Senior Middle Market Banking Relationship Manager

This position acts as the primary banking relationship manager for designated middle market client accounts. Responsible for identifying new business opportunities and collaborating with Client Solution Managers to enhance client relationships. Maintains a role as a 'trusted advisor,' engaging in discussions with Executive-level client contacts to evaluate comprehensive banking needs and deliver tailored banking insights and solutions. Drives financial success through profitable revenue growth and quality credit management. At this level, the relationship manager typically oversees a portfolio of middle market clients generating $50MM+ in annual revenue. These client relationships are generally the most significant and intricate within the market's portfolio.

• Acts as the trusted advisor to clients, serving as the Middle Market client 'specialist' and the primary resource for providing unique consultations, ideas, and options for the largest and most complex clients. Leads business development initiatives by cultivating a thorough understanding of the client's or prospect's business and industry. Conducts client assessments to ensure the bank delivers relevant solutions as clients evolve.
• Enhances and maximizes the established referral network. Actively seeks new clients and identifies opportunities to expand existing relationships in partnership with Client Solutions Manager and internal teams. Recognizes opportunities and collaborates to structure, coordinate, and sponsor credit and non-credit solutions.
• In collaboration with the Client Solutions Manager, assembles and leads a cross-functional team to swiftly address customer requests and identified needs. Utilizes a team of specialists to creatively showcase the full range of the bank's offerings.
• Maintains a proactive prospecting approach, including identification, qualification, and outreach. Consistently balances prospecting activities with quality client maintenance responsibilities.
• Exercises decision-making authority on loans and terms within established lending limits. Evaluates creditworthiness to determine the eligibility of customers and prospective customers for future borrowing needs.
• Monitors current loans to ensure adherence to internal procedures and other required terms.
• Analyzes middle market industrial, economic, and financial conditions related to new or existing businesses as part of prudent business development and portfolio management practices.
• Demonstrates compliance with all banking regulations relevant to assigned job functions and applies this knowledge to designated responsibilities – knowledge may be acquired through training and on-the-job experience. Stays informed on regulatory changes.
• Adheres to all Bank policies and procedures, compliance regulations, and completes all required annual or job-specific training.
• Maintains a working knowledge of the Bank's written policies and procedures regarding the Bank Secrecy Act, Regulation CC, Regulation E, Bank Security, and other regulations applicable to this job description.
• May be requested to coach, mentor, or train others and deliver training as a subject matter expert.
• Actively learns, demonstrates, and promotes the Umpqua corporate culture in all actions and communications.
• Takes personal initiative and serves as a positive role model for others to follow.
• May perform additional duties as assigned.
• Frequent travel required.

• Bachelor's degree in business, finance, or a related field (or equivalent experience).
• Master's degree in business administration (MBA) or a related field of study.
• Over 10 years of relevant Middle Market lending experience with a proven track record of exceeding performance in developing business within the Middle Market segment and industry.
• 4-7 years of high-performance experience serving commercial clients with $25MM+ annual revenue preferred.
• Demonstrated success in generating new business, increasing market share, and establishing/growing a quality supportive network.
• Experience working in relationship management teams with a proven understanding of the importance of balancing business development and asset quality. Proven ability to constructively collaborate within (lead) a team to deliver comprehensive, customized banking relationships.
• Expertise in credit analysis (accounting, financial statements, understanding business operations, and cash flow) with the ability to support the most complex transactions. Familiarity with the bank's systems and policies related to underwriting and portfolio management.
• Thorough knowledge of the bank's risk-rating system, credit products, and underwriting policies. Exceptional understanding of structuring credit products for middle market businesses across diverse industries with complex ownership structures.
• Excellent relationship management and business development skills, along with strong analytical and problem-solving abilities, sales skills, and credit quality expertise.
• Proven superior client relationship and internal collaboration skills. Ability to work effectively with individuals and groups across the organization to manage customer relationships.
• Exhibits excellent written and verbal communication and presentation skills.
• Possesses strong computer skills, including proficiency in the Microsoft Office suite, with the ability to learn new business software as needed.
• Ability to train and present to both small and large audiences.
• Superior technical credit expertise, readily mentoring others to enhance their skillsets in this area.
• Ability to negotiate and collaborate with Senior Credit Officers on credit terms and structures.
• Experience with syndications, asset-based lending, capital structure finance, leveraged lending, enterprise value lending, and trade finance.
• Experience with underwriting and/or managing Shared National Credits (SNC).

Umpqua Bank offers a Flexible Workplace Program, and this opportunity comes with the Flex Office work style, which includes working in-office from a designated company location three days weekly with the flexibility to work remotely up to two days weekly.

We provide a competitive total rewards package that includes base wages and comprehensive benefits. The pay range for this role is $127,084 to $181,549, and the pay rate for the selected candidate is based on various non-discriminatory factors including, but not limited to, job-related knowledge, skills, experience, education, and geographic location. The role may be eligible for performance-based incentive compensation, and those details will be provided during the recruitment process. We offer eligible associates comprehensive healthcare coverage (medical, dental, and vision plans), a 401(k)-retirement savings plan with employer match for qualifying associate contributions, an employee assistance program, life insurance, disability insurance, tuition assistance, mental health resources, identity theft protection, legal support, auto and home insurance, pet insurance, access to an online discount marketplace, and paid vacation, sick days, volunteer days, and holidays. Benefit eligibility begins the first day of the month following the date of hire for associates who are regularly scheduled to work at least thirty hours weekly.