Director, Corporate Banking, FIG Insurance

Application Deadline:

02/28/2025

Address:

320 S Canal Street

Job Family Group:

Capital Mrkts Sales & Service

Supports the origination and structuring of corporate lending transactions for the Corporate Banking Insurance portfolio, and coordinates with other products as an integral part of a larger coverage team within BMO Capital Markets that maintains strong client relationships within the Insurance sector. This includes providing lending and credit underwriting expertise for a variety of sub-sectors within the broader Insurance industry including US, Canada, and international insurers operating within Life, Non-Life, brokers, distributors, and managing general agent markets.  This role also requires origination and cross sell of non-lending Corporate Banking products (e.g., FX / treasury products, cash management & corporate cards, commodities, securitization, leasing, trade finance).

• Uses insurance industry expertise to cultivate relationships with new and existing clients and develop new client relationships specifically within the insurance sector.
• Grows/elevates the BMO and BMO Capital Market brand with a commitment to and presence in the community.
• Recognizes opportunities to cross-sell and to grow share of clients' wallet.
• Collaborates with sector coverage partners to cover clients and prospects and to identify/ deliver creative, timely solutions.
• Operates as key member of the deal team with efforts to maximize the insurance sector penetration and returns.
• Creates and delivers pitch books for clients with respect to financial solutions and leads presentations to clients.  Reviews and guides work of team members to deliver business results.
• Understands the needs of insurance clients and provides relevant ideas and opinions to generate recommendations.
• Identifies and leverages key decision makers and influencers at the client and within the bank. 
• Maintains awareness of all firm products and services offered and facilitates means of receiving continuous updates.
• Monitors client, insurance industry and regulatory agencies for potential changes which may affect client’s portfolio and business needs.
• Prepares credit documentation (i.e., including applications, memoranda, presentations) for internal and external stakeholders.
• Directly manages a diverse portfolio of lending exposure insurance clients operating within the various sub-sectors and geographies.
• Provides strong deal structuring and negotiates transactions with the insurance clients.
• Generates updated financial models/ analyses as business needs and industry requirements dictate.
• Applies appropriate technical concepts and completes/leads consistent and reliable technical and financial reports/analyses to support client deliverables.
• Completes due diligence and credit analysis on new and existing insurance client relationships. Includes client visits, analysis of business models, and comprehensive review of insurance industry trends and related regulations.
• Breaks down strategic problems, and analyses data and information to provide insights and recommendations.
• Understand complexity of transactions and related risk (credit, market, operational, legal/compliance, etc.).
• Balances the Bank's risk appetite with the client needs in making recommendations/ proposal.
• Makes decisions based on a strong understanding of risks; effectively evaluates risk-return trade-offs, and proactively takes accountability for risks assumed.
• Considers risk, internal controls and compliance as part of day-to-day accountabilities and adheres to policies and procedures.
• Acts as a positive change agent to drive improved efficiency and effectiveness.
• Provides feedback on, and, supports continuous improvement opportunities.
• Applies insurance expertise and thinks creatively to address unique or ambiguous situations and to find solutions to problems that can be complex and non-routine.

Qualifications:

• Minimum of 10 years of relevant experience in Corporate Banking covering the insurance sector and negotiating and structuring lending transactions with a history of successful cross sell.
• Seasoned professional with a combination of education, experience and industry knowledge.
• Excellent knowledge of lending and portfolio management policies and objectives.
• Excellent knowledge of the bank’s financial solution products and services.
• Exceptional analytical skills. Expertise in financial computer applications and database management tools.
• Undergraduate degree has focal areas of finance, economics, or accounting preferred with high academic achievement.
• MBA, CFA or equivalent experience preferred in fina