Senior Commercial Banking Relationship Manager

4 weeks ago

San Diego, California, United States Umpqua Bank Full time
About the Role:

Serves as the key banking relationship manager for assigned middle market client relationships. Accountable for prospecting new business and working with Client Solution Managers to deepen client relationships. Maintains a "trusted advisor" role, engaging in dialogue with Executive-level client contacts to assess holistic banking needs and to provide customized banking insights and solutions. Drives financial performance through profitable revenue and growth and quality credit. At this level, the relationship manager generally supports a portfolio of middle market clients with $50MM+ in annual revenue. These client relationships are generally the largest and most complex in the market's portfolio.

Responsibilities:

Serves as the trusted advisor to clients, functions as the Middle Market client "expert" and the go-to-person providing differentiating consult, ideas, and options for the largest and most complex clients.

Champions and leads business development efforts by developing a clear and holistic understanding of the client's or prospect's business and industry.

Performs client reviews to ensure the bank provides relevant solutions as clients grow and adapt.

Develops and maximizes established referral network. Proactively prospects for new clients and identifies ways to expand existing relationships in collaboration with Client Solutions Manager and internal partners.

Identifies opportunities and partners to structure, coordinate and sponsor credit and non-credit solutions.

Requirements:

More than 10 years of relevant Middle Market lending experience and proven track record of exceeding performance in developing business in the Middle Market segment and industry.

4-7 years of high-performance experience serving commercial clients with $25MM+ annual revenue.

Proven track record of success in developing new business, growing 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 work within (lead) a team in effort to deliver holistic, customized banking relationships.

Expert credit acumen (accounting, financial statement, understanding business and understanding of operational cash flow) with the ability to support the most complex deals. Working knowledge of the bank's systems and policies applicable to underwriting and portfolio management.

Thorough knowledge of bank's risk-rating system, credit products and underwriting policies. Exceptional working knowledge with structuring credit products to middle market 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.

Confirmed superior client relationship and internal partnering skills. Ability to work effectively with individuals and groups across the company to manage customer relationships.

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 credit expertise. Readily mentors others to grow their skillsets in this space.

Ability to negotiate/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).

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