Senior Middle Market Relationship Manager

About the Role

In this role, you will serve as the key banking relationship manager for assigned middle market client relationships. Accountable for prospecting new business and working with Client Solution Managers to deepen client relationships.

While you maintain a "trusted advisor" role, engaging in dialogue with Executive-level client contacts to assess holistic banking needs and to provide customized banking insights and solutions.

You will drive financial performance through profitable revenue and growth and quality credit and support a portfolio of mid-size middle market clients with $25MM or more in annual revenue, with varying levels of complexity.

Identify, attract and secure new Middle Market relationships to grow bank's Commercial and Industrial (C&I) market share.

Achieves individual production goals for loans, deposits and core fee income, to support the bank in achieving its overall financial targets.

Serve as a trusted advisor to clients, functions as the Middle Market client expert in providing differentiating consult, ideas, and options.

Create and lead business development efforts by developing a clear and holistic understanding of the client’s or prospect’s business and industry.

Perform client reviews to ensure the bank provides relevant solutions as clients grow and adapt.

• Develop focused strategies for acquiring, retaining and growing select clients.
• Create and maximize established referral network. Proactively prospect for new clients and identifies ways to expand existing relationships in collaboration with Client Solutions Manager and internal partners.

Identify opportunities and partners to structure, coordinate and sponsor credit and non-credit solutions.

Partnership with the Client Solutions Manager, assembles and leads cross-functional team to quickly respond to customer request and identified needs.

Utilizes team of experts to creatively present the full breadth of the bank.

• Maintain active prospecting effort and pipeline for consistent production.
• Study middle market industrial, economic and financial situations relating to new or existing business as part of prudent business development and portfolio management disciplines.
• Demonstrate 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 while keeping up to date on regulation changes.
• Follow 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 learn, demonstrate, and foster the Umpqua corporate culture in all actions and words.
• Take personal initiative and is a positive example for others to emulate.
• Embrace our vision to become "The World's Greatest Bank."
• May perform other duties as assigned.
• 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.
• May be asked to coach, mentor, or train others and teach coursework as subject matter expert.

About You :

• Proven track record of success in developing new business, growing market share and establishing / growing a quality supportive network.
• Experience working in relationship management teams with a proven understanding of the importance of balancing business development and asset quality.

Proven ability to constructively work within (lead) a team in effort to deliver holistic, customize banking relationships.

Advanced credit acumen (accounting, financial statement, understanding business and understanding of operational cash flow) with the ability to support more complex deals.

Working knowledge of the bank’s systems and policies applicable to underwriting and portfolio management.

• Confirmed superior client relationship and internal partnering skills. Ability to work effectively with individuals and groups across the company to manage customer relationships.
• Ability to deliver holistic solutions that are both saleable to client and provide adequate risk management for Bank.
• Excellent relationship management and business development abilities.
• Proven analytical and problem-solving skills.
• Demonstrate excellent presentation written and verbal communication skills.
• Advanced knowledge of Middle Market lending policies, procedures, practices and documentation.
• Ability to train and present to small and large audiences.
• Skills to negotiate / collaborate with Senior Credit Officers on credit terms and structures.
• Possess strong computer skills including use of the Microsoft Office suite with the ability to learn new business software, as needed.
• As applicable, experience with syndications, asset-based lending, capital structure finance, leveraged lending, trade finance and / or other specialty lending.
• Less than 2 years serving Middle Market clients with $15MM+ annual revenue preferred
• 7-10 years of relevant commercial banking experience and / or proven track record of exceeding performance in developing business in the commercial industry required.
• Bachelor’s Degree, required.
• Master’s Degree, preferred.

Work Style :

Umpqua Bank offers a Flexible Workplace Program and this opportunity comes with the Full Office work style which is working in office from a designated company location five days weekly.

Our Benefits :

We offer a competitive total rewards package including base wages and comprehensive benefits. The pay range for this role is $117,545 to $167,921, and the pay rate for the selected candidate is dependent upon a variety of non-discriminatory factors including, but not limited to, job-related knowledge, skills, and experience, education, and geographic location.

The role may be eligible for performance-based incentive compensation and those details will be provided during the recruitment process.

We offer eligible associates comprehensive healthcare coverage (medical, dental, and vision plans), a 401(k)-retirement savings plan with employer match for qualifying associate contributions, an employee assistance program, life insurance, disability insurance, tuition assistance, mental health resources, identity theft protection, legal support, auto and home insurance, pet insurance, access to an online discount marketplace, and paid vacation, sick days, volunteer days, and holidays.

Benefit eligibility begins the first day of the month following the date of hire for associates who are regularly scheduled to work at least thirty hours weekly.