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Role Overview

Provides advisory-based sales and relationship management to attract, retain, and grow a portfolio of prospective and existing client relationships while delivering an exceptional client experience. Demonstrates a deep understanding of client needs through the proactive delivery of holistic advice and customized wealth, trust, and estate solutions.

Applies specialized expertise to strengthen the wealth management platform, develop new and existing referral networks, and identify market opportunities. Collaborates with internal partners and subject matter experts to develop and execute thoughtful, integrated solutions that address the complex needs of affluent and high-net-worth clients.

Key Accountabilities

• Provides specialized trust and estate expertise to clients, professional advisors, and internal partners, including initial opportunity assessment, deal triage, and connectivity across the enterprise.
• Develops and executes business development strategies to achieve growth, sales, and relationship objectives for the assigned market and portfolio.
• Builds and manages relationships with affluent and high-net-worth individuals, families, business owners, and professional advisors using a holistic, advice-based approach.
• Identifies client needs and opportunities involving trust, estate, power of attorney, tax, investment, private banking, and broader wealth management solutions.
• Leads and contributes to the development of compelling proposals, presentations, and customized solutions for prospective and existing clients.
• Develops strong relationships with internal and external referral sources and provides education and insight to strengthen their ability to identify appropriate trust and estate opportunities.
• Collaborates across Wealth Management and the broader enterprise to connect clients with the appropriate expertise and deliver an integrated client experience.
• Establishes credibility and trust with sophisticated clients and professional advisors through strong technical knowledge, sound judgment, and a consultative approach.
• Acts as a trusted advisor to clients, referral sources, and internal business partners.
• Identifies emerging client, industry, and market trends and translates insights into business development opportunities and strategic recommendations.
• Influences and negotiates effectively to advance client solutions and achieve business objectives.
• Conducts independent analysis and exercises sound judgment in addressing complex or non-routine client and business situations.
• Monitors business development activities, pipeline, client opportunities, and results, taking appropriate action to support performance objectives.
• Contributes to strategic and operational initiatives, including business planning, implementation, and change management activities.
• Delivers timely, accurate, and efficient service while maintaining a high standard of client experience.
• Applies sound risk management practices and complies with all applicable regulatory, legal, ethical, privacy, fiduciary, and internal policy requirements.
• Protects the Bank's and clients' interests by making prudent, risk-informed decisions consistent with the organization's Risk Management Framework and approved Risk Appetite.
• Performs other related responsibilities as required.

Qualifications

• A professional designation in accounting, law, financial planning, or a related discipline is considered an asset.
• A Trust and Estate Practitioner (TEP) designation through STEP, or a Trust Institute designation (STI or MTI) through CSI, is preferred. Candidates who do not currently hold the trust and estate designation should demonstrate a commitment to obtaining the TEP designation within five years of commencing in the role.
• Completion of the Canadian Securities Course (CSC).
• Broad knowledge of financial services and private wealth, including trust and estate services, private banking, investments, financial planning, and taxation.
• Strong understanding of the needs of affluent and high-net-worth individuals, families, business owners, and professional advisors.
• Demonstrated ability to build credibility and trusted relationships with sophisticated clients, centres of influence, professional advisors, and internal referral partners.
• Strong business development capabilities, including the ability to identify opportunities, develop referral networks, and translate complex client needs into appropriate solutions.
• Ability to use client profiling and relationship-management tools to identify immediate and longer-term client needs and opportunities.
• Strong technical knowledge and professional judgment developed through a combination of education and relevant business experience.
• Excellent verbal and written communication skills, including the ability to explain complex trust, estate, and wealth planning concepts clearly.
• Strong collaboration and relationship-management skills, with demonstrated ability to work effectively across multiple businesses and disciplines.
• Strong analytical, problem-solving, negotiation, and influencing capabilities.
• Demonstrated ability to exercise sound judgment and work independently in complex and non-routine situations.
• Strong ability to use data and business insights to inform decisions, prioritize opportunities, and drive results.

The above represents BMO Financial Group’s pay range and type.

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: https://jobs.bmo.com/global/en/Total-Rewards

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 us at https://jobs.bmo.com/ca/en.

BMO 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. Accommodations are available on request for candidates taking part in all aspects of the selection process. To request accommodation, please contact your recruiter.

Note to Recruiters: BMO does not accept unsolicited resumes from any source other than directly from a candidate. Any unsolicited resumes sent to BMO, directly or indirectly, will be considered BMO property. BMO will not pay a fee for any placement resulting from the receipt of an unsolicited resume. A recruiting agency must first have a valid, written and fully executed agency agreement contract for service to submit resumes.