Director, National Accounts

Application Deadline:
04/17/2025

Address:
105 rue St-Jacques O

Job Family Group:
Commercial Sales & Service

Role Overview
As a Director, National Accounts, you will be responsible for managing a portfolio of large automotive dealership groups, daily car rental/leasing companies and truck dealerships (EBITDA of $25+ million) that have sophisticated financial needs (credit/loans of $150+ million), 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 and sub-debt).

Primary accountability for the Director, National Accounts is monitoring the portfolio and ensuring it operates in good standing along with performing financial statement analysis, financial modeling, and credit writing to support high quality credit/loan submissions for new and existing clients.

You will work closely with the Managing Director, National Accounts, in a fast-paced environment, to grow the portfolio by being involved with pitches for new financing opportunities with prospects & existing clients and growing share of wallet. Together with the Managing 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 Vice President of National Accounts. The candidate must be self-motivated and well-organized, with strong expertise in risk assessment, financial analysis and portfolio management. The candidate must also possess excellent financial analysis and modeling skills and will be able to demonstrate these skills based on their ability to analyze a significant amount of information and present it in a clear and concise manner.

Key Responsibilities

Portfolio Management
Provides accurate and detailed financial analysis and risk assessment of new and existing customers and provides credit/finance 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 in the development of financial models and other analytical tools to assist clients in evaluating capital structure and financing structure. You will lead working sessions with clients and internal stakeholders to obtain buy in to finalize financial models as appropriate (e.g. new deal or credit increase opportunities, annual reviews, restructurings etc.).
Prepares detailed written analysis of credit requests, new business, and annual reviews through credit/loan submissions and credit committee memos 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 required due diligence for each throughout the process.
Makes credit/lending decisions and recommendations in accordance with sound credit-granting principles and in compliance with Bank Policies & Procedures.
Performs ongoing monitoring and management of assigned portfolio of accounts (e.g. financial statement reporting, financial covenant reporting & performance, borrowing base maintenance etc.), completing annual reviews ahead of expirations and identifying potential problem accounts for enhanced monitoring.

Relationship Management & Business Development
Coordinates the preparation and delivery of customized lending proposals and pitches to prospective and existing clients, including leading financial analysis and credit correspondence to support the same.
Consults regularly with internal stakeholders (i.e. Managing Director, Credit Risk Management, Cash Management, Capital Markets, Wealth Management, Loan Operations etc.) and external stakeholders (prospects/clients and their advisors, accountants & lawyers) as necessary in completing credit-related requests, including underwriting, loan documentation and obtaining necessary deal structure requirements as applicable.
Ensures a high-quality client experience, while building long-term relationships, and acts as a trusted advisor to internal and external stakeholders.
Assists in coordination/negotiation of terms and conditions, loan documentation and deal closing with internal and external stakeholders made via in person, phone and e-mail interaction.
Provides thought leadership (i.e. published articles, social media posts etc.) and keeps abreast of automotive industry trends to constantly deepen expertise and build eminence in the marketplace along with internal and external stakeholders.

Internal Collaboration
Manages the workflow of other analysts and other bank-provided supporting resources to efficiently complete transitional tasks within tight timelines to support client monitoring and deliverables (e.g. financial spreading, financial covenant reporting and monitoring, receipt of financial/client information).
Helps determine deal team priorities & key account plans and best sequence for execution of same.
Works with other team members and deal teams in National Accounts across Canada 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
Undergraduate/Graduate degree in finance, accounting, business administration, and/or economics/commerce.
Typically - at least 5-7 years of relevant accounting, financial/credit analysis, business/commercial banking and/or corporate finance experience.

Automotive experience is not required.
Holding a professional designation (CPA/CFA/CBV) is an asset.
Strong understanding of financial, capital structuring and/or credit analysis gained through business and/or educational experience.
Excellent financial modeling skills -

In-Depth.
Superior presentation and PowerPoint skills

- In-Depth.
Strong verbal & written communication skills

- In-Depth.
Ability to learn quickly, be proactive and manage priorities - In-Depth.
Collaboration & team skills

- In-Depth.
Analytical and problem-solving skills

- In-Depth.
Time and resource management

- In-Depth.
Negotiation/influencing skills

- In-Depth.

Role Benefits
A culture of innovation, empowerment, decision-making, and accountability.
Continual professional development through BMO Learning and BMO Academy.
Hybrid work environment.
Comprehensive health and wellness benefits along with additional paid benefits/amenities.

You're fluent in French and

English as this role provides support to clients and team members inside and/or outside the province of Quebec

.

Salary:
$84,000.00 - $156,000.00
Pay Type:
Salaried
The above represents BMO Financial Group's pay range and type.

Salaries will vary based on factors such as location, skills, experience, education, and qualifications for the role, and may include a commission structure. Salaries for part-time roles will be pro-rated based on number of hours regularly worked. For commission roles, the salary listed above represents BMO Financial Group's expected target for the first year in this position.

BMO Financial Group's total compensation package will vary based on the pay type of the position and may include performance-based incentives, discretionary bonuses, as well as other perks and rewards. BMO also offers health insurance, tuition reimbursement, accident and life insurance, and retirement savings plans. To view more details of our benefits, please visit:

https://jobs.bmo.com/global/en/Total-Rewards

About Us

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

https://jobs.bmo.com/ca/en

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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.

Note to Recruiters: BMO does not accept unsolicited resumes from any source other than directly from a candidate. Any unsolicited resumes sent to BMO, directly or indirectly, will be considered BMO property. BMO will not pay a fee for any placement resulting from the receipt of an unsolicited resume. A recruiting agency must first have a valid, written and fully executed agency agreement contract for service to submit resumes.

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