Senior Middle Market Banking Relationship Manager
2 weeks ago
This role 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 connections. Maintains a 'trusted advisor' status, engaging in discussions with executive-level client representatives to evaluate comprehensive banking requirements and deliver tailored banking insights and solutions. Drives financial success through profitable revenue growth and high-quality credit management. Typically, this position oversees a portfolio of middle market clients generating $50MM+ in annual revenue, representing some of the most significant and intricate relationships within the market's portfolio.
- Acts as the trusted consultant for clients, serving as the Middle Market client 'specialist' and the primary resource for innovative consulting, 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 an established referral network. Actively seeks new clients and explores opportunities to expand existing relationships in partnership with Client Solutions Manager and internal teams. Identifies opportunities and collaborates with partners to structure, coordinate, and sponsor both credit and non-credit solutions.
- In collaboration with the Client Solutions Manager, assembles and leads a cross-functional team to swiftly address customer inquiries and identified needs. Leverages a team of experts 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.
- Evaluates loan applications and terms within established lending limits. Analyzes creditworthiness to determine the eligibility of clients and potential clients for future borrowing needs.
- Monitors existing loans to ensure adherence to internal protocols and other required conditions.
- Researches 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 pertinent to assigned responsibilities, gaining knowledge through training and on-the-job experience. Stays informed about 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 concerning 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 provide instruction 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.
- May undertake additional duties 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 field of study.
- Over 10 years of relevant experience in Middle Market lending with a proven record of exceeding performance metrics in business development within the Middle Market sector.
- 4-7 years of high-performance experience serving commercial clients with $25MM+ annual revenue preferred.
- Demonstrated success in acquiring new business, increasing market share, and building a quality supportive network.
- Experience in relationship management teams with a solid understanding of balancing business development and asset quality. Proven ability to effectively collaborate within (or lead) a team to deliver comprehensive, customized banking relationships.
- Expertise in credit analysis (accounting, financial statements, business understanding, and operational cash flow) with the capability 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 teams 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 groups.
- Superior technical credit knowledge. Willingness to mentor 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 provides a Flexible Workplace Program, and this position includes the Flex Office work style, which entails working in-office from a designated company location three days a week, with the flexibility to work remotely up to two days a week.
Our Benefits:We offer a competitive total rewards package that includes base compensation and comprehensive benefits. The pay range for this role is $127,084 to $181,549, with the specific pay rate for the selected candidate determined by various non-discriminatory factors such as 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. We offer eligible associates 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 weekly.
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Fort Collins, Colorado, United States Umpqua Bank Full timePosition OverviewThe 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,'...
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Fort Collins, Colorado, United States Umpqua Bank Full timeAbout the RoleThis 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...
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Fort Collins, Colorado, United States Umpqua Bank Full timeAbout the RoleAs 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 identify and pursue new business opportunities while collaborating with Client Solution Managers to enhance existing client relationships. You...
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