Regional Market Leader, Real Estate Finance

  • Company:
    BMO Harris Bank
  • Location:
  • Salary:
    negotiable / monthly
  • Job type:
    Full-Time
  • Posted:
    4 weeks ago
  • Category:
    Real Estate

“Know the people … know the work … continuously improve both.” Accountable to develop and execute a 1-2 year plan to lead a team of Account Managers – Real Estate Finance to maximize the share of wallet and retention of existing real estate projects and commercial mortgage clients as well as the acquisition of new real estate clients across various markets related to real estate lending. This role will continuously assess and improve the fit-to-role and the skilled knowledge of subordinates to deliver on the desired client experience, top tier performance in the local market and provide effective management of risk and compliance. The Regional Market Leader – Real Estate Finance (RML) will continuously assess and improve the work processes for sales and service management, portfolio management and risk management and compliance within prescribed limits to maximize the effectiveness and efficiency of all subordinates. This role will monitor and assess risk across the area or region and escalate issues to the Vice President Real Estate as appropriate and will develop and maintain an extensive network in the community to enhance the visibility of BMO Bank of Montreal and build a strong referral base for new potential real estate business. The Regional Market Leader – Real Estate Finance will effectively execute managerial and cross functional accountabilities and authorities ensuring prescribed processes are adhered to. The RML will be responsible for supporting the Commercial RVP and VP and DREAMs for locally managed real estate transactions and relationships within established pre-clearance and lending policy guidelines. The RML will be responsible for optimizing cross-referral product sale opportunities with other CFD lines of business, BMO Capital Markets Real Estate and other product groups across the BMO enterprise to maximize customer share of wallet. ACCOUNTABILITIES Sales and Service Management Set direction, assess and continually improve sales and service skilled knowledge and behaviors of subordinates following the approved sales and service management process, reviewing subordinates’ pipelines and client plans providing coaching, guidance and suggestions for improvement to maximize the effectiveness of sales and portfolio management activities Monitor results and key effectiveness measures (e.g. sales targets, portfolio targets, referral targets) to develop and execute development plans for each subordinate, identifying ongoing performance issues and taking appropriate actions Coordinate the implementation of national or regional sales and service initiatives, providing timely information and training to subordinates to ensure sales and marketing activities are effectively completed and initiatives achieved the desired outcomes Leverage BMO and 3 rd Party partners using approved processes to support the delivery of the desired client experience, taking immediate actions on escalated issues where processes and/or performance are not delivering as required Sales and Service Work with Sales & Service Division to achieve Real Estate Finance business objectives utilizing joint sales calls with Commercial Account Managers to ensure all opportunities are identified and effectively actioned Develop, maintain and effectively leverage a strong and diverse personal referral network to generate new business opportunities. Represent BMO Bank of Montreal in the real estate community and continually leverage opportunities, and network for profitable client relationships. Establish and foster a positive relationship with members of the local real estate boards, associations and professionals linked to the industry to ensure that BMOFG is seen as having significant presence in this market. Exercise discretionary limits to approve quality deals that exceed subordinate’s discretionary limits. Liaise with Credit Department as appropriate to ensure clients requirements are met while minimizing risk to Bank funds. Provide direct sales support to subordinates by participating in negotiations and structuring of complex credit deals Network with Commercial RVP and VP to keep advised of ongoing activities and impacts on their District plans & results Risk Management and Compliance Set direction for operational effectiveness/risk management and compliance practices and continually reinforce the need to understand and manage risk Keep up to date on changes to products, processes, P&P, Lending Directives and technologies to ensure appropriate context is set for significant changes to subordinates. Monitor the effectiveness of operational controls in place, identify deficiencies, initiate appropriate corrective actions to ensure controls are adequate and escalating issues as required. Maintain evidence of monitoring activities for audit purposes. Develop, manage and maintain effective processes to ensure subordinates adhere to risk and compliance requirements as per P & P, circulars, National Standards, and other relevant communications Develop, manage and maintain effective processes to ensure subordinates are aware of appropriate actions to be taken in emergency situations by communicating procedures and having plans in place for various possible emergencies 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 Credit Risk Management Maintain the overall quality of real estate loan portfolio and the area’s Corporate Finance loan portfolio, ensuring the standards set out in Corporate Policies and Commercial Lending Directives are met Exercise discretionary lending limits to approve quality deals that exceed subordinate’s discretionary limits. Manage personal lending risk and minimize losses by ensuring that subordinate’s credit submissions are in conformity with Bank Policies and Procedures Ensure effective control, monitoring and reporting procedures are in place relative to subordinates with respect to credit facilities, maintenance and custody of collateral security, and maintenance of control over Discretionary limits. 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 regulatory, legal and ethical requirements. Resolve issues raised through audits or quality checks, understanding root causes to ensur that individual lending decisions are properly made, adequately documented and clearly communicated developing coaching and development plans to address skilled knowledge gaps as required. Develop and maintain a strong relationship with Credit to solicit input on portfolio quality and support the development of 1:1 coaching as required Monitor subordinates’ adherence to procedures with respect to credit facilities, maintenance and custody of security, and maintenance of control over discretionary limits 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 Expense Management : Manage and monitor control-able non-interest expenses and revenue reversals to maximize productivity and revenue generation Planning Develop, implement, review and revise a 1-2 year work plan including: vision, mission, values, strategic positioning, operational and resource plans. The work plan should take into account variations regarding strategy and plan for CFD Real Estate Finance. Establish goals, plans and assignments for each subordinate to provide consistent processes are presented and workflows are seamless. Investigates, recommends &/or implements changes to systems, procedures, products and/or people to maximize efficiencies and consistent workflows Review progress to plans/strategy, and develop, communicate, delegate and actively participate in the implementation of actions necessary to correct internal and external issues. Escalate significant issues to the V. P. Real Estate Finance. Determine and deploy equipment, processes and human resources, and optimize the allocation of resources within each regional operations unit. Develop, implement and review a plan to complete all assigned tasks in a timely manner to acceptable quality standards and in accordance with bank guidelines. Ensure utilization and execution of the Relationship Development Planning process Managerial Leadership Set appropriate context and establish prescribed limits for subordinates, including setting an effective framework of policies and procedures for the work in the group. Establish a two-way working relationship with subordinates to solicit their views on the working environment, potential changes affecting their work, continuous improvement opportunities, and revisions to the workflow processes as appropriate. Build, and sustain a team of subordinates who are capable of delivering the performance required for optimum effectiveness, workflow consistency and targeted regulatory and financial corporate governance within the Corporate Finance area. This includes coaching, mentoring, regular assessments and the creation and implementation of training and development plans. Establish and optimize regional team integration by articulating the linkages between the accountabilities and authorities of different roles across the group and by establishing the context in which they will work collaboratively with one another. Apply the Bank’s performance management system to subordinates, including establishing goals and objectives, assessing skilled knowledge gaps, allocating resources to achieve objectives and close gaps, assessing personal effectiveness, and reviewing and recommending base and variable pay. Ensure the effective implementation of National Corporate Finance initiatives/programs and/or process changes through clear communication and appropriate context setting. Develop and execute the development plans for individuals, identifying ongoing performance issues and take appropriate actions. Assess effectiveness of development plans and make adjustments as appropriate “Know the people … know the work … continuously improve both.” Accountable to develop and execute a 1-2 year plan to lead a team of Account Managers – Real Estate Finance to maximize the share of wallet and retention of existing real estate projects and commercial mortgage clients as well as the acquisition of new real estate clients across various markets related to real estate lending. This role will continuously assess and improve the fit-to-role and the skilled knowledge of subordinates to deliver on the desired client experience, top tier performance in the local market and provide effective management of risk and compliance. The Regional Market Leader – Real Estate Finance (RML) will continuously assess and improve the work processes for sales and service management, portfolio management and risk management and compliance within prescribed limits to maximize the effectiveness and efficiency of all subordinates. This role will monitor and assess risk across the area or region and escalate issues to the Vice President Real Estate as appropriate and will develop and maintain an extensive network in the community to enhance the visibility of BMO Bank of Montreal and build a strong referral base for new potential real estate business. The Regional Market Leader – Real Estate Finance will effectively execute managerial and cross functional accountabilities and authorities ensuring prescribed processes are adhered to. The RML will be responsible for supporting the Commercial RVP and VP and DREAMs for locally managed real estate transactions and relationships within established pre-clearance and lending policy guidelines. The RML will be responsible for optimizing cross-referral product sale opportunities with other CFD lines of business, BMO Capital Markets Real Estate and other product groups across the BMO enterprise to maximize customer share of wallet. ACCOUNTABILITIES Sales and Service Management Set direction, assess and continually improve sales and service skilled knowledge and behaviors of subordinates following the approved sales and service management process, reviewing subordinates’ pipelines and client plans providing coaching, guidance and suggestions for improvement to maximize the effectiveness of sales and portfolio management activities Monitor results and key effectiveness measures (e.g. sales targets, portfolio targets, referral targets) to develop and execute development plans for each subordinate, identifying ongoing performance issues and taking appropriate actions Coordinate the implementation of national or regional sales and service initiatives, providing timely information and training to subordinates to ensure sales and marketing activities are effectively completed and initiatives achieved the desired outcomes Leverage BMO and 3 rd Party partners using approved processes to support the delivery of the desired client experience, taking immediate actions on escalated issues where processes and/or performance are not delivering as required Sales and Service Work with Sales & Service Division to achieve Real Estate Finance business objectives utilizing joint sales calls with Commercial Account Managers to ensure all opportunities are identified and effectively actioned Develop, maintain and effectively leverage a strong and diverse personal referral network to generate new business opportunities. Represent BMO Bank of Montreal in the real estate community and continually leverage opportunities, and network for profitable client relationships. Establish and foster a positive relationship with members of the local real estate boards, associations and professionals linked to the industry to ensure that BMOFG is seen as having significant presence in this market. Exercise discretionary limits to approve quality deals that exceed subordinate’s discretionary limits. Liaise with Credit Department as appropriate to ensure clients requirements are met while minimizing risk to Bank funds. Provide direct sales support to subordinates by participating in negotiations and structuring of complex credit deals Network with Commercial RVP and VP to keep advised of ongoing activities and impacts on their District plans & results Risk Management and Compliance Set direction for operational effectiveness/risk management and compliance practices and continually reinforce the need to understand and manage risk Keep up to date on changes to products, processes, P&P, Lending Directives and technologies to ensure appropriate context is set for significant changes to subordinates. Monitor the effectiveness of operational controls in place, identify deficiencies, initiate appropriate corrective actions to ensure controls are adequate and escalating issues as required. Maintain evidence of monitoring activities for audit purposes. Develop, manage and maintain effective processes to ensure subordinates adhere to risk and compliance requirements as per P & P, circulars, National Standards, and other relevant communications Develop, manage and maintain effective processes to ensure subordinates are aware of appropriate actions to be taken in emergency situations by communicating procedures and having plans in place for various possible emergencies 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 Credit Risk Management Maintain the overall quality of real estate loan portfolio and the area’s Corporate Finance loan portfolio, ensuring the standards set out in Corporate Policies and Commercial Lending Directives are met Exercise discretionary lending limits to approve quality deals that exceed subordinate’s discretionary limits. Manage personal lending risk and minimize losses by ensuring that subordinate’s credit submissions are in conformity with Bank Policies and Procedures Ensure effective control, monitoring and reporting procedures are in place relative to subordinates with respect to credit facilities, maintenance and custody of collateral security, and maintenance of control over Discretionary limits. 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 regulatory, legal and ethical requirements. Resolve issues raised through audits or quality checks, understanding root causes to ensur that individual lending decisions are properly made, adequately documented and clearly communicated developing coaching and development plans to address skilled knowledge gaps as required. Develop and maintain a strong relationship with Credit to solicit input on portfolio quality and support the development of 1:1 coaching as required Monitor subordinates’ adherence to procedures with respect to credit facilities, maintenance and custody of security, and maintenance of control over discretionary limits 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 Expense Management : Manage and monitor control-able non-interest expenses and revenue reversals to maximize productivity and revenue generation Planning Develop, implement, review and revise a 1-2 year work plan including: vision, mission, values, strategic positioning, operational and resource plans. The work plan should take into account variations regarding strategy and plan for CFD Real Estate Finance. Establish goals, plans and assignments for each subordinate to provide consistent processes are presented and workflows are seamless. Investigates, recommends &/or implements changes to systems, procedures, products and/or people to maximize efficiencies and consistent workflows Review progress to plans/strategy, and develop, communicate, delegate and actively participate in the implementation of actions necessary to correct internal and external issues. Escalate significant issues to the V. P. Real Estate Finance. Determine and deploy equipment, processes and human resources, and optimize the allocation of resources within each regional operations unit. Develop, implement and review a plan to complete all assigned tasks in a timely manner to acceptable quality standards and in accordance with bank guidelines. Ensure utilization and execution of the Relationship Development Planning process Managerial Leadership Set appropriate context and establish prescribed limits for subordinates, including setting an effective framework of policies and procedures for the work in the group. Establish a two-way working relationship with subordinates to solicit their views on the working environment, potential changes affecting their work, continuous improvement opportunities, and revisions to the workflow processes as appropriate. Build, and sustain a team of subordinates who are capable of delivering the performance required for optimum effectiveness, workflow consistency and targeted regulatory and financial corporate governance within the Corporate Finance area. This includes coaching, mentoring, regular assessments and the creation and implementation of training and development plans. Establish and optimize regional team integration by articulating the linkages between the accountabilities and authorities of different roles across the group and by establishing the context in which they will work collaboratively with one another. Apply the Bank’s performance management system to subordinates, including establishing goals and objectives, assessing skilled knowledge gaps, allocating resources to achieve objectives and close gaps, assessing personal effectiveness, and reviewing and recommending base and variable pay. Ensure the effective implementation of National Corporate Finance initiatives/programs and/or process changes through clear communication and appropriate context setting. Develop and execute the development plans for individuals, identifying ongoing performance issues and take appropriate actions. Assess effectiveness of development plans and make adjustments as appropriate Skilled Knowledge Managerial leadership Risk Management Sales and Service Management Change Leadership Conflict Management Resource Planning Business Acumen Business Validation Financial Understanding Strategic Thinking Networking Negotiation Environmental Understanding Role Requirements: Credit Qualified with Commercial Limits C-400 or equivalent job experience Commercial Credit Adjudication Experience We’re here to help At BMO we have a shared purpose; we put the customer at the centre 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 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 networkbuilding opportunities, we’ll help you gain valuable experience, and broaden your skillset. To find out more visit us at https://bmocareers.com. 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. #LI-VD1 Skilled Knowledge Managerial leadership Risk Management Sales and Service Management Change Leadership Conflict Management Resource Planning Business Acumen Business Validation Financial Understanding Strategic Thinking Networking Negotiation Environmental Understanding Role Requirements: Credit Qualified with Commercial Limits C-400 or equivalent job experience Commercial Credit Adjudication Experience We’re here to help At BMO we have a shared purpose; we put the customer at the centre 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 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 networkbuilding opportunities, we’ll help you gain valuable experience, and broaden your skillset. To find out more visit us at https://bmocareers.com. 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. #LI-VD1 Commercial BankingCommercial BankingCanada-Ontario-TorontoCanada-Ontario-TorontoCommercial Banking-X000003Commercial Banking-X000003full-timefull-time10/16/1810/16/18OngoingOngoing