Senior Premier Banker - Munster, IN-1800016433
Build and manage a select portfolio of customers in the targeted household size in investable personal assets segment. Act as the primary point of contact for the customer, teaming closely with a Financial Advisor to uncover their individual and family financial needs and providing solutions directly, or indirectly through referrals to business partners. Strong internal team building and outside calling efforts is required.
The Senior Premier Banker will work in collaboration with the Financial Advisor, Regional Market Leader and other team members to ensure the comprehensive delivery of Premier Banking Service’s capabilities. Participates as active member in the community.
The Senior Premier Banker will help make things convenient for 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.
Selling Activities 70% Business Development (Strong and continuous teaming with Financial Advisor teammate is expected in all areas). • Internal: Develop strong relationships with branch teammates through effective and continuous communication. o Proactively work with branch business partners to identify specific existing customers meeting the target profile and create a calling plan. o Provide training and communication updates to branch personnel on an individual and group basis to enhance business partner knowledge and skills as well as provide updates regarding referrals. • Internal: Proactively work assigned customer base to identify expansion opportunities. o Review total relationship and profile information to identify expansion opportunities. o Establish daily call goals targeting existing customers o Maintain an electronic pipeline of expansion opportunities o Obtain referrals from existing customers • External: Develop a target list of prospects to call on. o Develop a 3-5 year sales and sales strategy plan o Identify Centers of Influence (law firms, accounting firms, etc.) to call on and develop two-way referral relationships where appropriate. o Participate actively in the community and identify prospects through your relationship building efforts o Identify business owners to call on to introduce the full capabilities of personal and business services offered. o Establish weekly external calling goals and maintain an electronic pipeline of your calling efforts Profiling • Master the profiling process using the Premier Services profiling tools. o Understand a broad array of potential customer needs and how to uncover, understand and develop those needs. o Be proficient at asking quality questions which allow an understanding of the customers’ needs and present solutions. o Create quality profiles for prospects and customers using the tools provided and review regularly for opportunities. Sales and Referrals • Master the consultative sales process o Use the consultative sales process to develop strong customer relationships to be positioned as a financial advisor for the customer. o Skills required to successfully reach sales and referral goals include: o Specialized competencies in delivery of deposit, loan and banking products and services. o Strong core competencies in financial planning, investments and insurance o Conceptual understanding of Business Services including credit, retirement plan and insurance needs. • Sell standard business loan and deposit products • Premier Banker should be well versed in small business banking products and practices and should be knowledgeable of cash flow analysis • Achieve or exceed established sales and referral production revenue goals and deposit and balance growth goals. (See Performance Measures) Relationship Management • Implement a 3-5 year Relationship Management Plan including strong collaboration with Financial Advisor teammate to manage customer base. Important areas include: o Segmenting customers based on relationship profitability or potential profitability (e.g. A = Top 25%, B = Middle 50%, C = Bottom 25%) o Establishing service level standards for each customer tier: Periodic face to face review Frequency of phone contact Written Correspondence Personalized Entertainment Invites to seminars, workshops or events o Execute quality customer review meetings for retention and expansion purposes. • Maintain a quality loan portfolio focused on increasing profitability, low delinquency, and minimal losses while adhering to the bank’s loan policy. Handle routine collection work. • Display strong negotiation skills and business judgment when waiving fees or making pricing concessions. • Monitor individual exception reports and take action to remove exceptions as necessary. • Follow-up on all customer requests, issues and concerns in a timely manner and provide feedback to management as necessary. • Responsible for development of total relationship Product Knowledge • The advisor based approach to dealing with this customer segment requires the following levels of product knowledge: o Deposit, loan (including mortgage) and banking services: Highly specialized and detailed level of knowledge. Ability to deliver these products without assistance. o Brokerage and Insurance Products including, mutual funds, MAAPs, fixed and variable annuities, term and long-term care insurance: Conceptual understanding required in order to profile customer needs at a high level and sell the value of Financial Advisor teammate. o Business Services including retirement plans, business banking solutions, insurance, and succession planning: Conceptual understanding required in order to profile business owner needs at a high level and make a handoff to the appropriate specialist. o Personal Trust and Investment Management: Conceptual understanding required in order to profile customer needs at a high level and make a handoff to Wealth Management. o Use depth of product knowledge to profile and convert prospects into active customers. o Stay current on BMO Harris digital banking capabilities. Inform and educate customers on digital and self-service options (Online, Mobile, ATM, etc.) available to complete relevant activities and transactions. o Help customers get set-up to use BMO Harris' digital banking/ self-service technologies and keep them informed of new or enhanced capabilities as they become available.
Team Building/BMO Harris Linkages and Training 20% • Effectively work with branch and business partner teammates in a proactive and positive manner to assist in achievement of overall team goals. Contributions to the team include: o Active participation in branch and business partner sales, BMO Harris Linkages and training meetings including periodic facilitation of meetings. o Actively refers to teammates and business partners. o Represents the bank in community affairs and civic organizations to support Community Reinvestment Act. o Fully engages in all training programs asked to participate in to maintain a high level of financial services knowledge and competence. • 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% • Maintain a high level of user proficiency related to systems used for sales, operational procedures and customer management. • Understand the capabilities of BMO Harris Financial Advisors financial planning technology including: o Retirement Cash Flow o Asset Allocation o 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.
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
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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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