Small Banking Business Officer – Harris Bank recruitment

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At our company, we have been helping our customers and communities for over 125 years. In July 2011, our parent company BMO Financial Group acquired Marshall Ilsley Corporation (MI). Over the next year, we will be working to bring the best of Harris and MI together under the BMO Harris Bank name.  Working with us means being part of a team of talented, 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.

BMO Harris Bank is committed to an inclusive, equitable and accessible workplace. We are an Equal Opportunity Employer. By embracing diversity, we gain strength through our people and our perspectives.

MANDATE

The Small Business Banking Officer is responsible for delivering small business revenue opportuntities through relationship development, within an assigned region, in existing Harris Bank retail, business, and wealth customers and through new prospect relationship creation opportunities in targeted industries, markets and clients with $1mm - $5mm in sales. The Small Business Banking Officer will spend 60% of time dedicated to mining opportunities in existing portfolio and 40% of time pursuing referral opportunities (new business development) and will carry an average portfolio of 200-300 customers and meet or exceed expected sales goals.  The Small Business Banking Officer is accountable for delivering on Harris' Customer Experience by providing exceptional financial assessment and matching of Harris products to customer needs which requires a broad understanding of portfolio of product and service offerings.  The SBBO will deliver results through partnership with credit support and underwriting groups, referrrals in from retail, business and wealth banking sales teams and through appropriate referrals or cross sell opportunities with other business partners when broader or more complex financial needs are required.  The incumbent will make credit recommendations in accordance with sound credit-granting principles and in compliance with Bank Policy and procedures.

Loans:  The Small Business Banking Officer will have authority to source loans ranging from $100K - $250K ulitizing standard products and will have authority to book loans ranging from $250K - $1MM utilizing standardized product guidelines.  

Deposits:  The Small Business Banking Officer will focus and deliver customer relationships with deposit account sized between $25K and $500M.

Cash Management:  The Small Business Banking Officer will be responsible for articulating the Cash Management offerings available to customers via the new Online Offering (available late 2010).  All other more complex Cash Management products will be referred to Business Banking.

KEY  ACCOUNTABILITY

60 %   Relationship Management and Development
   -  Provides exceptional customer experience by mining deeper relationship opportunities within existing portfolio or referrals from business partners in Retail, Small Business or Wealth customers (60% of sales focus)
   -  Creates new customer relationships through referrals or prospecting to provide new household and revenue opportunities (40% of sales focus)
   -  Develops and follow sales calling plan to ensure sales activities are in place to deliver or exceed required sales goals as outlined in current sales plan (updated at least annually)
   -   Identifies cross sell and referral opportunities to provide customers with full suite of products to meet financial services needs for personal, business and wealth management.  Meet or exceed referral or collaboration goals as outlined in current objectives (updated at least annually)
    -  Maintains thorough product and service knowledge on credit products, cash management and other product offerings  to provide advisory support and guidance to prospects and customers
   -  Develops and maintains deep market, industry and region knowledge to support the development of client relationships and needs.
   -  Maintains active support and leadership in communities and regions supported in representing Harris Bank to communities served and to develop networking and referral opportunities
   -  Provides thorough service and product support for all credit product sales including required compliance, regulatory and underwriting and loan policy documentation completion and follow up; coordination with all loan closing and customer requirements
   - Provides thorough service and product support for appropriate cash management or non credit product sales including standard deposit products and on line cash management products or referrals to business banker or wealth banking partners as required
   -  Maintains all required tracking and reporting of all sales and customer activity.  Prepares regular sales updates for Sales Manager and Regional leadership team supported.  Actively participate in all sales and regional team / management meetings as required.  
 
20%  Delivery of Exceptional Customer Experience
    -  Provides exceptional advisory support and financial guidance to customers.  Completes thorough and effective customer needs assessment reviews to match services and products to help customers reach financial objectives.  Meets or exceeds all customer experience measures as outlined in sales plan/annual objectives (including needs assessment effectiveness score and Net Promoter Score).   
   -  Provides seamless integration and hand-off to business support partners in Business Loan Center (BLC) to provide appropriate underwriting and on-going portfolio management for all customers with credit products
    -  Provides customers with sales and service support through introduction and integration to call center and support channels to ensure customers have access to appropriate contacts for on-going sales and service needs.
    -  Partners with Retail district, region and bank management and sales teams to ensure alignment and coordination on all sales and customer campaigns to ensure highest performance results achieved.  

 10%  Credit and Financial Analysis
    -  Maintains all required credit skills and training to meet credit qualification status
    -   Analyzes financial and related data to determine needs of customer for proper structuring of Bank's products and services to ensure match to standard product offerings and/or to ensure appropriate documentation for required SBLC hand off for assessment and underwriting decisioning for (standard) custom small business products
     - Sources and assists in the application process of loans within established parameters
     -  Evaluates structures loan requests according to standard products and custom in a box
     -  Negotiates terms under which credit/cash management services will be extended (costs, repayment, collateral to ensure within corporate guidelines.
     -  Provides engagement and effective partnership with Retail Credit Support Team when required to ensure appropriate credit analysis and documentation for any non-standard or credit exception request.

10%  Risk Management and Compliance
     -  Knowledge of all of BMO / Harris policies and procedures
     -  Meets and maintains all Credit training and qualification guidelines / Follow all Credit and Risk Management policies and directives
     -  Acst in full compliance with Bank policy and external regulations to protect Bank's assets
     -  Applies sound risk management principles and guidelines
     -  Shares joint accountability with Portfolio Management to monitor loan repayment activities and take necessary action to collect from past due accounts as required.   

Other:

AUTHORITIES  

o Focus will be on Customers/Prospects with Sales between $1MM - $5MM.
o Loans sourced be between $100K - $1M using standard products and custom in box guidelines
o Focus on Deposit Accounts between $25K
Loans: The Small Business Banking Officer will have authority to source loans ranging from $100K - $250K utilizing standard products and will have authority to book loans ranging from $25K - $500K utilizing standardized product guidelines.
Deposits: The Small Business Banking Officer will focus and deliver customer relationships with deposit account sized between $25K and $500M.
Cash Management: The Small Business Banking Officer will be responsible for articulating the Cash Management offerings available to customers via the new Online Offering.  All other more complex Cash Management products will be referred to Business Banking.

SCOPE AND IMPACT

This role is assigned to a particular region/market.   Sales goals and expectations will be set and communicated annually and updated as required.  Goals will include:
o Target number of complete appointments/week (60% existing customer calls and 40% prospect calls.  
o Target number of acquired new relationships (business, retail, wealth) per month.
o Targeted Sales Revenue generation
o Targeted Small Business campaign results
o Targeted One Harris / collaboration sales goals
o Targeted customer satisfaction / NPS results
o Targeted On Line Banking penetration results
o Target Communication and Collaboration requirements such as Responsible for reporting results to direct manager and also to Regional President on a weekly basis.

CROSS-FUNCTIONAL RELATIONSHIPS

Internal Relationships

- Retail Leadership Team -  Partner with assigned regional leadership teams (RP's, Bank Manager and Sales Teams) to provide small business expertise and market support.  Participate on all sales and leadership team meetings.   Provide RP leaders with regular updates and sales activities / performance result summaries.  

- LOB Partner Teams (Business Banking/ Cash Management / Wealth Sales Team partners)  - Develop strong internal partnerships to ensure referral and customer support opportunities to deliver 'whole bank' to meet customer needs and provide maximum revenure opportunties and to build pipeline for referral opportunites in small business  

Other Retail Partner Teams - Develop relationships and integration support with call channel partners, retail credit support partners, help desk partners and Business Loan Center underwriters, portfolio managers and team leaders to ensure exceptional customer support and responsiveness to service and on-going product support needs.   

External Relationships -
- Business customers and prospects
- Market / Region Business and Community Groups
- Civic leaders

KNOWLEDGE AND SKILLS

This position requires Credit Qualification. The incumbent must possess a Working level of Credit knowledge and skills and a Working level of Portfolio Management knowledge and skills according to the standards established within the Credit Qualification Process Policies Procedures.
 
o Bachelor's Degree
o 3-5 years experience in negotiating and structuring commercial loans
o Extensive knowledge of retail banking and product offerings
    Working level knowledge of Bank Policy and procedures
     Working level financial accounting and credit analysis skills
o Working level knowledge of Debt service is critical
o Demonstrated community involvement  
o Demonstrated strong interpersonal and communication skills (verbal, written and presentation)
o Ability, at least at a working level, to assess customer needs, matching the request with the appropriate product
o Skilled at effective customer conversations and deepening relationships.

BMO Harris Bank thanks all applicants. We advise only those who qualify for an interview will be contacted.