Elm Grove, WI
Ongoing through Tuesday, November 27, 2012, 6pm
Company: BMO Harris Bank
Contact: www.bmo.com/Careers
Job Description: Premier Banker, At our company, we have been helping our customers and communities for over 125 years. Working with us means being part of a team of talented, passionate individuals with a shared focus on working together to deliver great customer experiences. We stand behind your success with the support you need to turn your potential into performance. Harris is committed to an inclusive, equitable and accessible workplace. We are an Equal Opportunity Employer. By embracing diversity, we gain strength through our people and our perspectives. Mandate 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 Premier Banker effectively interacts and collaborates with the Financial Advisor, Regional Market Leader and others assigned to the client / relationship team to ensure the comprehensive delivery of the Premier Banking Services capabilities. The incumbent also participates as an active member of the community. KEY AREAS OF ACCOUNTABILITY Selling Activities 75% 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. Proactively work with branch business partners to identify specific existing customers meeting the target profile and create a calling plan. 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. Review total relationship and profile information to identify expansion opportunities. Establish daily call goals targeting existing customers Maintain an electronic pipeline of expansion opportunities Obtain referrals from existing customers External: Develop a target list of prospects to call on. Develop a 1-2 year sales and sales strategy plan Identify Centers of Influence (law firms, accounting firms, etc.) to call on and develop two-way referral relationships where appropriate. Participate actively in the community and identify prospects through your relationship building efforts Identify business owners to call on to introduce the full capabilities of personal and business services offered. 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. Understand a broad array of potential customer needs and how to uncover, understand and develop those needs. Be proficient at asking quality questions which allow an understanding of the customers’ needs and present solutions. Create quality profiles for prospects and customers using the tools provided and review regularly for opportunities. Sales and Referrals Master the consultative sales process Use the consultative sales process to develop strong customer relationships to be positioned as a financial advisor for the customer. Skills required to successfully reach sales and referral goals include: Specialized competencies in delivery of deposit, loan and banking products and services. Strong core competencies in financial planning, investments and insurance 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 1-2 year Relationship Management Plan including strong collaboration with Financial Advisor teammate to manage customer base. Important areas include: Segmenting customers based on relationship profitability or potential profitability (e.g. A = Top 25%, B = Middle 50%, C = Bottom 25%) 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 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. Typically manages the lower end of the mass affluent customer segment. 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: Deposit, loan (including mortgage) and banking services: Highly specialized and detailed level of knowledge. Ability to deliver these products without assistance. 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. 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. 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. Team Building/BMO Harris Linkages and Training15% 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: Active participation in branch and business partner sales, BMO Harris Linkages and training meetings including periodic facilitation of meetings. Actively refers to teammates and business partners. Represents the bank in community affairs and civic organizations to support Community Reinvestment Act. Fully engages in all training programs asked to participate in to maintain a high level of financial services knowledge and competence. Leadership Participates in Bank and community activities – 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 M&I Financial Advisors financial planning technology including: Retirement Cash Flow Asset Allocation College Funding, Knowledge and Skills Knowledge: Bachelor’s Degree or equivalent professional designation 2-5 years professional financial services experience Basic credit knowledge. 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. Strong understanding of brokerage and insurance products. Strong understanding of business services including retirement plans, business banking solutions, insurance and succession planning required. Strong understanding of personal trust and investment management required. Outstanding sales, interpersonal and communication skills. Strong organizational and time management skills. Proficient computer skills. Strong presentation skills. BMO Harris thanks all applicants. We advise only those who qualify for an interview will be contacted., To explore this opportunity to join BMO Harris Bank, visit our website www.bmo.com/Careers and apply to requisition # 107372
Job Industry: Financial Services
Employee Type: Full-Time
Manages Others: No
Travel Required: None
Ongoing through Tuesday, November 27, 2012, 6pm
Company: BMO Harris Bank
Contact: www.bmo.com/Careers
Job Description: Premier Banker, At our company, we have been helping our customers and communities for over 125 years. Working with us means being part of a team of talented, passionate individuals with a shared focus on working together to deliver great customer experiences. We stand behind your success with the support you need to turn your potential into performance. Harris is committed to an inclusive, equitable and accessible workplace. We are an Equal Opportunity Employer. By embracing diversity, we gain strength through our people and our perspectives. Mandate 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 Premier Banker effectively interacts and collaborates with the Financial Advisor, Regional Market Leader and others assigned to the client / relationship team to ensure the comprehensive delivery of the Premier Banking Services capabilities. The incumbent also participates as an active member of the community. KEY AREAS OF ACCOUNTABILITY Selling Activities 75% 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. Proactively work with branch business partners to identify specific existing customers meeting the target profile and create a calling plan. 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. Review total relationship and profile information to identify expansion opportunities. Establish daily call goals targeting existing customers Maintain an electronic pipeline of expansion opportunities Obtain referrals from existing customers External: Develop a target list of prospects to call on. Develop a 1-2 year sales and sales strategy plan Identify Centers of Influence (law firms, accounting firms, etc.) to call on and develop two-way referral relationships where appropriate. Participate actively in the community and identify prospects through your relationship building efforts Identify business owners to call on to introduce the full capabilities of personal and business services offered. 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. Understand a broad array of potential customer needs and how to uncover, understand and develop those needs. Be proficient at asking quality questions which allow an understanding of the customers’ needs and present solutions. Create quality profiles for prospects and customers using the tools provided and review regularly for opportunities. Sales and Referrals Master the consultative sales process Use the consultative sales process to develop strong customer relationships to be positioned as a financial advisor for the customer. Skills required to successfully reach sales and referral goals include: Specialized competencies in delivery of deposit, loan and banking products and services. Strong core competencies in financial planning, investments and insurance 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 1-2 year Relationship Management Plan including strong collaboration with Financial Advisor teammate to manage customer base. Important areas include: Segmenting customers based on relationship profitability or potential profitability (e.g. A = Top 25%, B = Middle 50%, C = Bottom 25%) 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 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. Typically manages the lower end of the mass affluent customer segment. 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: Deposit, loan (including mortgage) and banking services: Highly specialized and detailed level of knowledge. Ability to deliver these products without assistance. 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. 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. 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. Team Building/BMO Harris Linkages and Training15% 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: Active participation in branch and business partner sales, BMO Harris Linkages and training meetings including periodic facilitation of meetings. Actively refers to teammates and business partners. Represents the bank in community affairs and civic organizations to support Community Reinvestment Act. Fully engages in all training programs asked to participate in to maintain a high level of financial services knowledge and competence. Leadership Participates in Bank and community activities – 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 M&I Financial Advisors financial planning technology including: Retirement Cash Flow Asset Allocation College Funding, Knowledge and Skills Knowledge: Bachelor’s Degree or equivalent professional designation 2-5 years professional financial services experience Basic credit knowledge. 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. Strong understanding of brokerage and insurance products. Strong understanding of business services including retirement plans, business banking solutions, insurance and succession planning required. Strong understanding of personal trust and investment management required. Outstanding sales, interpersonal and communication skills. Strong organizational and time management skills. Proficient computer skills. Strong presentation skills. BMO Harris thanks all applicants. We advise only those who qualify for an interview will be contacted., To explore this opportunity to join BMO Harris Bank, visit our website www.bmo.com/Careers and apply to requisition # 107372
Job Industry: Financial Services
Employee Type: Full-Time
Manages Others: No
Travel Required: None