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Regional Market Leader

BMO Financial Group

This is a Contract position in Toronto, ON posted December 24, 2021.


100 King Street West

Job Family Group:

Commercial Sales & Service

Regional Market Leaders are deployed within certain industry verticals to augment Line of business activities for better industry penetration.  The Regional Market Leader (RML) is a senior professional with a mandate to develop regional sales strategies to help achieve the business objectives and targets of the specific vertical for which they are responsible RML’s are expected to leverage their deep understanding of the market, client needs, and business growth opportunities to contribute to regional sales strategies for their specific industry vertical.

While the greatest responsibility of the RML is to generate new and profitable business for the Bank in a specific industry segment, they are also accountable for defining the desired customer experience within their region, with input into elements such as product, price, promotion, positioning, process – appropriate for their regional market. The role is responsible for aligning the Bank’s value proposition to the industry segment to which the RML has been aligned.

In addition to specific individual volume targets, the RML will also be measured on the performance of the overall vertical within their specific region.  The RML is accountable for the identification of prospective clients, maintaining centres of influence & networks across his/her assigned market segment, and for developing cross enterprise sales referral processes.

The RML is to work collaboratively with the Relationship Manager (RM) to seamlessly transfer new customer relationships, with the supporting Customer Action Plan, to the RM for future revenue generation, in accordance with bank standards and policies and will support retention efforts for this set of customers where warranted. The RML will address the customer’s business needs with an emphasis on providing holistic banking solutions. This entails identifying and selling appropriate solutions across: Financing, Deposit, Cash Management (Payment and Collections) solutions as well as the referral of complex sales of financing, cash management and Personal product needs to the appropriate partner.

The role is highly specialized in product knowledge, industry and customer insights, and general subject matter. The scope of support expected from the RML (on providing technical knowledge and sales support) extends to Personal Banking, Wealth Management, Trust company clients, Capital Markets.  As such, this role is considered the official industry segment leader for the entire region and is required to publicly represent the Bank on various committees, in the media, network for profitable customer relationships, and participate in community activities as appropriate. This includes the management and coordination of requests for external communications including promotions and representation/ participation at various industry conferences and symposia. 


Business Development

  • Achieve sales targets for the specific industry segment assigned 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. 
  • Assist Core commercial leaders with the review of complex requests for proposals (RFPs) or joint pitches with partners (Wealth Management, Capital Markets, The Trust Company, Personal Banking)
  • 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, 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.

Sales Strategy & Effectiveness

  • Accountable for development of the regional market segment sales strategy based on a deep understanding of the market, specialized product knowledge, client needs and business growth opportunities.
  • Utilize financial analysis skills in analyzing available financial information on prospects to ensure both creditworthiness and adequate size potential of prospect opportunities.
  • Develop cross-enterprise sales referral processes within for existing BMO relationships to maximize share of wallet, increase revenue, and acquire new clients.
  • Develop product presentations, resources, and support tools for Regional Teams to improve knowledge of the specific industry segment and generate new client leads for cross-sell.
  • Assist  the line of business at time by researching prospective clients in advance of meetings and help shape the sales presentation based on an understanding of the potential client needs.
  • Act as Subject Matter Expert for their industry vertical for all BMO banking groups (Personal Banking, Commercial, Capital Markets, Wealth Management, the Trust Company)
  • Participate on sales opportunities within the existing client base in partnership with Regional Team representatives as required in high risk or highly competitive situations
  • Partner with Headquarters team 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.
  • Work with the Regional Team Leads and Commercial sales teams on product & pricing parameters in order to successfully negotiate final terms with clients.
  • Facilitate communication and successful engagement with partners to smooth transition for new or expanded client relationships.


  • 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 volume and revenue thresholds.
  • Review and monitor the assigned industry segment banking volume and revenue against plan, identify gaps, and share best practices with Regional Team Leads and Commercial sales teams
  • Maintain expert knowledge of Bank’s Industry Programs and practices aligned to the respective segment and technology platforms to ensure effective delivery of complex solutions that satisfy clients’ needs.
  • Stay abreast of changes in the market to effectively respond to client questions and needs, differentiating BMO from its competition.
  • Represent the bank on various committees, network for profitable customer relationships, and participate in community activities as appropriate
  • Attend Marketing Meetings for industry-related activities as the formal regional leader representing the district or division (Conference participation and attendance, client seminars etc.)

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;

We’re here to help

At BMO we are driven by a shared Purpose: Boldly Grow the Good in business and life. It calls on us to create lasting, positive change for our customers, our communities and our people. By working together, innovating and pushing boundaries, we transform lives and businesses, and power economic growth around the world.

As a member of the BMO 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

BMO 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. Accommodations are available on request for candidates taking part in all aspects of the selection process. To request accommodation, please contact your recruiter.