Sba Specialty Finance Officer

1 month ago

Pasadena, United States BMO US Full time

2500 E. Colorado Blvd. Pasadena California,91107

Provides Small Business Administration (SBA) lending expertise for an assigned territory to create an effective internal and external network for successful Commercial Banking / Emerging Middle Market (EMM) client acquisition opportunities. Assures that all SBA lending is conducted in compliance with internal controls and adherence to audit, regulatory, and compliance policies. Supports EMM Relationship Managers (and other internal lead sources) on identified SBA opportunities. In partnership with the assigned RM teams, and independently, implements, reviews, and revises short-term (3-12 months) and long-term (1-2 year) rolling sales strategies and tactical plans. Identifies profitable business prospects and creates a network of referral sources for the assigned territory that meets or exceeds sales, service, revenue, share of wallet, and loyalty targets. Supports the RM team in sales of commercial banking (EMM) products and comprehensive, holistic financial solutions, and identifies and initiates cross-sell opportunities in the best interest of the customer. Refers complex sales of financing, cash management, and personal banking products to the appropriate partners.
- Develops and maintains relationships with existing and potential customers, service providers, and internal business partners to align customer needs with tailored products and services.
- Applies professional consultative sales and business development principles, practices, and techniques to identify, negotiate, and structure initial transactions within the Bank’s risk appetite.
- Conducts field-level financial analysis of prospective SBA lending opportunities and seeks to determine SBA loan program eligibility (per current SBA Standard Operating Procedures).
- Proposed loan solution structures and terms according to current bank SBA offering.
- Identifies risks and takes appropriate actions, including all documentation and other regulatory requirements to maintain operational integrity.
- Obtains and uses market, industry, and customer knowledge to proactively maximize sales, share of wallet, increase cash management penetration, revenue per customer, and customer loyalty.
- Reviews and monitors sales, revenue, and share of wallet performance against plan to identify gaps, develop action plans, and share best practices.
- Provides expertise and experience in the success of the district to enhance the Bank’s community presence.
- Transfers prospective customer relationships to relationship managers for future revenue generation and to support customer retention efforts.
- Acts as first level of escalation for client complaint issues and responds to and resolves complex client inquiries regarding SBA commercial banking products (and tertiary products and services).
- Develops and delivers sales programs and initiatives to achieve sales results targeted to customer needs.
- Develops referral strategies to achieve profitability objectives.
- Collaborates with internal pricing teams on pricing decisions for sustained revenue growth.
- Supports the execution of strategic initiatives in collaboration with internal and external stakeholders.
- Helps determine business priorities and best sequence for execution of business / group strategy.
- Conducts independent analysis and assessment to resolve strategic issues.
- Integrates information from multiple sources to enable more efficient processes, enhance analysis and/or streamline reporting.
- Breaks down strategic problems, and analyses data and information to provide insights and recommendations.
- Monitors and tracks performance and addresses any issues.
- Designs and produces regular and ad-hoc reports, and dashboards.
- Builds change management plans of varying scope and type; leads or participates in a variety of change management activities including readiness assessments, planning, stakeholder management, execution, evaluation and sustainment of initiatives.
- Leads or participates in defining the communication plan designed to positively influence or change behaviour; develops tailored messaging; and identifies appropriate distribution channels.
- Identifies business needs, designs, develops tools and training programs; may include delivery of training to audiences; may have broader, enterprise-wide focus.
- Applies territory management, relationship selling, and expansion strategies to analyze performance against market potential.
- Responds to inquiries and resolves issues raised through audits and quality checks to ensure adequate documentation of lending and other decisions.
- Reviews and monitors sales, revenue, and share of wallet performance against plan to identify gaps, develop action plans, and share best practices.
- Follows security and safeguarding procedures and applies due diligence in accordance with Bank’s policies and ethical standards for the prevention of loss due to fraud, robbery, counterfeiting, money launderin

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