Middle Market Relationship Manager

Umpqua Bank
San Diego, CA
30+ days ago
Umpqua Bank
Umpqua Bank

Job Description

In this role, you will serve as the relationship manager for large and complex middle-market commercial clients, with a core focus on client/prospect revenue sizes between $15mm - $100mm. You will build and maintain a "trusted advisor" relationship with clients based on knowledgeable advice that is aligned to the clients' business objectives, lifecycle. You will target, prospect, compete for, earn, and maintain/protect new middle-market banking relationships as your primary focus. In doing this, you will drive market share and revenue growth through profitable, quality commercial credit & complete banking relationships.

  • Serve as a trusted advisor to clients & prospects. Differentiate through the expertise, customized approach, and client-experience provided to commercial middle-market clients & prospects.
  • Develop & execute on focused strategies for acquiring, retaining, and growing select clients.
  • Champion, organize, and lead business development efforts on clients/prospects. Drive a focused business development effort by developing a clear and holistic understanding of the client's/prospect's business/industry. Partner with the client as a financial strategist and share a skilled financial perspective. Prepare for client reviews, identifying opportunities for presenting unsolicited solutions/advice. Leverage Umpqua Bank’s ‘team approach’ to deliver complete banking relationships solving for lending, cash-cycle, depository, and other specific needs.
  • Assemble and lead cross-functional team to quickly respond to customer request. Utilize team of experts to creatively present the full breadth of the bank.
  • Maintain active prospecting effort including but not limited to identification, qualification and calling. Effectively balance prospecting (e.g. market share expansion) efforts and quality client retention/service responsibilities.
  • Maximize established referral network and continue to expand this network.
  • Identify relationship-expansion opportunities and collaborate with partners to structure, coordinate and fulfill credit and non-credit solutions.
  • Be a client advocate. Anticipate and solve for internal processes/obstacles for the client with a sense of urgency. Consistently find the right way to get things done for the client.
  • Lead and drive a culture of creative and strategic thinking to arrive at multiple potential ways to achieve client goals.
  • Maximize profitability of assigned portfolio by effectively selling the differentiated value and solutions Umpqua provides.
  • Analyze credit to determine the ability of customers and prospective customers to qualify for ensuing borrowing requirements.
  • Follow-up on current loans to ensure compliance with internal procedures and other required terms.
  • Study industrial, commercial, economic and financial situations relating to new or existing business.
  • Demonstrate compliance with all bank regulations that apply to your position, and keep up to date on regulation changes.
  • Maintain working knowledge of our policies and procedures regarding the Bank Secrecy Act, Regulation CC, Regulation E, Bank Security and other regulations that apply to your position.

  • Bachelor's Degree in accounting, finance or related field, or equivalent experience; Master's Degree or MBA preferred.
  • 15+ years of relevant commercial lending experience and proven track record of exceeding performance in developing business in the commercial industry. 5+ year of high performance experience with clients with sales over $25 million preferred.
  • Proven track record of success and skills in developing new clients and business, including prospecting, sourcing and networking.
  • Experience working in relationship management teams with a proven understanding of the importance of balancing business development and asset quality.
  • Extensive knowledge of bank products.
  • Excellent relationship management and business development abilities, analytical and problem-solving skills, sales skills, and credit and credit quality skills.
  • Expert credit analysis and commercial underwriting skills, including accounting, financial statement and cash flow analysis experience.
  • Expert knowledge of commercial lending policies, procedures, practices and documentation.
  • Partners effectively with senior credit officers.
  • 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.
  • 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).

Physical Requirements and Working Conditions
Work involves:
  • sitting
  • walking
  • lifting up to 25 pounds.
  • Frequent Local Travel

No relocation offered.

About Us
We do things a little differently here at Umpqua. Our retail stores serve as community hubs, our associates are given up to 40 hours of volunteer time each year, and we're never satisfied with the status quo. It's no wonder we've made "Fortune's 100 Best Companies to Work For" eight years in a row. But greatness has no finish line, so we continue every day to keep people at the center of everything we do. We focus on building relationships, understanding our customers' needs and connecting to people in new and innovative ways - always staying true to our mission of providing personalized banking for all people, whenever and however they prefer to bank.

Umpqua Bank is committed to employing a diverse workforce. Qualified applicants will receive consideration without regard to race, color, religion, sex, national origin, age, sexual orientation, gender identity, gender expression, protected veteran status, or disability. We maintain a drug-free workplace and may perform pre-employment substance abuse testing.



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