Middle Market Relationship Manager III

2 weeks ago

Fort Collins, Colorado, 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 provide customized banking insights and solutions. Drives financial performance through profitable revenue and growth and quality credit.

Key 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.
  • In partnership with the Client Solutions Manager, assembles and leads cross-functional teams to quickly respond to customer requests and identified needs.
  • Maintains active prospecting efforts, including identification, qualification, and calling, consistently balancing prospecting efforts and quality client maintenance responsibilities.
  • Makes decisions on loans and terms within established lending limits, analyzes credit to determine the ability of customers and prospective customers to qualify for ensuing borrowing requirements.
  • Follows up on current loans to ensure compliance with internal procedures and other required terms.
  • Studies middle market industrial, economic, and financial situations relating to new or existing business as part of prudent business development and portfolio management disciplines.
  • Demonstrates compliance with all bank regulations for assigned job function and applies to designated job responsibilities, keeping up to date on regulation changes.
  • Follows all Bank policies and procedures, compliance regulations, and completes all required annual or job-specific training.
  • Maintains a working knowledge of Bank's written policies and procedures regarding Bank Secrecy Act, Regulation CC, Regulation E, Bank Security, and other regulations as applicable to this job description.
  • May be asked to coach, mentor, or train others and teach coursework as subject matter expert.
  • Actively learns, demonstrates, and fosters the Umpqua corporate culture in all actions and words.
  • Takes personal initiative and is a positive example for others to emulate.
  • May perform other duties as assigned.
  • Frequent travel.
About You
  • Bachelor's degree in business, finance, or related field (or equivalent experience).
  • Master's degree in business administration (MBA), or related field of study.
  • 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 required.
  • 4-7 years of high-performance experience serving commercial clients with $25MM+ annual revenue preferred.
  • 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).
Work Style

Umpqua Bank offers a Flexible Workplace Program, and this opportunity comes with the Flex Office work style, which is working in office from a designated company location three days weekly with flexibility to work remotely up to two days weekly.

Our Benefits

We offer a competitive total rewards package, including base wages and comprehensive benefits. The pay range for this role is $127,084 to $181,549, and the pay rate for the selected candidate is dependent upon a variety of non-discriminatory factors, including job-related knowledge, skills, and experience, education, and geographic location. The role may be eligible for performance-based incentive compensation, and those details will be 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 match for qualifying associate 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 the first day of the month following the date of hire for associates who are regularly scheduled to work at least thirty hours weekly.

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