Business Banking Team Lead II

UMB Bank•Minnetonka, MN

About The Position

As one of UMB’s leading lines of business, the Business Banking Team is responsible for helping grow the Business Banking loan portfolio with companies generating revenues from $1mm-$20mm. The team is made up of Business Banking Relationship Officers, Treasury Management Officers, Underwriters, Client Managers, and Analysts. This team manages Commercial and Industrial relationship throughout its life – developing meaningful connections with management of the companies they serve. Always mindful of the changes in the company, its industry, etc., over time that might create a change in their financial service needs. As the Business Banking Team Lead II, you will typically manage a team of up to 8. Recruit, train, and develop staff as needed to retain, expand, and acquire new staff and clients. Coach and manage performance, career development of staff. Accountable for assisting with planning & management of budget & delivery of end results. Accountable for assisting with planning & establishing sales goals & objectives for the territory/region. How you’ll spend your time: Hire, lead, manage, motivate, train, develop, and coach a group of Business Banking Relationship Officers and Client Managers. Provide strategic direction and leadership to Relationship Officers to pursue development of new and existing customer accounts. Provide strategic direction and management of budget, FTE, recruitment, portfolio growth & items related to P&L. Sustain profitability and annual growth of sales of financial products and services through providing commercial lending, asset-based lending, and banking services to small business accounts through designated staff. Develop revenue, volume, and market share objectives for assigned staff. Ensure team is monitoring and managing existing credit relationships, which includes note renewals, reviewing, and detailed analysis of current financial statements and collateral valuations, credit analysis, cash flow analysis, delinquency reporting, documenting exceptions, and covenant monitoring, compiles reports necessary to monitor asset and credit quality and compliance with policy/regulation. Responsible to personally manage and grow a portfolio of client relationships in Business Banking. Develop, generate and follow-up on new client leads through existing clients, client referrals and COI referrals. Manage overall relationship profitability & portfolio risk and is responsible for profitable growth of the portfolio assigned (includes loans, deposits, & fee income). Act as a consultant to clients and a resource to the Bank in developing & retaining business. Provide insight & ideas for enhancing client relationships, client cash flow, profitability, and efficiency. Manage the overall credit quality of assigned portfolio (includes sales, credit analysis, and loan structuring, client and prospect interviews). Monitor & manage existing credit relationship, which includes note renewals, reviewing & detailed analysis of current financial statements & collateral valuations, credit analysis, cash flow analysis, delinquency reporting, documenting exceptions & covenant monitoring, compiling reports necessary to monitor asset & credit quality and compliance with policy/regulation. Negotiate loan proposals, analyze & evaluate credit requests & write loan commitments, recommend appropriate credit grade, make oral/written presentation to underwriter or loan committee, and implement approval/declination action. Participate in community & professional activities in order to enhance the bank’s image and expand personal network of business contacts for development of new business. Communicate and collaborate with consistency and transparency with business banking teams and internal partners. Other duties as assigned.

Requirements

Bachelors degree OR equivalent work experience.
7 years proven business banking sales experience.
Demonstrates superior strategic sales knowledge selling to small business owners.
Demonstrates high level of business banking product knowledge and product innovation.
Strong knowledge of market/industry trends.
Demonstrates strong ability to source/produce efficient credit opportunities.
Knowledge of credit and operational risk-ability to quantify potential exposure and advise team.
Strong understanding of credit underwriting.
Extensive knowledge and understanding of commercial lending practices and loan documentation/loan servicing requirements.
Demonstrates advanced knowledge of financial analysis (including ratio and trend analysis and projections).
Thorough knowledge of accounting principles and practices.
Demonstrated capacity to sell products/services within the financial services industry.
Strategic sales planning to define target markets, strategic sales approaches, and provide solutions.
Enhance communication and negotiation skills for more complex deals and relationships.
Manages time effectively to balance new & existing relationships to meet goals.
Demonstrated ability to mentor others.
Demonstrated leadership skills.
Demonstrates proficiency in Word, Excel, PowerPoint.

Nice To Haves

Bachelor’s degree in accounting or finance.
Specialized knowledge of specific markets in order to serve defined industries.
Ability to prospect and network at various levels within a company.
Manages time effectively to balance new & existing relationships to meet goals.
Management experience.

Responsibilities

Hire, lead, manage, motivate, train, develop, and coach a group of Business Banking Relationship Officers and Client Managers.
Provide strategic direction and leadership to Relationship Officers to pursue development of new and existing customer accounts.
Provide strategic direction and management of budget, FTE, recruitment, portfolio growth & items related to P&L.
Sustain profitability and annual growth of sales of financial products and services through providing commercial lending, asset-based lending, and banking services to small business accounts through designated staff.
Develop revenue, volume, and market share objectives for assigned staff.
Ensure team is monitoring and managing existing credit relationships, which includes note renewals, reviewing, and detailed analysis of current financial statements and collateral valuations, credit analysis, cash flow analysis, delinquency reporting, documenting exceptions, and covenant monitoring, compiles reports necessary to monitor asset and credit quality and compliance with policy/regulation.
Responsible to personally manage and grow a portfolio of client relationships in Business Banking.
Develop, generate and follow-up on new client leads through existing clients, client referrals and COI referrals.
Manage overall relationship profitability & portfolio risk and is responsible for profitable growth of the portfolio assigned (includes loans, deposits, & fee income).
Act as a consultant to clients and a resource to the Bank in developing & retaining business.
Provide insight & ideas for enhancing client relationships, client cash flow, profitability, and efficiency.
Manage the overall credit quality of assigned portfolio (includes sales, credit analysis, and loan structuring, client and prospect interviews).
Monitor & manage existing credit relationship, which includes note renewals, reviewing & detailed analysis of current financial statements & collateral valuations, credit analysis, cash flow analysis, delinquency reporting, documenting exceptions & covenant monitoring, compiling reports necessary to monitor asset & credit quality and compliance with policy/regulation.
Negotiate loan proposals, analyze & evaluate credit requests & write loan commitments, recommend appropriate credit grade, make oral/written presentation to underwriter or loan committee, and implement approval/declination action.
Participate in community & professional activities in order to enhance the bank’s image and expand personal network of business contacts for development of new business.
Communicate and collaborate with consistency and transparency with business banking teams and internal partners.
Other duties as assigned.

Benefits

Paid Time Off
a 401(k) matching program
annual incentive pay
paid holidays
a comprehensive company sponsored benefit plan including medical, dental, vision, and other insurance coverage
health savings, flexible spending, and dependent care accounts
adoption assistance
an employee assistance program
fitness reimbursement
tuition reimbursement
an associate wellbeing program
an associate emergency fund
various associate banking benefits