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VP, Relationship Manager Middle Market
Banc of California
Los Angeles, CA, United States
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Description
Since 1941, Banc of California (NYSE:BANC) has provided full-service banking and lending to individuals and their businesses, families and employees throughout California and across the West.
Today, with over $10 billion in consolidated assets, we are large enough to meet our clients’ banking needs, yet small enough to care and serve them well. Banc of California’s strong balance sheet, deep community roots and commitment to lasting and meaningful relationships are the foundation for its long record of success.
JOB SUMMARY:
Responsible for developing and managing a portfolio of primarily commercial clients in the middle-market sector with greater than $50 million in total revenue. Grows revenue for the bank by successfully prospecting for new business, and retaining and expanding existing client relationships. Performs all duties in accordance with the company’s policies and procedures, all U.S. state and federal laws and regulations, wherein the company operates.
ESSENTIAL DUTIES AND RESPONSIBILITIES:
1. Develops and manages a portfolio of primarily commercial clients ranging from complex credits to deposit only relationships.
2. Acts as lead negotiator with prospects and clients; negotiating transactions, documenting and closing loan transactions, and ensuring conformance with bank policy and regulatory requirements.
3. Grows revenue by successfully prospecting for new business, and retaining and expanding existing client relationships via interest income, fee income and cash management revenue.
4. Prepares a Relationship Plan and calling schedule for each client or prospect in conjunction with the strategic business development program. Calls on prospective clients to discuss and promote all bank products and services in order to establish a total client banking relationship.
5. Provides financial advice to clients and identifies and sells appropriate bank products and services to those prospects and clients. Discusses financing opportunities and develops solutions to serve their financial needs.
6. Develops centers of influence and organizational alliances to promote business growth. Maintains continuous prospecting, referral, and sales pipeline.
7. Builds strong relationships with internal and external referral sources, and identifies business opportunities and solicits referrals of other bank products or services and/or external referrals from existing customers, and other professionals in the industry.
8. Develops a strong understanding of the company, industry, business and needs to assist in client calling efforts. Sets objectives for each relationship in terms of cross sell opportunity and revenue contribution. Brings in product specialists, as necessary, to help problem solve or structure transactions.
9. Exercises sound credit and risk judgment in approving transactions. Recommends approval of credits meeting the banks credit standards. Structures credits jointly with Loan Portfolio Managers. Ensures the quality of all business introduced to the bank.
10. Represents the bank by actively participating in outside civic and community affairs, business and industry-related organizations, and other professional activities as appropriate.
11. Interfaces with other bank departments including the branches within their assigned area as necessary. Defines responsibilities and coordinates objectives for all product areas in a relationship or transaction. Resolves all client needs and any internal issues.
12. Monitors and analyzes relationship results and account activities. Determines client profitability. Makes a recommendation regarding accounts to be further developed or eliminated. Prepares reports for management.
13. Monitors portfolio for quality, risk, and adherence to policy. Works with the appropriate staff departments to resolve issues.
14. Maintains awareness of competitive products, practices, rates and changes in market conditions.
15. Analyzes problem credits and meets with client to develop solutions to minimize loss exposure.
16. Serves as a product specialist acting as a technical consultant to clients and Relationship Managers in various business segments and geographic locations, as needed.
17. Utilizes operational expertise to manage workflow of complex portfolio relationships and their particular needs, and is responsible for monitoring and mitigating any operational risk factors.
18. Treats people with respect; keeps commitments; inspires the trust of others; works ethically and with integrity; upholds organizational values; accepts responsibility for own actions.
19. Demonstrates knowledge of and adherence to EEO policy; shows respect and sensitivity for cultural differences; educates others on the value of diversity; promotes working environment free of harassment of any type; builds a diverse workforce and supports affirmative action.
20. Follows policies and procedures; completes tasks correctly and on time; supports the company’s goals and values.
21. Performs the position safely, without endangering the health or safety to themselves or others and will be expected to report potentially unsafe conditions. The employee shall comply with occupational safety and health standards and all rules, regulations and orders issued pursuant to the OSHA Act of 1970, which are applicable to one’s own actions and conduct.
22. Performs other duties and projects as assigned.
Banc of California is an equal opportunity employer committed to creating a diverse workforce. All qualified applicants will receive consideration for employment without regard to age (40 and over), ancestry, color, religious creed (including religious dress and grooming practices), denial of Family and Medical Care Leave, disability (mental and physical) including HIV and AIDS, marital status, medical condition (cancer and genetic characteristics), genetic information, military and veteran status, national origin (including language use restrictions), race, sex (which includes pregnancy, childbirth, breastfeeding and medical conditions related to pregnancy, childbirth or breastfeeding), gender, gender identity, gender expression, and sexual orientation.
Qualifications
ESSENTIAL KNOWLEDGE, SKILLS, AND ABILITIES:
• Demonstrates knowledge of, adherence to, monitoring and responsibility for compliance with state and federal regulations and laws as they pertain to this position including but not limited to the following: Regulation Z (Truth in Lending Act), Regulation B (Equal Credit Opportunity Act), FHA (Fair Housing Act), Home Mortgage Disclosure Act, Real Estate Settlement Procedures Act, Fair Credit Reporting Act, Bank Secrecy Act in conjunction with the USA PATRIOT Act, Anti-Money Laundering and Customer Information Program, Right to Financial Privacy Act (state and federal) and Community Reinvestment Act
• Advanced skills in computer terminal and personal computer operation; mainframe computer system; word processing, spreadsheet and specialty software programs
• Intermediate knowledge of related state and federal banking compliance regulations governing lending including but not limited to fair lending, privacy, RESPA as well as company operational policies and procedures, and the company’s products and services.
• Intermediate math skills; calculate interest and percentages; balance accounts; add, subtract, multiply and divide in all units of measure, using whole numbers, common fractions and decimals; locate routine mathematical errors; compute rate, ratio and percent, including the drafting and interpretation of bar graphs
• Excellent organizational and time management skills
• Exceptional oral, written and interpersonal communication skills with the ability to apply common sense to carry out instructions, interpret documents, understand procedures, write reports and correspondence, and speak clearly to customers and employees
• Ability to make decisions that have significant impact on the immediate work unit
• Ability to organize thoughts and ideas into understandable terminology
• Ability to organize and prioritize own work schedule on a short-term and long-term basis
• Ability to deal with difficult problems involving multiple facets and variables in non-standardized situations
• Ability to work with little to no supervision while performing duties
EDUCATION, EXPERIENCE AND/OR LICENSES:
• Bachelor’s degree from an accredited College or University or equivalent work experience.
• Five (5) or more years of banking experience required.
• Three (3) or more years of commercial lending experience within the segment required.
• One (1) or more years of credit experience required.