Senior Healthcare Banking Relationship Manager

3 days ago

Napa, California, United States Umpqua Bank Full time
About the Role

In this key position, you will serve as the primary healthcare banking relationship manager for assigned healthcare client relationships. Your primary responsibility will be to prospect new business and collaborate with Healthcare Client Solution Managers to deepen client relationships.

You will be accountable for maintaining a trusted advisor role, engaging in dialogue with Executive-level client contacts to assess holistic banking needs and provide customized banking insights, solutions, and drive financial performance through profitable revenue and growth and quality credit.

At this level, you will generally support a portfolio of middle market clients with $50MM+ in annual revenue, as these client relationships are generally the largest and most complex in the market's portfolio.

Key Responsibilities
  • Trusted Advisor Role: Serve as the trusted advisor to clients, functions as the healthcare client 'expert' and the go-to-person providing differentiating consult, ideas, and options for the largest and most complex clients.
  • Business Development: Advocate and lead business development efforts by developing a clear and holistic understanding of the client's or prospect's business and industry.
  • Client Reviews: Perform client reviews to ensure the bank provides relevant solutions as clients grow and adapt.
  • Referral Network: Develop and maximize established referral network within the healthcare industry.
  • Prospecting: Proactively prospects for new clients and identifies ways to expand existing relationships in collaboration with Healthcare Client Solutions Manager and internal partners.
  • Credit Solutions: Identify opportunities and partners to structure, coordinate and sponsor credit and non-credit solutions.
  • Team Collaboration: Remain in partnership with the Healthcare Client Solutions Manager, assembles and leads cross-functional team to quickly respond to customer request and identified needs.
  • Loan Decisions: Make decisions on loans and terms within established lending limits.
  • Credit Analysis: Analyze credit to determine the ability of customers and prospective customers to qualify for ensuing borrowing requirements.
  • Portfolio Management: Follow-up on current loans to ensure compliance with internal procedures and other required terms.
  • Industry Knowledge: Study healthcare industrial, economic and financial situations relating to new or existing business as part of prudent business development and portfolio management disciplines.
  • Regulatory Compliance: Demonstrate compliance with all bank regulations for assigned job function and applies to designated job responsibilities.
  • Training and Development: May be asked to coach, mentor, or train others and teach coursework as subject matter expert.
  • Umpqua Corporate Culture: Actively learn, demonstrate, and foster the Umpqua corporate culture in all actions and words.
About You
  • Proven Track Record: 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.
  • Relationship Management: Experience working in relationship management teams with a proven understanding of the importance of balancing business development and asset quality.
  • Credit Acumen: Proven ability to constructively work within (lead) a team in effort to deliver holistic, full, customized banking relationships.
  • Expert Credit Skills: Expert credit acumen (accounting, financial statement, understanding business and understanding of operational cash flow) with the ability to support the most complex deals.
  • Bank Systems and Policies: Working knowledge of the bank's systems and policies applicable to underwriting and portfolio management.
  • Risk-Rating System: Thorough knowledge of bank's risk-rating system, credit products and underwriting policies.
  • Business Development Abilities: Excellent relationship management and business development abilities, analytical and problem-solving skills, sales skills, and credit and credit quality skills.
  • Client Relationship Skills: Confirmed superior client relationship and internal partnering skills. Ability to work effectively with individuals and groups across the company to manage customer relationships.
  • Communication Skills: Demonstrates excellent written and verbal communication and presentation skills.
  • Computer Skills: Possesses strong computer skills including use of the Microsoft Office suite with the ability to learn new business software, as needed.
  • Training and Presentation: Ability to train and present to small and large audiences.
  • Technical Healthcare Credit Expertise: Superior technical healthcare credit expertise. Readily mentors others to grow their skillsets in this space.
  • Negotiation and Collaboration: Ability to negotiate/collaborate with Senior Credit Officers on credit terms and structures.
  • Experience with Syndications: Experience with syndications, asset-based lending, capital structure finance, leveraged lending, enterprise value lending, and trade finance.
  • Experience with Shared National Credits: Experience with underwriting and/or managing Shared National Credits (SNC).
  • Education: Bachelor's Degree, required. Master's Degree, preferred.
  • Workstyle: Fully onsite.

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