will be pro-rated based on number of hours regularly worked. For commission roles, the salary listed above represents BMO Financial Group's expected target for the first year in this position.
BMO Financial Group's total compensation package will vary based on the pay type of the position and may include performance-based incentives, discretionary bonuses, as well as other perks and rewards. BMO also offers health insurance, tuition reimbursement, accident and life insurance, and retirement savings plans. To view more details of our benefits, please visit: https://jobs.bmo.com/global/en/Total-Rewards
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