Client Solutions Manager, Sr

Columbia Bank • San Jose, CA

1d • $123,000 - $200,000 • Onsite

About The Position

Responsible for credit/risk monitoring; Credit Review (CR) workflow management & prioritization; and engagement with underwriting, QA, and QC partners. Leads (or co-leads) cross-offering of additional products/services to clients, and partner collaboration & coordination. Will partner with the most senior Commercial Bankers to share responsibility for the largest, and most complex portfolios within Commercial Banking. Assists Commercial Bankers with portfolio management, partner collaboration, and client-engagement to develop and grow new and existing commercial business relationships. The Client Solutions Manager (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 Manager. 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 the 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 Partners with the Commercial Banker as the second, primary point of 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 and proposes to deepen relationships accordingly. Spends 30% of time on direct client-impacting 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. Develops 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 a large, complex 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 Commercial 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. May mentor/coach/train and/or direct the work of others. 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 Columbia 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 "Business Bank of Choice". May perform other duties as assigned.

Requirements

• More than 10 years of relevant commercial banking and/or prior experience as a Client Solutions Manager, Commercial Portfolio Manager and/or Commercial Underwriter.
• Expert knowledge of commercial underwriting, credit monitoring, and portfolio management.
• Proven advanced relationship management and business development abilities
• Analytical and problem-solving skills
• Sales skills
• 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.
• Superior understanding of credit policy and procedures
• Can accurately determine risks of loans/credits
• Evaluate both cash-flow and collateral-based loans/credits
• Advanced knowledge of commercial bank products and services
• Excellent verbal, written, interpersonal, and presentation skills.
• Ability to communicate effectively with small and large audiences; often includes presentations to customers at a high level (i.e. CFO, CEO, and other Executive levels).
• Ability to interact effectively and professionally with executive levels.
• Interactions may include controversial situations, customer negotiations, or influencing and persuading.
• Ability to work effectively with individuals and groups across the company to manage customer relationships.
• Ability to partner with team and to engage in client-facing service and sales activity.
• Advanced proficiency with personal computers and software packages, including MS Excel, Word, PowerPoint.

Nice To Haves

• Bachelor's Degree in Finance, Accounting, or Business

Responsibilities

• Credit/risk monitoring
• Credit Review (CR) workflow management & prioritization
• Engagement with underwriting, QA, and QC partners
• Lead (or co-lead) cross-offering of additional products/services to clients
• Partner collaboration & coordination
• Partner with senior Commercial Bankers to share responsibility for large, complex portfolios
• Assist Commercial Bankers with portfolio management, partner collaboration, and client-engagement
• Identify additional loan, deposit, and core fee income opportunities
• Add/deepen value to the client
• Drive additional revenue growth
• Establish/maintain complete banking relationships
• Bolster client experience and satisfaction
• Analyze credit to determine borrowing qualifications
• Attend client meetings
• Act as a liaison to Core Fee Income business partners, Credit Department, Commercial support staff, and other internal business partners
• Ensure client is approved for all ancillary products and services
• Achieve individual annual production and growth goals
• Achieve Portfolio Management goals
• Develop a comprehensive understanding of client’s needs and future needs
• Participate in ongoing relationship reviews with all clients
• Manage client’s additional credit requests, renewals and reviews
• Manage and monitor a large, complex commercial loan portfolio and commercial relationships
• Accountable for application and underwriting quality
• Involved in documentation review
• Collaborate with Commercial Banker to make formal recommendations and presentations
• Ensure the loan portfolio is properly risk rated
• Ensure portfolio administration and risk management is in compliance with credit policy, procedure, business strategy, and commercial and regulatory guidelines
• May mentor/coach/train and/or direct the work of others
• Demonstrate compliance with all bank regulations
• Keep up to date on regulation changes
• Follow all Bank policies and procedures, compliance regulations, and complete 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
• May be asked to coach, mentor, or train others and teach coursework as subject matter expert
• Actively learn, demonstrate, and foster the Columbia corporate culture
• Take personal initiative and be a positive example for others to emulate
• Embrace the vision to become the "Business Bank of Choice"
• May perform other duties as assigned

Benefits

• Comprehensive healthcare coverage (medical, dental, and vision plans)
• 401(k)-retirement savings plan with employer match for qualifying associate contributions
• 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
• Paid vacation
• Sick days
• Volunteer days
• Holidays

What This Job Offers

• Job Type: Full-time
• Career Level: Senior