Middle Market Relationship Manager

Columbia Bank • Lake Oswego, OR

5d • $133,000 - $240,000 • Onsite

About The Position

Serves 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. Maintains 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. Drives financial performance through profitable revenue and growth and quality credit. At this level, the relationship manager generally supports a portfolio of middle market clients with $50MM+ in annual revenue. These client relationships are generally the largest and most complex in the market's portfolio. Serves as the trusted advisor to clients, functions as the Middle Market client “expert” and the go-to-person providing differentiating consult, ideas, and options for the largest and most complex clients. Champions and leads business development efforts by developing a clear and holistic understanding of the client’s or prospect’s business and industry. Performs client reviews to ensure the bank provides relevant solutions as clients grow and adapt. Develops and maximizes established referral network. Proactively prospects for new clients and identifies ways to expand existing relationships in collaboration with Client Solutions Manager and internal partners. Identifies opportunities and partners to structure, coordinate and sponsor credit and non-credit solutions. In 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. Maintains active prospecting effort, including identification, qualification and calling. Consistently balances prospecting efforts and quality client maintenance responsibilities. Makes decisions on loans and terms within established lending limits. Analyzes credit to determine the ability of customers and prospective customers to qualify for ensuing borrowing requirements. Follows-up on current loans to ensure compliance with internal procedures and other required terms. Studies middle market industrial, economic and financial situations relating to new or existing business as part of prudent business development and portfolio management disciplines. 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 “Business Bank of Choice” May perform other duties as assigned.

Requirements

• More than 10 years — of relevant Middle Market lending experience and proven track record of exceeding performance in developing business in the Middle Market segment and industry (Required)
• 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, customized banking relationships.
• Expert credit acumen (accounting, financial statement, understanding business and understanding of operational cash flow) with the ability to support the most complex deals.
• Working knowledge of the bank’s systems and policies applicable to underwriting and portfolio management.
• Thorough knowledge of bank’s risk-rating system, credit products and underwriting policies.
• Exceptional working knowledge with structuring credit products to middle market business in diverse industries with complex ownership structures.
• Excellent relationship management and business development abilities, analytical and problem solving skills, sales skills, and credit and credit quality skills.
• Confirmed superior client relationship and internal partnering skills.
• Ability to work effectively with individuals and groups across the company to manage customer relationships.
• Demonstrates excellent written and verbal communication and presentation skills.
• Possesses strong computer skills including use of the Microsoft Office suite with the ability to learn new business software, as needed.
• Ability to train and present to small and large audiences.
• Superior technical credit expertise.
• Readily mentors others to grow their skillsets in this space.
• Ability to negotiate/collaborate with Senior Credit Officers on credit terms and structures.
• Experience with syndications, asset-based lending, capital structure finance, leveraged lending, enterprise value lending, and trade finance.
• Experience with underwriting and/or managing Shared National Credits (SNC).

Nice To Haves

• 4-7 years — of high performance experience serving commercial clients with $25MM+ annual revenue (Preferred)

Responsibilities

• Serves 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.
• Maintains 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.
• Drives financial performance through profitable revenue and growth and quality credit.
• Serves as the trusted advisor to clients, functions as the Middle Market client “expert” and the go-to-person providing differentiating consult, ideas, and options for the largest and most complex clients.
• Champions and leads business development efforts by developing a clear and holistic understanding of the client’s or prospect’s business and industry.
• Performs client reviews to ensure the bank provides relevant solutions as clients grow and adapt.
• Develops and maximizes established referral network.
• Proactively prospects for new clients and identifies ways to expand existing relationships in collaboration with Client Solutions Manager and internal partners.
• Identifies opportunities and partners to structure, coordinate and sponsor credit and non-credit solutions.
• In 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.
• Maintains active prospecting effort, including identification, qualification and calling.
• Consistently balances prospecting efforts and quality client maintenance responsibilities.
• Makes decisions on loans and terms within established lending limits.
• Analyzes credit to determine the ability of customers and prospective customers to qualify for ensuing borrowing requirements.
• Follows-up on current loans to ensure compliance with internal procedures and other required terms.
• Studies middle market industrial, economic and financial situations relating to new or existing business as part of prudent business development and portfolio management disciplines.
• 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 “Business Bank of Choice”
• May perform other duties as assigned.

Benefits

• We are proud to offer a competitive total rewards package including base wages and comprehensive benefits.
• 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.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed