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The Managing Director, California is the senior executive responsible for the performance, alignment, and growth of the BMO Family Office business across California. As the leader of one of the firm's most significant markets, this role provides strategic market leadership and accountability for client experience, business growth, team alignment, and enterprise partnership effectiveness.

The Managing Director serves as the central market leader, integrator, and ambassador for BMO Family Office in California, bringing together a highly skilled and geographically distributed team to deliver a coordinated, client-centric, and growth-oriented approach. While preserving existing reporting structures, the role establishes strong market-level leadership and dotted-line accountability to drive execution, collaboration, and performance outcomes.

Key Responsibilities

Market Leadership & Accountability

• Own and execute the California Family Office market strategy.
• Establish and communicate clear priorities across client engagement, growth, and partnership activities.
• Create alignment, accountability, and coordination across local and regional teams.
• Serve as the senior in-market representative for BMO Family Office.
• Drive market performance through disciplined execution and leadership focus.

Client & Prospect Engagement

• Elevate engagement with top client households and strategic client segments.
• Ensure a seamless and consistent client experience across investments, trust, planning, banking, and advisory services.
• Act as a senior relationship leader for key clients, prospects, and complex opportunities.
• Support the retention and expansion of existing client relationships.

Growth & Business Development

• Drive visibility, accountability, and execution around market pipeline activity.
• Partner closely with the Head of Sales, Family Office, to ensure alignment with enterprise sales strategies and objectives.
• Collaborate with High Net Worth (HNW), Commercial Banking, Capital Markets, Retail Banking, and One Client partners to identify and advance opportunities.
• Facilitate coordinated market execution that converts enterprise opportunities into measurable business outcomes.
• Support prioritization and advancement of strategic opportunities across California.

Market Presence & External Ambassadorship

• Lead and elevate the market's approach to client events, centers of influence (COIs), and strategic prospecting initiatives.
• Build and maintain a strong external presence within California's wealthy client and professional advisor communities.
• Represent the BMO Family Office value proposition to clients, prospects, and community stakeholders.
• Enhance market visibility, credibility, and brand recognition.

Partnership Leadership

• Serve as the primary point of connection between Family Office and enterprise partners throughout California.
• Strengthen collaboration across Wealth Management, Commercial Banking, Capital Markets, Retail, and other key business groups.
• Translate partnership activity into tangible client acquisition, retention, and growth outcomes.
• Foster a culture of collaboration and shared accountability.

Team Alignment & Execution

• Establish clear operating rhythms, communication practices, and accountability measures across the California market.
• Improve coordination among Investments, Trust, Planning, Banking, and other client-facing teams.
• Identify and escalate market trends, opportunities, risks, and client themes.
• Promote a collaborative, high-performance culture that supports client excellence and business growth.

Commercial Leadership

• Maintain an active role as Advisor to UHNW clients.
• Contribute directly to client acquisition, relationship development, and business growth efforts.
• Stay closely connected to client needs, market conditions, and competitive dynamics.

Success Measures

Market Performance

• Sustained growth in Assets Under Management (AUM) and Net New Assets (NNA).
• Increased pipeline quality, visibility, and conversion rates.
• Improved client penetration and market share across California.

Client Experience

• Consistent, high-quality delivery across all Family Office disciplines.
• Strong ownership and engagement with top households.
• Reduction in service gaps and client escalations.
• Achievement of exceptional client satisfaction and Net Promoter Score (NPS) outcomes.

Partnership Outcomes

• Increased referrals and coordinated activity with:
  • High Net Worth (HNW)
  • Commercial Banking
  • Capital Markets
  • Retail Banking
• Recognition as a trusted and highly effective enterprise partner.

Market Presence

• Visibility as an industry expert in UHNW among clients, prospects, and centers of influence.
• Delivery of impactful, high-quality client and prospect events.
• Strong market reputation as a leader and ambassador for the Family Office platform.

Team Effectiveness

• Highly aligned and collaborative market team.
• Strong accountability to market priorities and business objectives.
• Positive feedback from functional leaders and partners regarding collaboration and impact.
• Creation of a vibrant, in-person, relationship-driven workplace culture across California.

Team Structure

The Managing Director leads a distributed team of UHNW professionals across Investments, Trust, Planning, Wealth Advisory, and Private Banking disciplines. The role focuses on aligning and activating an established, experienced team into a cohesive California market organization while leveraging broader West Region resources and expertise.

Qualifications

Education

• Bachelor's degree required.
• MBA, JD, CFP®, CFA®, CPA, CTFA, or other advanced professional designation preferred.

Experience

• 15+ years of leadership experience within wealth management, private wealth, family office, private banking, trust, investment management, or related financial services.
• Proven ability to lead multidisciplinary teams and complex client relationships.
• Demonstrated success driving business growth, partnership effectiveness, and market leadership.
• Experience working with ultra-high-net-worth and family office clients.
• Strong executive presence and relationship management capabilities.

Knowledge, Skills & Abilities

• Deep understanding of wealth management, trust, investments, planning, and banking solutions.
• Exceptional leadership, communication, and influencing skills.
• Strong business development and relationship management expertise.
• Strategic thinking combined with disciplined execution.
• Ability to lead across matrixed organizational structures.
• Proven ability to build partnerships and drive collaboration across diverse stakeholder groups.

Reports To: Head of BMO Family Office

Location: California (Los Angeles, Newport Beach, Palo Alto, or other approved California office)

Direct Reports: None initially; market leadership with matrixed oversight and dotted-line accountability across Family Office team members in California.

Salary:

Pay Type:

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: