Middle Market Relationship Manager

Columbia Bank • Phoenix, AZ

2d • Onsite

About The Position

About the Role: 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 mid-size middle market clients with $25MM or more in annual revenue, with varying levels of complexity. Identifies, attracts and secures new Middle Market relationships to grow bank's Commercial and Industrial (C&I) market share. Achieves individual production goals for loans, deposits and core fee income, to support the bank in achieving its overall financial targets. Serves as a trusted advisor to clients, functions as the Middle Market client “expert” in providing differentiating consult, ideas, and options. 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 focused strategies for acquiring, retaining and growing select clients. 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 and pipeline for consistent production. 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. About You: Education Experience 7-10 years — of relevant commercial banking experience and/or proven track record of exceeding performance in developing business in the commercial industry. (Required) Less than 2 years — serving Middle Market clients with $15MM+ annual revenue (Preferred) Skills 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, customize banking relationships. Advanced credit acumen (accounting, financial statement, understanding business and understanding of operational cash flow) with the ability to support more complex deals. Working knowledge of the bank’s systems and policies applicable to underwriting and portfolio management. Confirmed superior client relationship and internal partnering skills. Ability to work effectively with individuals and groups across the company to manage customer relationships. Ability to deliver holistic solutions that are both saleable to client and provide adequate risk management for Bank. Excellent relationship management and business development abilities. Proven analytical and problem-solving skills. Demonstrates excellent written and verbal communication and presentation skills. Advanced knowledge of Middle Market lending policies, procedures, practices and documentation. Ability to train and present to small and large audiences. Ability to negotiate/collaborate with Senior Credit Officers on credit terms and structures. Possesses strong computer skills including use of the Microsoft Office suite with the ability to learn new business software, as needed. As applicable, experience with syndications, asset-based lending, capital structure finance, leveraged lending, trade finance and/or other specialty lending. Travel Requirements Frequent

Requirements

• 7-10 years — of relevant commercial banking experience and/or proven track record of exceeding performance in developing business in the commercial 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, customize banking relationships.
• Advanced credit acumen (accounting, financial statement, understanding business and understanding of operational cash flow) with the ability to support more complex deals.
• Working knowledge of the bank’s systems and policies applicable to underwriting and portfolio management.
• Confirmed superior client relationship and internal partnering skills.
• Ability to work effectively with individuals and groups across the company to manage customer relationships.
• Ability to deliver holistic solutions that are both saleable to client and provide adequate risk management for Bank.
• Excellent relationship management and business development abilities.
• Proven analytical and problem-solving skills.
• Demonstrates excellent written and verbal communication and presentation skills.
• Advanced knowledge of Middle Market lending policies, procedures, practices and documentation.
• Ability to train and present to small and large audiences.
• Ability to negotiate/collaborate with Senior Credit Officers on credit terms and structures.
• Possesses strong computer skills including use of the Microsoft Office suite with the ability to learn new business software, as needed.

Nice To Haves

• Less than 2 years — serving Middle Market clients with $15MM+ annual revenue (Preferred)
• As applicable, experience with syndications, asset-based lending, capital structure finance, leveraged lending, trade finance and/or other specialty lending.

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.
• Identifies, attracts and secures new Middle Market relationships to grow bank's Commercial and Industrial (C&I) market share.
• Achieves individual production goals for loans, deposits and core fee income, to support the bank in achieving its overall financial targets.
• Serves as a trusted advisor to clients, functions as the Middle Market client “expert” in providing differentiating consult, ideas, and options.
• 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 focused strategies for acquiring, retaining and growing select clients.
• 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 and pipeline for consistent production.
• 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