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Senior Premier Banker

Build and manage a select portfolio of customers in thetargeted household size in investable personal assets segment. Act as the primary point of contact for thecustomer, teaming closely with a Financial Advisor to uncover their individualand family financial needs and providing solutions directly, or indirectlythrough referrals to business partners. Strong internal team building andoutside calling efforts is required.
The Senior Premier Banker will work in collaboration withthe Financial Advisor, Regional Market Leader and other team members to ensurethe comprehensive delivery of Premier Banking Service's capabilities. Participates as active member in thecommunity.
The Senior Premier Banker will help make things convenientfor customers by educating customers on the different options available(Online, Mobile, ATM, etc.) to do relevant transactions and banking activities,and by proactively helping customers get set-up to use BMO Harris' digital /self-service banking technologies.
Key Accountabilities
Selling Activities 70%
Business Development (Strong and continuous teaming withFinancial Advisor teammate is expected in all areas).
Internal: Develop strong relationships with branchteammates through effective and continuous communication.
Proactively work with branch business partnersto identify specific existing customers meeting the target profile and create acalling plan.
Provide training and communication updates tobranch personnel on an individual and group basis to enhance business partnerknowledge and skills as well as provide updates regarding referrals.
Internal: Proactively work assigned customer base toidentify expansion opportunities.
Review total relationship and profileinformation to identify expansion opportunities.
Establish daily call goals targeting existingcustomers
Maintain an electronic pipeline of expansionopportunities
Obtain referrals from existing customers
External: Develop a target list of prospects to callon.
Develop a 3-5 year sales and sales strategy plan
Identify Centers of Influence (law firms,accounting firms, etc.) to call on and develop two-way referral relationshipswhere appropriate.
Participate actively in the community andidentify prospects through your relationship building efforts
Identify business owners to call on to introducethe full capabilities of personal and business services offered.
Establish weekly external calling goals andmaintain an electronic pipeline of your calling efforts
Profiling
Masterthe profiling process using the Premier Services profiling tools.
Understand a broad array of potential customerneeds and how to uncover, understand and develop those needs.
Be proficient at asking quality questions whichallow an understanding of the customers' needs and present solutions.
Create quality profiles for prospects andcustomers using the tools provided and review regularly for opportunities.
Sales andReferrals
Masterthe consultative sales process
Use the consultative sales process to developstrong customer relationships to be positioned as a financial advisor for thecustomer.
Skills required to successfully reach sales andreferral goals include:
Specialized competencies indelivery of deposit, loan and banking products and services.
Strong core competencies in financialplanning, investments and insurance
Conceptual understanding ofBusiness Services including credit, retirement plan and insurance needs.
Sellstandard business loan and deposit products
PremierBanker should be well versed in small business banking products and practicesand should be knowledgeable of cash flow analysis
Achieveor exceed established sales and referral production revenue goals and depositand balance growth goals. (SeePerformance Measures)
RelationshipManagement
Implementa 3-5 year Relationship ManagementPlan including strong collaboration with Financial Advisor teammate to managecustomer base. Important areas include:
Segmenting customers based on relationshipprofitability or potential profitability (e.g. A = Top 25%, B = Middle 50%, C =Bottom 25%)
Establishing service level standards for eachcustomer tier:
Periodic face to face review
Frequency of phone contact
Written Correspondence
Personalized Entertainment
Invites to seminars, workshops or events
Execute quality customer review meetings forretention and expansion purposes.
Maintaina quality loan portfolio focused on increasing profitability, low delinquency,and minimal losses while adhering to the bank's loan policy. Handle routine collection work.
Displaystrong negotiation skills and business judgment when waiving fees or makingpricing concessions.
Monitorindividual exception reports and take action to remove exceptions as necessary.
Follow-upon all customer requests, issues and concerns in a timely manner and providefeedback to management as necessary.
Responsible for development of totalrelationship
ProductKnowledge
Theadvisor based approach to dealing with this customer segment requires thefollowing levels of product knowledge:
Deposit, loan (including mortgage) and bankingservices: Highly specialized anddetailed level of knowledge. Ability todeliver these products without assistance.
Brokerage and Insurance Products including,mutual funds, MAAPs, fixed and variable annuities, term and long-term careinsurance: Conceptual understandingrequired in order to profile customer needs at a high level and sell the valueof Financial Advisor teammate.
Business Services including retirement plans,business banking solutions, insurance, and succession planning: Conceptual understanding required in order toprofile business owner needs at a high level and make a handoff to theappropriate specialist.
Personal Trust and Investment Management: Conceptual understanding required in order toprofile customer needs at a high level and make a handoff to Wealth Management.
Use depth of product knowledge to profile andconvert prospects into active customers.
Stay current on BMO Harris digital bankingcapabilities. Inform and educate customers on digital and self-service options(Online, Mobile, ATM, etc.) available to complete relevant activities andtransactions.
Helpcustomers get set-up to use BMO Harris' digital banking/ self-servicetechnologies and keep them informed of new or enhanced capabilities as they becomeavailable.
Team Building/BMO Harris Linkages and Training 20%
Effectivelywork with branch and business partner teammates in a proactive and positivemanner to assist in achievement of overall team goals. Contributions to the team include:
Active participation in branch and businesspartner sales, BMO Harris Linkages and training meetings including periodicfacilitation of meetings.
Actively refers to teammates and businesspartners.
Represents the bank in community affairs andcivic organizations to support Community Reinvestment Act.
Fully engages in all training programs asked toparticipate in to maintain a high level of financial services knowledge andcompetence.
Leadership
Participates and provides leadership on Bank and community committees or boards - charitable, civic, and social organizations
Responsible for increasing the Bank's visibility within defined markets
Technology, Tools and Resources 10%
Maintaina high level of user proficiency related to systems used for sales, operationalprocedures and customer management.
Understandthe capabilities of BMO Harris Financial Advisors financial planning technologyincluding:
Retirement Cash Flow
Asset Allocation
College Funding
Knowledge & Skills
Knowledge:
Bachelor's Degree or equivalent experience
3 years professional financial services experience
Series 6 & 63 required within 180 days of hire/transfer into role
Life & Health licensing required within 180 days of hire/transfer into role
High level of integrity (Clean U-4)
CFP preferred or equivalent professional designation
Skills:
Experience working in the financial services industry with specific knowledge in the areas of products, services, pricing and profitability.
Highly specialized and detailed level of deposit, loan (including mortgage) and banking services knowledge.
Excellent understanding of brokerage and insurance products.
Excellent understanding of business services including retirement plans, business banking solutions, insurance and succession planning required.
Excellent understanding of personal trust and investment management required.
Outstanding sales, interpersonal and communication skills.
Strong organizational and time management skills.
Proficient computer skills.
Excellent leadership skills required
Outstanding presentation & public speaking skills.
Tech Savviness:
Comfortable using, advising on, and engaging customers in digital and other innovative forms of banking.
Openness and Adaptability:
Ability to adapt to rapid advancements in technology and the changing nature of the banking environment. Open to learning and embracing new technology and/or ways of working.
For employees who will be working in the U.S. the following applies: This position will act as an originator of consumer loans as defined by the Secure and Fair Enforcement for Mortgage Licensing Act (the S.A.F.E. Act) and the Bank will instruct you on how to comply with the requirement to register with the Nationwide Mortgage Licensing System Registry. The role requires successful completion of SAFE Act and NMLS standards.
We're here to help
At BMO Harris Bank we have a shared purpose; we put the customer at the center 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 Harris Bank 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 https://bmoharriscareers.com.
BMO Harris Bank 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. BMO Harris Bank is an Equal Opportunity Employer for all, inclusive of Minorities, Women, Veterans, and Persons with Disabilities.


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