VP Relationship Manager Middle Market - Franchise Finance (Remote)

VP Relationship Manager Middle Market - Franchise Finance (Remote)

ABOUT THE ORGANIZATION

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SMBC MANUBANK was formed by a group of banking entrepreneurs in June 1962. Our scope is to serve the specialized needs of California middle-market businesses, manufacturers, wholesalers, distributors, importers, exporters, and service companies, including small businesses and professionals.

Our mission is to be "the bank of choice" for middle market and professional service companies by establishing long term customer relationships and loyalty, providing superior products and services through a core of highly skilled and seasoned bankers.

JOB SUMMARY

As a Relationship Manager in the Franchise Finance lending vertical of the bank, the RM will source and build a franchise portfolio comprising of top tier Quick Service Restaurant (QSR) brands.

Key responsibilities include serving as the primary point of contact or trusted advisor and acquiring, deepening, and maintaining profitable relationships, including cross selling ancillary products to clients.

PRINCIPAL DUTIES AND RESPONSIBILITIES

• Independently source and manage QSR transactions in top tier brands with annual revenues of $20MM to $500MM.
• Manage a portfolio of existing franchisee accounts comprised of small, medium, and large transactions including syndicated deals.
• Acquire, deepen, and maintain profitable client relationships through sales, prospecting, and enhancing existing relationships through cross-sell.
• Understand and interpret financial and cash flow statements to assess and analyze financial conditions of companies and industry trends.
• Collaborate with Portfolio Managers and analysts in structuring transactions that fit within the Bank's credit appetite.
• Collaborate with Product partners in credit, deposits and treasury management to design and deliver a holistic solution to the client.
• Pre-screen new deals and add-on requests with Credit Administration and present transactions to the Bank's Capital Allocation Committee to secure credit approval.
• Review and negotiate loan documents with clients / prospects and secure needed approval from Credit Administration as needed.
• Monitor the portfolio closely and identify any weaknesses in credits, taking appropriate credit action to adjust risk rating and develop an exit strategy.
• Assist PM / analysts in keeping portfolio ticklers current.
• Coach and mentor peers as needed.
• Adapt to changes in sales practices and broader market and industry conditions as needed.
• Conduct regular in-person meetings with clients and prospects, and attend trade shows and lender meetings.

POSITION SPECIFICATIONS

• Must have a minimum of 7-10 years of experience in Commercial Lending with a focus in Franchise lending.
• Strong knowledge of various QSR / Fast Food brands and familiarity with underwriting guidelines to this specialized cash flow lending vertical.
• Demonstrates ability to successfully manage an extensive portfolio of clients.
• Proven track record of prospecting new business, enhancing existing relationships, and closing profitable transactions.
• Professional proven sales skills and experience, including planning, execution, and follow-up of client meetings.
• Financial modeling experience and the completion of formal credit training is required.
• Outstanding oral and written communication skills.

EOE STATEMENT

We are an equal employment opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, national origin, disability status, protected veteran status or any other characteristic protected by law.

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Remote working / work at home options are available for this role.