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Relationship Manager
Union Bank
Los Angeles, CA, United States
Job Details - this job has expired, please see similar jobs below
Reporting to the Regional Vice Presidents (RVPs) in a designated geography, this role is responsible for independently calling on prospects for development of new business relationships as well as growing the relationships in the portfolios that are under their management. Target prospects are businesses with revenues from $20 - $50 million. Working with clients and prospects to present solutions to short and long term strategic objectives. Performs ongoing portfolio management.
Major Responsibilities
70% Generate New Bank Business through Outside Sales
• Spends majority of time calling on clients, prospects, referral sources and Centers of Influence to develop new business, expand client base and to create a network of prospects from center of influence clients.
• Responsible for generating loans from clients in the designated segment.
• Responsible for expanding the business of existing clients.
• Primary outside sales focus includes demand deposit/operating accounts, cash management and other payments services, term Loans, Lines of Credit, Commercial Real Estate Loans, and various other commercial banking products and services.
• Analyzes financial data and submits complete credit packages to the Credit Center for underwriting.
• Accountable for further deepening of client's relationship with the Bank.
• Continually identifies new prospects and develops and presents effective marketing approaches to prospects, primarily through on-site visits.
• Partners with other business lines as appropriate.
• Plans long-term and short-term business objectives, including preparing and updating business plans.
• Effectively uncovers and assesses prospects' needs and financial status to provide accurate and suitable credit and other product advice and recommendations.
• Clearly communicates the application and credit decision process.
• Proactively follows up on credit requirements.
• Acts as liaison between Credit Center and prospect/client.
• Stays informed as to current underwriting guidelines.
• Provides expertise on credit issues to branch personnel.
• Works with Credit Center for credit underwriting, processing, closing and portfolio maintenance.
• Negotiates terms, conditions and pricing with customers to reach terms that will accommodate their needs and be acceptable and profitable to the bank.
20% Portfolio Management, Risk Management & Compliance
• Maintains covenant compliance and obtains updated financial information on the existing loan portfolio.
• Documents and maintains risk-based discussions with borrowers.
• Recognizes unfavorable trends; makes appropriate recommendations to the Credit Executive.
• Monitors the credit relationship.
• Maintains loan files and documentation according to bank policies.
• Responsible for independently discussing with the Credit Executives specific client issues.
• Responsible for completing all KYC, BSA documents accurately and ensuring all customers complies with required regulatory documents.
10% Client Satisfaction
• Responsible for ensuring all clients are satisfied with service and all other aspects of the bank.
• For new clients, responsible for the effective onboarding of the client to the bank, and that on-going servicing expectations are met.
• The relationship manager is the lead role of the “Client Team” once a client is assigned to their portfolio. Coordinate with Business Credit Center and various product specialists, to deliver services to the client.
Other (Financial)
• Responsible for increasing annual revenue of existing portfolio, as well as contributing towards region's annual new business goal.
• Orchestrates and coordinates client needs to ensure the highest quality of service and max
• Responsible for increasing annual revenue of existing portfolio, as well as contributing towards region's annual new business goal.
• Orchestrates and coordinates client needs to ensure the highest quality of service and maximum financial return for the Bank.
• Direct work experience and knowledge of credit products and processes (i.e. Commercial Loans or Lines of Credit).
• 10+ years of commercial lending experience in relevant market segment.
• Proven track record of business development.
• 3-5 years of business development experience selling to a broad range of industries and a breadth of company sizes.
• Completion of formal bank credit training program.
• Experience in spreading deals; individual deal risk grading experience.
• Real Estate lending experience.
• Experience with complex Cash Management and Trade Finance.
• Proficiency in using a Risk Based and Relationship Based Pricing Model.
Qualifications
• Bachelor's Degree in Finance, Business or Economics is preferred.
• Strong credit and underwriting skills.
• Strong interpersonal and mentoring skills.
• Ability to communicate clearly and effectively to both bank customers and other associates with excellent written and oral communication skills.
• Ability to apply common sense understanding to carry out detailed written or oral instructions.
• Ability to handle multiple requests/customers with a high attention to detail and ability to take initiative when handling packages or projects.
• Proven proficiency in Accounting.
The above statements are intended to describe the general nature and level of work being performed. They are not intended to be construed as an exhaustive list of all responsibilities duties and skills required of personnel so classified.
We are proud to be an Equal Opportunity / Affirmative Action Employer and committed to leveraging the diverse backgrounds, perspectives, and experience of our workforce to create opportunities for our colleagues and our business. We do not discriminate in employment decisions on the basis of any protected category.
A conviction is not an absolute bar to employment. Factors such as the age of the offense, evidence of rehabilitation, seriousness of violation, and job relatedness are considered in all employment decisions. Additionally, it’s the bank’s policy to only inquire into a candidate’s criminal history after an offer has been made. Federal law prohibits banks from employing individuals who have been convicted of, or received a pretrial diversion for, certain offenses.