Senior Healthcare Banking Relationship Manager

7 days ago

Sacramento, California, United States Umpqua Bank Full time

About Us:

Umpqua Bank is a leading regional bank headquartered in the Pacific Northwest, with a strong presence in the western United States. With over 5,000 employees, we offer a wide range of banking services to customers across the nation.

We pride ourselves on creating a great place to work by fostering a culture of relationship banking and providing opportunities for our associates to thrive. Our core values of Trust, Ownership, Growth, Empathy, Teamwork, Heart, Enjoyment, and Relationships guide our actions and decisions.

About the Role:

In this role, you will serve as the key healthcare banking relationship manager for assigned healthcare client relationships. You will be accountable for prospecting new business and working with Healthcare Client Solution Managers to deepen client relationships. Your primary responsibility will be to maintain a trusted advisor role, engaging in dialogue with Executive-level client contacts to assess their holistic banking needs and provide customized banking insights, solutions, and drive financial performance through profitable revenue and growth and quality credit.

Key Responsibilities:

  • Serve as the Trusted Advisor: Function as the healthcare client expert and the go-to-person providing differentiating consult, ideas, and options for the largest and most complex clients.
  • Advocate and Lead Business Development Efforts: Develop a clear and holistic understanding of the client's or prospect's business and industry, and perform client reviews to ensure the bank provides relevant solutions as clients grow and adapt.
  • Develop and Maximize Established Referral Network: Proactively prospect for new clients and identify ways to expand existing relationships in collaboration with Healthcare Client Solutions Manager and internal partners.
  • Remain in Partnership with the Healthcare Client Solutions Manager: Assemble and lead cross-functional teams to quickly respond to customer requests and identified needs, utilizing a team of experts to creatively present the full breadth of the bank.
  • Maintain Active Prospecting Effort: Consistently balance prospecting efforts and quality client maintenance responsibilities, making decisions on loans and terms within established lending limits.
  • Analyze Credit: Determine the ability of customers and prospective customers to qualify for ensuing borrowing requirements, following up on current loans to ensure compliance with internal procedures and other required terms.
  • Study Healthcare Industrial, Economic, and Financial Situations: Relate to new or existing business as part of prudent business development and portfolio management disciplines.
  • Demonstrate Compliance: With all bank regulations for assigned job function and apply to designated job responsibilities, maintaining a working knowledge of Bank's written policies and procedures regarding Bank Secrecy Act, Regulation CC, Regulation E, Bank Security, and other regulations as applicable to this job description.
  • Follow All Bank Policies and Procedures: Complete all required annual or job-specific training, and actively learn, demonstrate, and foster the Umpqua corporate culture in all actions and words.
  • Coach, Mentor, or Train Others: Teach coursework as subject matter expert, taking personal initiative and being a positive example for others to emulate.

About You:

We are seeking a highly experienced and skilled professional with a proven track record of success in developing new business, growing market share, and establishing/growing a quality supportive network within the healthcare and adjacent industries.

Requirements:

  • Proven Track Record: Success in developing new business, growing market share, and establishing/growing a quality supportive network within the healthcare and adjacent industries.
  • Experience in Relationship Management: Proven understanding of the importance of balancing business development and asset quality, with experience working in relationship management teams.
  • Expert Credit Acumen: Ability to support the most complex deals, with a thorough knowledge of the bank's systems and policies applicable to underwriting and portfolio management.
  • Working Knowledge of Bank's Risk-Rating System: Credit products and underwriting policies, with exceptional working knowledge of structuring credit products to healthcare business in diverse industries with complex ownership structures.
  • Excellent Relationship Management and Business Development Abilities: Analytical and problem-solving skills, sales skills, and credit and credit quality skills, with confirmed superior client relationship and internal partnering skills.
  • Demonstrates Excellent Written and Verbal Communication and Presentation Skills: Possesses strong computer skills, including use of the Microsoft Office suite, with the ability to learn new business software as needed.
  • Ability to Train and Present to Small and Large Audiences: Superior technical healthcare credit expertise, with the ability to mentor others to grow their skillsets in this space.
  • Ability to Negotiate/Collaborate with Senior Credit Officers: Experience with syndications, asset-based lending, capital structure finance, leveraged lending, enterprise value lending, and trade finance, with experience with underwriting and/or managing Shared National Credits (SNC).
  • 4-7 Years of High-Performance Experience: Serving commercial healthcare clients with $50MM+ annual revenue, with more than 10 years of relevant Middle Market Healthcare lending experience and a proven track record of exceeding performance in developing business in the Middle Market segment and industry.
  • Bachelor's Degree: Required, with a Master's Degree preferred.

Workstyle:

Fully onsite.

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