Hispanic Alliance for Career Enhancement
Director, Principal Relationship Manager (Commercial/Emerging Middle Market)
Hispanic Alliance for Career Enhancement, Los Angeles, California, United States, 90079
Application Deadline: 01/29/2026
Address: 300 S. Grand Ave.
Job Family Group: Commercial Sales & Service
BMO is the 8th largest bank in North America and the 4th largest commercial lender with aggressive growth ambitions in the U.S. We are driven by a single purpose: to Boldly Grow the Good in business and life. Our Purpose informs our strategy, drives our ambition, and reinforces our commitments to progress: for a thriving economy, a sustainable future, and an inclusive society.
We are seeking a Director, Principal Relationship Manager to join our Commercial Emerging Middle Market Group. The Emerging Middle Market segmentation targets $10MM-$50MM in company revenues. The ideal candidate will have a strong COI (Center of Influences) network, established in the marketplace, and a proven track record in sales performance. This individual will join a tight knit team of energetic collaborators experienced in sales and in maintaining relationships. Continued growth of the team provides a unique opportunity to join in building a highly valued segment within a stable and thriving bank.
Responsibilities
Acts as an escalation point for complex client issues, using strategic problem‑solving to resolve conflicts and maintaining strong client relationships.
Leads the structuring of high‑value, complex deals, and credit approvals, ensuring alignment with client needs.
Oversees credit approvals and drives pricing coordination, acting as the primary client advocate to ensure alignment with client needs and bank objectives.
Drives negotiations for high‑value, complex transactions and credit approvals, ensuring deals are structured to meet client needs.
Manages high‑value client portfolios, driving cross‑selling, retention, and profitability.
Implements cross‑selling initiatives, driving client engagement and successfully transitioning opportunities into revenue‑generating sales.
Leads market coverage strategies to expand portfolios, identify opportunities, and align with business goals.
Represents bank at industry forums and conferences, leveraging insights on trends, competition, and emerging products to drive strategic decision‑making.
Engages with senior leadership and cross‑functional teams to align strategies, address client needs, and drive holistic business solutions.
Delivers reports to the bank's leadership on team performance, client satisfaction, market trends, and key strategic initiatives, delivering insights that inform corporate strategy.
Drives strategic advisory on loan products, options, rates, terms, and collateral requirements, ensuring tailored solutions that align with client needs and business objectives.
Builds and maintains strong long‑term relationships with the bank's high‑value and strategic clients, providing strategic advice on financial solutions and ensuring exceptional service and partnership.
Structures deals, secures credit approvals, negotiates high‑value transactions, and identifies opportunities for cross‑selling.
Analyzes market trends, client industry developments, and competitive positioning to inform client solution strategies and optimize client satisfaction.
Works closely with internal teams and stakeholders to define products, solutions and strategies that best fit clients' needs.
Identifies share of wallet opportunities.
Leverages analysis tools to nurture and grow a portfolio that exceeds ROE thresholds and evaluates client returns on a proactive basis.
Ensures adherence to regulatory requirements, internal controls, and compliance policies in all aspects of relationship management, mitigating risk and maintaining service standards.
Operates at a group/enterprise‑wide level and serves as a specialist resource to senior leaders and stakeholders.
Applies expertise and thinks creatively to address unique or ambiguous situations and to find solutions to problems that can be complex and non‑routine.
Implements changes in response to shifting trends.
Broader work or accountabilities may be assigned as needed.
Qualifications
10+ years of relevant experience in Relationship Management, Account Management or Portfolio Management in a corporate or similar segmented banking environment with sales metrics is preferred.
Bachelor's degree required; Business Administration, Finance and Accounting preferred. Any other related discipline or commensurate work experience considered.
If a Credit Qualifiable role, Credit Qualifications and associated credit knowledge and skills according to the credit portfolio requirements and qualification standards.
Seasoned professional with a combination of education, experience and industry knowledge.
Advanced Level of Proficiency
Project Management
Change Management
Expert Level of Proficiency
Product Knowledge
Regulatory Compliance
Structuring Deals
Portfolio Management
Credit Risk Assessment
Customer Service
Stakeholder Management
Negotiation
Customer Relationship Building
Salary $122,400.00 - $228,000.00
Pay Type: Salaried
The above represents BMO Financial Group's pay range and type. Salaries will vary based on location, skills, experience, education, and qualifications and may include a commission structure. Salaries for part‑time roles will be pro‑rated. For commission roles, the listed salary represents BMO Financial Group's expected target for the first year. BMO Financial Group's total compensation package 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. For more details, view our benefits: 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 tools and resources to reach new milestones, and help you gain valuable experience and broaden your skill set.
To find out more visit us at http://jobs.bmo.com/us/en
BMO is proud to be an equal employment opportunity employer. We evaluate applicants without regard to race, religion, color, national origin, sex, sexual orientation, gender identity, gender expression, transgender status, sexual stereotypes, age, status as a protected veteran, status as an individual with a disability, or any other legally protected characteristics. We also consider applicants with criminal histories, consistent with applicable federal, state and local law.
BMO is committed to working with and providing reasonable accommodations to individuals with disabilities. If you need a reasonable accommodation because of a disability for any part of the employment process, please send an e‑mail to BMOCareers.Support@bmo.com and let us know the nature of your request and your contact information.
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Address: 300 S. Grand Ave.
Job Family Group: Commercial Sales & Service
BMO is the 8th largest bank in North America and the 4th largest commercial lender with aggressive growth ambitions in the U.S. We are driven by a single purpose: to Boldly Grow the Good in business and life. Our Purpose informs our strategy, drives our ambition, and reinforces our commitments to progress: for a thriving economy, a sustainable future, and an inclusive society.
We are seeking a Director, Principal Relationship Manager to join our Commercial Emerging Middle Market Group. The Emerging Middle Market segmentation targets $10MM-$50MM in company revenues. The ideal candidate will have a strong COI (Center of Influences) network, established in the marketplace, and a proven track record in sales performance. This individual will join a tight knit team of energetic collaborators experienced in sales and in maintaining relationships. Continued growth of the team provides a unique opportunity to join in building a highly valued segment within a stable and thriving bank.
Responsibilities
Acts as an escalation point for complex client issues, using strategic problem‑solving to resolve conflicts and maintaining strong client relationships.
Leads the structuring of high‑value, complex deals, and credit approvals, ensuring alignment with client needs.
Oversees credit approvals and drives pricing coordination, acting as the primary client advocate to ensure alignment with client needs and bank objectives.
Drives negotiations for high‑value, complex transactions and credit approvals, ensuring deals are structured to meet client needs.
Manages high‑value client portfolios, driving cross‑selling, retention, and profitability.
Implements cross‑selling initiatives, driving client engagement and successfully transitioning opportunities into revenue‑generating sales.
Leads market coverage strategies to expand portfolios, identify opportunities, and align with business goals.
Represents bank at industry forums and conferences, leveraging insights on trends, competition, and emerging products to drive strategic decision‑making.
Engages with senior leadership and cross‑functional teams to align strategies, address client needs, and drive holistic business solutions.
Delivers reports to the bank's leadership on team performance, client satisfaction, market trends, and key strategic initiatives, delivering insights that inform corporate strategy.
Drives strategic advisory on loan products, options, rates, terms, and collateral requirements, ensuring tailored solutions that align with client needs and business objectives.
Builds and maintains strong long‑term relationships with the bank's high‑value and strategic clients, providing strategic advice on financial solutions and ensuring exceptional service and partnership.
Structures deals, secures credit approvals, negotiates high‑value transactions, and identifies opportunities for cross‑selling.
Analyzes market trends, client industry developments, and competitive positioning to inform client solution strategies and optimize client satisfaction.
Works closely with internal teams and stakeholders to define products, solutions and strategies that best fit clients' needs.
Identifies share of wallet opportunities.
Leverages analysis tools to nurture and grow a portfolio that exceeds ROE thresholds and evaluates client returns on a proactive basis.
Ensures adherence to regulatory requirements, internal controls, and compliance policies in all aspects of relationship management, mitigating risk and maintaining service standards.
Operates at a group/enterprise‑wide level and serves as a specialist resource to senior leaders and stakeholders.
Applies expertise and thinks creatively to address unique or ambiguous situations and to find solutions to problems that can be complex and non‑routine.
Implements changes in response to shifting trends.
Broader work or accountabilities may be assigned as needed.
Qualifications
10+ years of relevant experience in Relationship Management, Account Management or Portfolio Management in a corporate or similar segmented banking environment with sales metrics is preferred.
Bachelor's degree required; Business Administration, Finance and Accounting preferred. Any other related discipline or commensurate work experience considered.
If a Credit Qualifiable role, Credit Qualifications and associated credit knowledge and skills according to the credit portfolio requirements and qualification standards.
Seasoned professional with a combination of education, experience and industry knowledge.
Advanced Level of Proficiency
Project Management
Change Management
Expert Level of Proficiency
Product Knowledge
Regulatory Compliance
Structuring Deals
Portfolio Management
Credit Risk Assessment
Customer Service
Stakeholder Management
Negotiation
Customer Relationship Building
Salary $122,400.00 - $228,000.00
Pay Type: Salaried
The above represents BMO Financial Group's pay range and type. Salaries will vary based on location, skills, experience, education, and qualifications and may include a commission structure. Salaries for part‑time roles will be pro‑rated. For commission roles, the listed salary represents BMO Financial Group's expected target for the first year. BMO Financial Group's total compensation package 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. For more details, view our benefits: 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 tools and resources to reach new milestones, and help you gain valuable experience and broaden your skill set.
To find out more visit us at http://jobs.bmo.com/us/en
BMO is proud to be an equal employment opportunity employer. We evaluate applicants without regard to race, religion, color, national origin, sex, sexual orientation, gender identity, gender expression, transgender status, sexual stereotypes, age, status as a protected veteran, status as an individual with a disability, or any other legally protected characteristics. We also consider applicants with criminal histories, consistent with applicable federal, state and local law.
BMO is committed to working with and providing reasonable accommodations to individuals with disabilities. If you need a reasonable accommodation because of a disability for any part of the employment process, please send an e‑mail to BMOCareers.Support@bmo.com and let us know the nature of your request and your contact information.
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