Client Specialist

Retail Banking Sales & Service

Acts as the primary client contact to uncover financial needs and provide holistic banking and investment solutions in compliance with regulatory and compliance policies. Works collaboratively in the market with BMO partners, COIs, and the community to build relationships and deliver the desired customer experience, with a focus on new client acquisition, growing overall AUM (e.g. deposits and investments), and increasing investment penetration within portfolio.

Responsibilities include:

• Taking a consultative approach to relationship building and uncovering financial opportunities while developing recommendations by taking a financial planning approach.
• Collaborating with Financial Advisor, as appropriate, for clients with more complex financial needs.
• Proactively working with assigned customer portfolio to uncover needs, provide solutions, and identify additional sales opportunities.
• Making recommendations on products, pricing, and services; connecting customer with experts based on financial decisions.
• Achieving results and meeting sales targets by acquiring new assets from existing client portfolio and new client acquisition.
• Introducing and guiding clients to use digital platforms and promoting adoption of digital features.
• Developing, maintaining, and executing a business plan, including sales strategies, to achieve sales objectives.
• Identifying short and long-term value creation opportunities for target customer segments.
• Actively participating in the community to identify prospects through relationship building efforts and identify centers of influence (e.g. law and accounting firms) and two-way referral relationships.
• Coordinating outreach efforts for seminars, campaigns, or client events.
• Cultivating strategic relationships with key client stakeholders to become a trusted advisor and influence long-term financial decisions.
• Sourcing new revenue and investments through client acquisition and deepening existing relationships.
• Delivering consistent client service using established playbook and guidelines.
• Supporting client onboarding, documentation, and service delivery.
• Escalating complex or unresolved client situations and complaints.
• Developing solid product knowledge and financial expertise for an assigned portfolio of products.
• Supporting the execution of strategic initiatives in collaboration with internal and external stakeholders.
• Building effective relationships with internal/external stakeholders.
• Monitoring sales and service performance against plan to identify gaps and implementing action plans that close performance gaps and resolve issues.
• Providing individual and group training in order to mentor and coach branch personnel to enhance their knowledge and skills around the mass affluent client.
• Reviewing credit applications to ensure sound credit granting principles; recommending remedies to maintain acceptable asset and credit quality.
• Following security and safeguarding procedures and applying due diligence in accordance with Bank's policies and ethical standards for the prevention of loss due to fraud, robbery, counterfeiting, money laundering, or defalcation.
• Maintaining the confidentiality of customer and Bank information in compliance with Bank policies and procedures.
• Executing work to deliver timely, accurate, and efficient service.
• Executing quality customer review meetings for retention and relationship expansion purposes.
• Focus is primarily on business/group within BMO; may have broader, enterprise-wide focus.
• Exercising judgment to identify, diagnose, and solve problems within given rules.
• Working independently on a range of complex tasks, which may include unique situations.
• Broader work or accountabilities may be assigned as needed.
• Taking measured risks while protecting the bank by applying our Risk Management Framework in the execution of your role, in line with our Risk Culture and within our approved Risk Appetite, making sound and risk informed decisions that align to business strategy, protect assets, and adhere to applicable policy documents (Frameworks, Policies, Standards, Procedures and Supporting documents), laws and regulations.

Qualifications:

• Typically, 3+ years of relevant experience; post-secondary degree in related field of study preferred, not required.
• Proven experience in a financial services organization demonstrating knowledge of banking products, associated services, pricing strategies, and profitability management.
• SIE Exam and,
• State Life and Health insurance and,
• Series 6, 63 and 65 OR Series 7 and 66.
• If licenses are not currently held, they are required within 120 days of the role start date.
• Advanced understanding of deposit, loan (including mortgage) and banking products and practices, cash flow analysis, lending process and directives, credit risk policies and standards, supporting processes, applicable legal and regulatory requirements, and Bank policies.
• In-depth understanding of brokerage and insurance products.
• In-depth knowledge of business services, including retirement plans, business banking solutions, insurance, and succession planning.
• In-depth understanding of personal trust and investment management.
• In-depth knowledge of client portfolio management.
• Technical proficiency gained through education and/or business experience.

Intermediate level of proficiency:

• Financial Needs Discovery
• Product & Solution Design
• Investment, Insurance & Advisory Products

Advanced level of proficiency:

• Deposit & Cash Management
• Lending & Credit
• Prospecting & Acquisition
• Sales Strategy & Execution
• Advisory & Communication
• Client Onboarding, Experience & Retention
• Portfolio & Relationship Management
• Risk & Compliance
• Learning Agility
• Collaboration

U.S. Only: This position will act as an originator of consumer loans as defined by Regulation Z, Regulation G, and the Secure and Fair Enforcement for Mortgage Licensing Act (the S.A.F.E. Act). This position will require a Federal registration with the Nationwide Mortgage Licensing System and Registry. The Bank will instruct you on the registration requirements needed to comply with this requirement. A criminal background review and credit history evaluation will be required for this position as well as restrictions on performing in a real estate agent capacity.

Salary: Salaried. Salaries will vary based on factors such as location, skills, experience, education, and qualifications for the role, and may include a commission structure. Salaries for part-time roles will be pro-rated based on number of hours regularly worked. For commission roles, the salary listed above represents BMO Financial Group's expected target for the first year in this position.

BMO Financial Group's total compensation package will vary based on the pay type of the position and 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. To view more details of our benefits, please visit

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 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

BMO is proud to be an equal employment opportunity employer. We evaluate applicants without regard to race, religion, color, national origin, sex (including pregnancy, childbirth, or related medical conditions), 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 View email address on click.appcast.io and let us know the nature of your request and your contact information.