Senior Middle Market Banking Relationship Manager

The Senior Middle Market Banking Relationship Manager plays a pivotal role in managing key banking relationships for designated middle market clients. This position is responsible for identifying new business opportunities and collaborating with Client Solution Managers to enhance existing client relationships. Acting as a 'trusted advisor,' the manager engages with Executive-level client contacts to evaluate comprehensive banking needs and deliver tailored banking insights and solutions. This role is instrumental in driving financial success through sustainable revenue growth and high-quality credit management. Typically, this position oversees a portfolio of middle market clients generating over $50 million in annual revenue, representing some of the most significant and intricate relationships within the market.

• Acts as the primary trusted advisor for clients, serving as the Middle Market banking 'specialist' and the principal resource for innovative consultation, strategies, and solutions for the most complex clients. Leads business development initiatives by cultivating a thorough understanding of the client's business and industry landscape. Conducts client assessments to ensure the bank provides relevant solutions as clients evolve.
• Enhances and leverages an established referral network. Actively seeks new clients and explores avenues to expand current relationships in partnership with the Client Solutions Manager and internal teams. Identifies opportunities to structure, coordinate, and deliver both credit and non-credit solutions.
• Collaborates with the Client Solutions Manager to assemble and lead a cross-functional team that swiftly addresses customer inquiries and identified needs. Utilizes a team of specialists to effectively showcase the full range of the bank's offerings.
• Maintains a proactive approach to prospecting, including identifying, qualifying, and reaching out to potential clients. Strikes a balance between prospecting efforts and the maintenance of quality client relationships.
• Exercises decision-making authority on loans and terms within established lending parameters. Evaluates creditworthiness to determine the eligibility of clients and prospective clients for future borrowing needs.
• Monitors existing loans to ensure adherence to internal protocols and required terms.
• Analyzes middle market industrial, economic, and financial conditions relevant to new or existing business as part of prudent business development and portfolio management practices.
• Ensures compliance with all banking regulations pertinent to the assigned role and applies this knowledge to designated responsibilities, which may be acquired through training and on-the-job experience. Stays informed about regulatory changes.
• Adheres to all bank policies and procedures, compliance regulations, and completes all necessary annual or job-specific training.
• Maintains a comprehensive understanding of the bank's written policies and procedures regarding the Bank Secrecy Act, Regulation CC, Regulation E, Bank Security, and other applicable regulations.
• May be called upon to mentor, coach, or train others and deliver training sessions as a subject matter expert.
• Demonstrates a commitment to learning, embodying, and promoting the Umpqua corporate culture in all interactions.
• Takes initiative and serves as a positive role model for others.
• May undertake additional responsibilities as assigned.
• Frequent travel is required.

• 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 history of exceeding performance metrics in business development within the Middle Market sector.
• 4-7 years of high-performance experience serving commercial clients with annual revenues exceeding $25 million is preferred.
• Demonstrated success in generating new business, increasing market share, and establishing a robust supportive network.
• Experience in relationship management teams with a solid understanding of balancing business development and asset quality. Proven ability to collaboratively work within (or lead) a team to deliver comprehensive, customized banking relationships.
• Expertise in credit analysis (accounting, financial statements, business comprehension, and operational cash flow) with the capability to support complex transactions. Familiarity with the bank's systems and policies related to underwriting and portfolio management.
• Thorough understanding of the bank's risk-rating system, credit products, and underwriting policies. Exceptional knowledge in structuring credit products for middle market businesses across diverse industries with complex ownership structures.
• Strong relationship management and business development skills, along with analytical and problem-solving capabilities, sales acumen, and credit quality expertise.
• Proven superior client relationship and internal collaboration skills. Ability to work effectively with individuals and teams across the organization to manage customer relationships.
• Exhibits excellent written and verbal communication and presentation skills.
• Possesses strong computer proficiency, including the Microsoft Office suite, with the ability to learn new business software as required.
• Capable of training and presenting to both small and large groups.
• Exceptional technical credit knowledge. Willingly mentors others to enhance their skill sets 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 promotes a Flexible Workplace Program, and this role offers a Flex Office work style, which entails working in-office from a designated company location three days a week, with the flexibility to work remotely for up to two days a week.

We provide a competitive total rewards package that includes base compensation and comprehensive benefits. The salary range for this position is $127,084 to $181,549, with the final pay rate for the selected candidate determined by various non-discriminatory factors, including job-related knowledge, skills, experience, education, and geographic location. This role may also be eligible for performance-based incentive compensation, with details provided during the recruitment process. Our benefits for eligible associates include comprehensive healthcare coverage (medical, dental, and vision plans), a 401(k) retirement savings plan with employer matching for qualifying 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 on the first day of the month following the date of hire for associates regularly scheduled to work at least thirty hours per week.