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Senior Lead Commercial Banking Relationship Manager
Bank of the West
San Francisco, CA, United States
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Description
At Bank of the West, our people are having a positive impact on the world. We’re investing where we feel we can make the most impact, like advancing diversity and women entrepreneurship programs, financing for more small businesses, and promoting programs for sustainable energy. From our locations across the U.S., Bank of the West is taking action to help protect the planet, improve people’s lives, and strengthen communities. We are part of BNP Paribas, a global leader supporting the UN Sustainable Development Goals (SDGs). Yes, we’re a bank, but as the bank for a changing world, we are continually seeking to improve the ways we help our customers, while contributing to more sustainable and equitable growth.
Job Description Summary
The Senior Lead Commercial Banking Relationship Manager - Technology & Software Vertical will be located in either San Francisco or Silicon Valley, and will call on Technology clients across the SF Bay Area. Current clients in Software and Internet Services would be a plus. Target Clients’ Revenues are between $25 Million to $3+Billion. Responsible for pro-active sourcing, developing new client relationships, and retaining profitable banking relationships within the assigned region. Primary focus is on finding new business opportunities to sell the Bank’s products and services. Responsible for contributing to the assigned Region’s credit portfolio quality and participates in processing of requests for credit extension, ensuring credit facilities are properly structured, priced and documented. Maintains and grows current relationships by presenting new lending opportunities, cross selling, and other business to existing clients. Takes primary responsibility as the assigned officer for a portfolio of the most complex relationships including direct lending and agented syndicated facilities. This position is the most experienced level of Relationship Manager and is typically responsible for the largest and most complex commercial banking group relationships as applicable to the line of business.
Essential Job Functions
• Business Origination; Able to develop relationships with clients in the assigned geographic segment. Grow CBG’s client portfolio with the objective of increasing net revenue. This individual will develop and manage relationships, and lead an aggressive calling plan on prospective clients within the assigned geographical region. S/He will be involved in cross-sell opportunities with other groups within Bank of the West, and must maintain a network of industry and internal peers.
• Serves as a primary contact with prospective and current customers in assigned geographic region for all of the financial, banking, and investment counseling needs. Primary focus is on finding and developing new business opportunities to sell the Bank's products and services. Conducts meetings with management teams and treasury/finance staff at current and prospective customers to thoroughly understand their needs and financial situation with the goal to market and sell additional Bank products and services.
• Identifies business needs and corresponding sales opportunities bank-wide and actively promotes ways to increase customer reliance on bank products and services, capitalizing on the unique and comprehensive capabilities of the bank and the global capabilities of its parent BNP Paribas. This would include Cash Management, Syndication, and the Capital Market Group.
• Assists in obtaining financial statements, tax returns, and other credit information and maintaining individual credit files for all existing customers. Participates in analysis of pertinent credit information and/or credit checks.
• Collaborates in write up of all Credit Requests, Variances and other correspondence related to the relationship. Presents credits at loan committee.
• Works with loan administration in the review and negotiation of loan documents.
• Manages existing portfolio and stays informed on their condition is aware of developing trends in the market which may impact credit quality. Prepares quarterly loan reports on existing portfolio.
• Maintains assigned annual goals for portfolio maintenance, portfolio growth, and new business development, and will be ranked among peers on the Division Scorecard.
• Ensures job duties are performed within established BOW controls, risk, and audit protocols.
• Performs other duties as assigned.
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Qualifications
Job Specifications
Required Experience
• Requires mastery of Commercial Banking deal origination and familiarity with the Technology Industry.
• Requires 8+ years minimum prior relevant commercial banking experience, including the ability to cross-sell domestic and global commercial banking and capital markets products and services.
• 5+ years serving commercial banking client companies with revenues between $25 million to $3+Billion in annual revenues.
• Solid understanding of underwriting and analysis for companies of all sizes and complexities.
• Comfortable consulting, cross-selling, and applying commercial lending principles.
• Able to pro-actively source new business through cold-calling of prospects in addition to growing business.
• FINRA Series 79 & 63 – Preferred but not required
• Technology banking experience preferred
Education
• Bachelor’s Degree in Business or Finance - Required
• Master’s/Advanced Degree in Business or Finance – Preferred but not required
Skills
• Solid understanding of underwriting and analysis for companies of all sizes and complexities.
• Familiarity with use and application of commercial lending principles.
Equal Employment Opportunity Policy
Bank of the West is an Equal Opportunity employer and proud to provide equal employment opportunity to all job seekers without regard to any status protected by applicable law. Bank of the West is also an Affirmative Action employer - Minority / Female / Disabled / Veteran.
Bank of the West will consider for employment qualified applicants with criminal histories pursuant to the San Francisco Fair Chance Ordinance subject to the requirements of all state and federal laws and regulations.