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Senior Commercial Banking Relationship Manager
Umpqua Bank
Eugene, OR, United States
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JOB PURPOSE
Initiates, develops and expands new and existing commercial business relationships with business portfolios from $10-$50 million in revenue. Establishes and maintains a “trusted advisor” relationship with clients based on knowledgeable advice that is aligned to the clients’ business objectives and lifecycle. Develops and grows new business and builds/maintains strong relationships with prospects. Drives financial performance through profitable revenue and growth and quality credit. May provide work leadership by assigning work and resolving problems.
ESSENTIAL DUTIES AND RESPONSIBILITIES
•Achieves individual annual production and growth goals for loans, deposits and fees to ensure the bank meets its overall financial targets and conforms to credit terms.
•Initiates and develops new business through outside business development activities. Ensures ongoing contact with new clients to enhance client’s initial experience with Umpqua Bank.
•Develops a comprehensive understanding of client’s needs, based on the review and analysis of personal and business financial data gathered through relationship reviews and personal meetings. Participates in ongoing relationship reviews with all clients.
•Actively participates in community organizations to source business development opportunities and demonstrates Umpqua’s commitment to the local community.
•Builds client referral pipeline via identification and development of internal and external center of influence.
•Develops and maintains an in-depth knowledge of products and services as well as knowledge of competitors and competitive products. Proactively promotes and cross-markets bank products and services, and keeps client informed of special promotions.
•Partners consistently with other internal business partners to uncover opportunities to deepen the client relationship.
•Contributes to strategic level discussions with Executive Leadership team.
•Recognized as the “person to ask” when difficult questions arise.
•Provides practical, relevant ideas and perspectives on processes or practice improvements which may be easily implemented.
•Ability to coach others by translating complex nuances into understandable terms.
•Responsible for credit and deposit needs for commercial banking and commercial real estate investment customers involved in ownership and/or operation of businesses or who invest in or develop real estate.
•Makes decisions on loans and terms within established lending limits, or refers these issues to next appropriate level of authority. 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 industrial, commercial, economic and financial situations relating to new or existing business.
•Demonstrates compliance with all bank regulations for assigned job function and applies to designated job responsibilities – knowledge may be gained through coursework and on-the-job training. Keeps up to date on regulation changes.
•Follows all Bank policies and procedures, compliance regulations, and completes all required annual or job-specific training.
•Maintain 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.
•Embraces our vision to become "The World's Greatest Bank."
•May perform other duties as assigned.
SUPERVISORY RESPONSIBILITIES None
REQUIRED KNOWLEDGE, SKILLS AND ABILITIES
•Bachelor’s Degree or equivalent experience; Master’s Degree preferred.
•10+ years of relevant commercial lending experience and/or prior experience as a commercial credit underwriter.
•Extremely strong relationship management and business development abilities, analytical and problem solving skills, strong sales skills, and credit and credit quality skills.
•Advanced knowledge of commercial C&I bank products and services that result in successfully capitalizing on all opportunities to cross-sell the bank’s products.
•Proven track record of success and skills in developing new clients and business, including prospecting, sourcing and networking.
•Very strong credit analysis and commercial underwriting skills, including accounting, financial statement and cash flow analysis experience.
•Strong knowledge of bank’s risk-rating system, credit products and underwriting policies.
•Knowledge of commercial lending policies, procedures, practices and documentation.
•Excellent written and verbal communication and presentation skills.
•Ability to work effectively with individuals and groups across the company to manage customer relationships.
•Partners effectively with team (i.e. Portfolio Manager, Underwriter) and Credit Administration.
•Strong working knowledge with structuring credit products to medium size business in diverse industries with complex ownership structures.
•Experience with asset-based lending, capital structure finance and trade finance.
•Proficiency with personal computers and related software packages such as Word and Excel.
•Ability to train and present to small and large audiences.
PHYSICAL AND ENVIRONMENTAL DEMANDS
•Work involves sitting, occasional walking, and lifting up to 10 pounds.
•Requires close visual acuity.
•Normal office environment and exposure to weather when visiting customer sites.
•Frequent local travel.
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.