Middle Market Client Solutions Manager

Job Description

JOB PURPOSE

Responsible for credit/risk monitoring; CR workflow management prioritization; and engagement with underwriting, QA, and QC partners. Leads (or co-leads) identification of opportunities to cross-offer additional solutions that would benefit the client, increase penetration-rates of products services for the Bank. Leads (or co-leads) partner collaboration coordination for holistic team approach. Target commercial portfolio size-range per CSM of $50-$200 million (may vary based on complexity and/or relationship count). Assists Bankers with portfolio management, partner collaboration, and client-engagement to develop and grow new and existing commercial business relationships. CSM is a second, primary touch-point between Bank and Client. Responsible for identifying additional loan, deposit, and core fee income opportunities (products; services; solutions) for new and existing commercial clients to add/deepen value to the client; drive additional revenue growth; establish/maintain complete banking relationships; bolster client experience and satisfaction. Reports to Market Director.

ESSENTIAL DUTIES AND RESPONSIBILITIES

• Possess strong underwriting, credit monitoring and portfolio management skills. Utilize existing financial/market information and Relationship Expansion Tool, to identify additional products/services that would satisfy client needs and establish/deepen complete relationships. Makes recommendations on loan structure terms and refers these issues to next appropriate level of authority. Analyzes credit to determine the ability of customers and prospective customers to qualify for borrowing requirements. Uses qualitative and quantitative information to undercover potential client needs and proposes to deepen relationships accordingly.
• Partner with the Banker as the second, primary point of a contact for the client. Attends meetings with clients; focus on expanding mature relationships by assessing client needs. Acts as a liaison to the Core Fee Income business partners, Credit Department, the Commercial support staff and other internal business partners. Ensures client is approved for all ancillary products and services.
• Perform 30% of time on direct relationship expansion sales-activities, consulting with Banker. Achieves individual annual production and growth goals (relationship expansion) for loans, deposits and core fees to ensure the bank meets its overall financial targets and balanced-growth objectives. Achieves Portfolio Management goals by ensuring proper adherence to proper risk-mitigation practices. Responsible for the growth and profitability of the Asset Based Lending ("ABL") portfolio in Wholesale Banking.

• Develop a comprehensive understanding of client's needs and future needs based on the review and analysis of personal, business, financial, and market data gathered through relationship reviews, client engagement, market research, and partner collaboration. Participates in ongoing relationship reviews with all clients. Manage client's additional credit requests, renewals and reviews.

• Manage and monitor commercial loan portfolio and commercial relationships by analyzing financial data information to determine the merits of specific loan requests. Accountable for application and underwriting quality. Involved in documentation review. Collaborate with Banker to make formal recommendations and presentations to Commercial Relationship Manager and Credit Administration.
• Ensure the loan portfolio is properly risk rated.
• Ensure the portfolio administration and risk management of each client relationship is in compliance with established credit policy, procedure and business strategy as well as commercial and regulatory guidelines. Management of CR workflow prioritization; engagement with underwriting, QA, QC, and CQA partners accordingly.
• 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 0

REQUIRED KNOWLEDGE, SKILLS AND ABILITIES

• Bachelor's degree in Finance, Accounting, or Business required.
• 5-8 years of relevant commercial banking and/or prior experience as a Portfolio Manager and/or Commercial Underwriter.
• Proven knowledge of commercial underwriting, credit monitoring, and portfolio management.
• Proven relationship management and business development abilities, analytical and problem-solving skills, sales skills, and credit and credit quality skills. Strong credit acumen including but not limited to: loan structuring, concise underwriting, appropriate risk identification mitigation, and ongoing risk relationship management of a commercial portfolio.
• Advanced understanding of credit policy and procedures and can accurately determine risks of loans/credits; and evaluate both cash-flow and collateral-based loans/credits
• Knowledge of commercial bank products and services that result in successfully capitalizing on all opportunities to cross-offer the bank's solutions to the client's benefit.
• Proficiency with personal computers and software packages, including MS Excel, Word, PowerPoint.
• Excellent verbal, written, interpersonal, and presentation skills. Ability to work effectively with individuals and groups across the company to manage customer relationships. Ability to partner with team. Ability to engage in client-facing service and sales activity.

PHYSICAL AND ENVIRONMENTAL DEMANDS

• Office environment -- no specific or unusual physical or environmental demands.
• Occasional travel.

Compensation Benefits

We offer a competitive total rewards package including base salary and comprehensive benefits. The annualized range for this role is $73,710.00 to $149,466.00, and the pay rate for the successful applicant depends on 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 cost-effective benefit options including 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 time off for vacation, illness, volunteerism, 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.

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.