As a Managing Director, National Accounts, you will be responsible for overseeing and growing a portfolio of large automotive dealership groups, daily car rental/leasing companies and truck dealerships with a typical profile comprising EBITDA of $25+ million and financial needs of $150+ million in credit/lending. Client financial needs are sophisticated, including cashflow-based financing for acquisitions and dividend/shareholder loans, real estate/construction financing, multi-lender syndications, and alternative debt capital structures (e.g. high-yield debt and sub-debt). 

Primary accountability for the Managing Director, National Accounts is business development and the excellent management of key client relationships across the portfolio and geographical coverage area. In addition, the Managing Director will provide their credit expertise to the Director, National accounts to ensure the portfolio operates in good standing and to support financial analysis and credit writing for high quality credit/loan submission regarding new and existing client requests.

You will work closely with the Director, National Accounts, in a fast-paced environment, to grow the portfolio by leading pitches for new financing opportunities with prospects & existing clients and growing share of wallet.  Together with the Director, National Accounts, you will maintain and promote an exceptional client service environment and experience to continually achieve industry leading NPS scores for client satisfaction.

This is an important strategic role that will report directly to the Head of National Accounts. The candidate must be self-motivated, a strong business developer, and have a robust network of COIs, along with solid expertise in risk assessment/financial analysis and relationship management. The candidate must also possess excellent communication skills and will be able to demonstrate these skills based on their ability to assess a significant amount of information and present it in a clear and concise manner with sound recommendations.

Key Responsibilities

Relationship Management & Business Development

• Generates new business opportunities with existing new clients, and increases wallet share through cross-selling of BMO’s full suite of products and services.
• Leads the development and delivery of customized lending proposals and pitches to prospective and existing clients, while providing expertise for the financial analysis, deal structuring and credit correspondence to support the same.
• Coordinates and negotiates highly complex transactions with internal and external stakeholders for terms and conditions, deal structure, loan documentation, and deal closing.
• Consults regularly with internal stakeholders (i.e. Director, Credit Risk Management, Syndications, Cash Management, Capital Markets, Wealth Management, Loan Operations etc.) and external stakeholders (prospects/clients and their advisors, accountants & lawyers) as necessary for deal team to complete client-related requests, including underwriting, deal negotiation, loan documentation, syndication, and credit submissions as applicable.
• Acts as the main point of client/prospect contact and ensures a high-quality client experience, while building long-term relationships, and acts as a trusted advisor to internal and external stakeholders.
• Collaborates to develop solutions for identified client gaps/issues, key account plans, strategic initiatives, and the best strategies for implementation of same.
• Fosters strong internal & external networks, actively pursues industry marketing efforts, provides thought leadership (i.e. published articles, social media posts etc.), and keeps abreast of automotive industry trends to constantly deepen expertise while building eminence in the marketplace and with internal & external stakeholders.

Portfolio Management

• Provides expertise and guidance to Director, National Accounts to support financial analysis and risk assessment of new and existing customers and provides credit/deal structuring expertise regarding key credit terms such as capital structure, financial covenants, amortization periods, financial statement presentation of Borrower/Credit Group etc.
• Collaborates with clients/prospects and deal team to oversee the development of financial models and other analytical tools to assist clients in evaluating capital structure and financing structure. You will facilitate working sessions with clients and internal stakeholders to obtain buy in to finalize credit structures as appropriate (e.g. new deal or credit increase opportunities, annual reviews, restructurings etc.).
• Provides guidance and expertise to Director, National Accounts for preparation of credit requests, new business, and annual reviews through credit/loan submissions and credit committee memos that are done in a timely manner, well written and concisely identifying relevant credit risks and mitigating factors (you will need to stay ahead of industry, economic and finance trends for the automotive sector).
• As part of the analysis and underwriting of each credit opportunity, you will need to stay on top of due diligence throughout the process.
• Makes credit/lending decisions and recommendations in accordance with sound credit-granting principles and in compliance with Bank Policies & Procedures.
• Oversees ongoing monitoring and satisfactory management of assigned portfolio of accounts (e.g. financial statement reporting, financial covenant reporting & performance etc.), completion of annual reviews by required due dates and identifying potential problem accounts for enhanced monitoring and/or restructuring.

Internal Collaboration

• Manages the workflow of deal team and other bank-provided supporting resources to efficiently complete tasks within tight timelines to support client requests and deliverables (e.g. presentations/pitches, credit submissions, loan documentation etc.).
• Leads determination of deal team priorities and best sequence for execution of same.
• Works with broader team members and deal teams in National Accounts across Canada and other internal stakeholders on an as-needed basis in support of a “one team” approach to execute Business Unit strategy and achieve overall business targets/objectives.
• Partners with internal stakeholders for accurate, detailed client information.
• Remains current on financial and credit trending in the portfolio and communicates the same to Senior Management.
• Actively shares thought leadership, best practices, and/or industry knowledge within the team and business unit.
• Broader work or accountabilities may be assigned as needed.

Qualifications for Success

• This role will cover the region of Atlantic Canada and Northern Ontario as well as the Quebec region.
• Typically – at least 10-15 years of experience in corporate lending, commercial banking and/or corporate finance, along with experience in negotiating & structuring financial transactions.  Automotive experience is not required.
• Undergraduate/Graduate degree in finance, accounting, business administration, commerce and/or economics.
• Holding a CPA/CFA/CBV or MBA is an asset.
• Proven track record in business development within a corporate finance environment.
• In-depth understanding of financial, capital structuring and credit analysis gained through business and/or lending experience. Prior credit qualification and formal credit training an asset.  
• Excellent pitching skills – Expert.
• Strong verbal & written communication skills – Expert.
• Negotiation/influencing skills – Expert.
• Superior presentation and PowerPoint skills – In-Depth.
• Ability to learn quickly, be proactive and work with ambiguous/fluid information – In-Depth.
• Time and resource management – In-Depth.
• Collaboration & team skills – In-Depth.
• Analytical and problem-solving skills – In-Depth.