Senior Middle Market Banking Relationship Manager

2 weeks ago

Fort Collins, Colorado, United States Umpqua Bank Full time
About the Role

As a pivotal banking relationship manager, you will oversee a portfolio of middle market clients, ensuring their financial needs are met with tailored solutions. Your primary responsibility will be to cultivate new business opportunities while collaborating with Client Solution Managers to enhance existing client relationships. In this capacity, you will act as a 'trusted advisor,' engaging with Executive-level contacts to evaluate comprehensive banking requirements and deliver bespoke insights and solutions. This role typically involves managing a portfolio of clients generating over $50MM in annual revenue, characterized by their complexity and significance.

  • Trusted Advisor: Serve as the primary expert for middle market clients, providing valuable consultations, innovative ideas, and strategic options tailored to their unique needs. Lead business development initiatives by gaining a thorough understanding of clients' industries and businesses, ensuring the bank delivers relevant solutions as they evolve.
  • Network Development: Cultivate and leverage an established referral network while proactively seeking new clients. Collaborate with Client Solutions Managers and internal partners to identify opportunities for credit and non-credit solutions.
  • Cross-Functional Leadership: Partner with Client Solutions Managers to assemble and lead a cross-functional team, ensuring prompt responses to customer inquiries and needs. Utilize a team of specialists to showcase the full range of banking services.
  • Active Prospecting: Maintain a robust prospecting strategy, including identifying, qualifying, and engaging potential clients, while balancing these efforts with quality client maintenance.
  • Loan Decision-Making: Make informed decisions regarding loans and terms within established lending limits, analyzing creditworthiness to determine eligibility for borrowing needs.
  • Compliance Monitoring: Conduct follow-ups on current loans to ensure adherence to internal policies and necessary terms.
  • Market Analysis: Research middle market industrial, economic, and financial trends to inform prudent business development and portfolio management practices.
  • Regulatory Compliance: Ensure compliance with all banking regulations pertinent to your role, enhancing your knowledge through ongoing training and coursework.
  • Policy Adherence: Follow all bank policies and procedures, compliance regulations, and complete all required training annually or as specified.
  • Coaching and Mentoring: May involve coaching, mentoring, or training others, sharing expertise as a subject matter expert.
  • Corporate Culture: Actively embody and promote the corporate culture of Umpqua Bank in all interactions.
  • Initiative: Demonstrate personal initiative and serve as a positive role model for colleagues.
  • Additional Duties: May be assigned other responsibilities as needed.
  • Travel Requirements: Frequent travel may be necessary.
About the Ideal Candidate:
  • Bachelor's degree in business, finance, or a related field (or equivalent experience).
  • Master's degree in business administration (MBA) or a related discipline.
  • Over 10 years of relevant experience in Middle Market lending with a proven track record of success in business development.
  • 4-7 years of experience serving commercial clients with annual revenues exceeding $25MM is preferred.
  • Demonstrated success in expanding market share and building a supportive network.
  • Experience in relationship management teams, balancing business development with asset quality.
  • Expertise in credit analysis, financial statements, and operational cash flow to support complex transactions.
  • Thorough understanding of the bank's risk-rating system, credit products, and underwriting policies.
  • Exceptional relationship management, analytical, problem-solving, and sales skills.
  • Strong written and verbal communication abilities, along with proficiency in Microsoft Office and adaptability to new software.
  • Capability to train and present effectively to diverse audiences.
  • Superior technical credit knowledge, mentoring others to enhance their skills.
  • Experience negotiating with Senior Credit Officers on credit terms.
  • Familiarity with syndications, asset-based lending, and capital structure finance.
  • Experience with underwriting and managing Shared National Credits (SNC).
Work Style:

Umpqua Bank promotes a Flexible Workplace Program, allowing for a hybrid work style that includes in-office work three days a week, with the option to work remotely up to two days a week.

Our Benefits:

We provide a competitive total rewards package, including base salary and comprehensive benefits. The pay range for this position is competitive and based on various non-discriminatory factors, including job-related knowledge, skills, experience, education, and geographic location. The role may also be eligible for performance-based incentives. Our benefits include comprehensive healthcare coverage, a 401(k) retirement savings plan with employer matching, life and disability insurance, tuition assistance, mental health resources, and more. Benefit eligibility begins on the first day of the month following the hire date for associates working at least thirty hours weekly.

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