DIRECTOR, BUSINESS DEVELOPMENT-ASSET BASED LENDING Calgary, Alberta
BMO Bank of Montreal's Asset Based Lending group provides competitively priced credit facilities from $10 million. We offer the following credit facilities with commitments for up to five years:
Revolving lines of credit - advance rates are determined by the quality and the value of accounts receivable and inventory.
Term loans - supported by machinery and equipment, as well as real estate.
Capital expenditure loans - supported by newly purchased machinery and equipment.
The Director, Business Development – Asset Based Lending is accountable to directly generate new sales opportunities and assist in managing existing relationships within the Asset Based Lending business. This role is also accountable to increase the portfolio base of clients for the Asset Based Lending business. This role will work in partnership with other internal and external banking groups including; Business Banking, Senior Debt, BMO Capital Corporation, Financial Advisory Services, Investment Banking Group and Private Client group to proactively originate and underwrite Asset Based Lending deals, as well as to identify referral opportunities.
This role will apply well developed consultative sales and business development principles, practices, and techniques to assist in the identification, negotiation, structuring, and initial underwriting of all new transactions, making credit decisions and recommendations in accordance with sound credit-granting principles and in compliance with Bank Policies & Procedures. This role will be visible in the business community and represent BMO Bank of Montreal in a professional capacity utilizing this as an opportunity to develop new external referral resources and identify potential sales leads.
RESPONSIBILITIES
Business Delivery and Operational Effectiveness:
Develop and issue Discussion papers and/or Proposed Term Sheets in consultation with Credit partners and CFD deal team to provide customers and prospects with information on proposed solutions.
Compose and issue instructions to solicitors for security preparation and act as the intermediary with the client, as required, to ensure documentation is completed in effective form.
Planning:
As part of the Asset Based Lending team, contribute to and actualize on a 24-month marketing and business plan to achieve
the assigned portion of sales and revenue targets. This role will source new asset based lending transactions to increase the
portfolio base of clients for the Line of business.
Develop, implement, review and revise a personal 1 – 2 year rolling plan focusing on identifying client needs and
opportunities that will result in meeting or exceeding sales and service targets. Review and monitor sales, revenue and service
performance against plan, identify gaps, and taking action to address.
Client and Relationship Management:
Work with Senior Portfolio Manager to seamlessly transition the relationship and accountability for the client
and assets into the portfolio maintaining excellent customer service standards and ensuring any out of contact items
are regularized prior to hand off.
Establish linkages with other Bank Groups to leverage sales and referral opportunities, improve share of wallet,
and to acquire and retain profitable relationships.
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 ensure
customer needs/expectations are profitably met and/or exceeded.
Understand ongoing changes to market conditions and activities of competitors acting as the eyes for the team to
identify opportunities or early warning signals in the market or specific to any existing client and raising these to
the Vice-President Asset Based Lending as appropriate.
Leverage technology and tools to maintain a strong pipeline, identifying and referring profitable sales
opportunities and ensuring optimal effectiveness, efficiency, and delivery of products and services.
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.
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 (i.e.: Lending Directives, Commercial Lending Policy, etc.); completing analysis; confirming security valuations; completing and approving credit applications for authorizations under Commercial Lending Policy.
SKILLED KNOWLEDGE:
Analytical Thinking
Business Acumen
Business Valuation
Environmental Awareness
Financial Understanding
Negotiation Problem Solving
Relationship Management
Risk Management
ROLE REQUIREMENTS:
Credit Adjudication experience
5-7 years experience in Asset Based Lending or related field required
In-depth understanding of the Asset Based Lending product, marketplace and key players / competitors
ABL Classified
