VP, Relationship Manager, Payments

Banc of California • Santa Ana, CA

2h • $101,000 - $168,500 • Hybrid

About The Position

The VP, Relationship Manager - Payments is responsible for developing new business opportunities for BancEdge merchant services by pursuing internal referrals and calling on small and medium business commercial clients and prospects to identify payment processing and acquiring opportunities. This role independently develops and manages a portfolio of clients and prospects, builds referral networks, evaluates payment processing opportunities, recommends solutions, and drives opportunities through implementation and ongoing relationship management. The role works cross-functionally with Operations, Product, Technology, Risk, and other partners to support setup, implementation, training, and resolution of client needs. This position is accountable for achieving assigned production and revenue goals and requires at least 50% travel throughout Southern California. Performs all duties in accordance with the Company’s policies and procedures, all U.S. state and federal laws and regulations, wherein the Company operates.

Requirements

• Minimum of 7 years of experience in payments business development, merchant services, or relationship management, including a demonstrated record of direct sales and portfolio growth.
• Expert knowledge of payment processing, card acquiring, merchant services solutions, competitive offerings, industry trends, and the merchant client lifecycle.
• Demonstrated track record of consistently achieving high levels of production and revenue growth.
• Extensive experience independently managing large, complex, or strategically important client relationships and payment opportunities.
• Advanced ability to analyze complex payment environments, evaluate alternatives, structure solutions, and present clear recommendations to clients and senior internal partners.
• Significant independent judgment in developing relationship strategies, balancing client and business objectives, resolving complex issues, and making decisions within delegated authority.
• Ability to identify material risks or exceptions, recommend solutions or approvals with clear rationale, and lead matters through resolution.
• Demonstrated ability to influence business outcomes, lead cross-functional execution, and build strong relationships with senior clients and internal partners.
• Excellent verbal, written, presentation, negotiation, active listening, and executive relationship management skills.
• Recognized payments subject matter expertise and ability to provide market intelligence, competitive insight, and product or process feedback to leadership.
• Demonstrated ability to coach, mentor, and serve as a resource to less experienced Relationship Managers while remaining accountable for individual production.
• Proficiency with Microsoft Office tools, including Word, Excel, and PowerPoint.
• High school diploma or equivalent required.

Nice To Haves

• Bachelor’s degree in finance, business, or a related field preferred and/or equivalent work experience.

Responsibilities

• Generate revenue by selling payment processing and acquiring services to small and medium business clients and prospects.
• Develop new payment and acquiring relationships and deepen existing client relationships.
• Build and maintain internal and external referral networks to generate new business opportunities.
• Independently manage an assigned sales pipeline and portfolio and achieve established production and revenue goals.
• Conduct client discovery conversations and analyze payment processing opportunities, including processing statements, fund flows, customer payment experience, integration needs, business models, and applicable payment rules and requirements.
• Exercise independent judgment to evaluate client needs, compare alternatives, and recommend payment products, pricing approaches, implementation strategies, and next steps within delegated authority and established guidelines.
• Determine whether opportunities align with product capabilities, operational requirements, and risk parameters, and identify matters requiring specialist review, additional approval, or escalation.
• Work cross-functionally with Operations, Product, Technology, Risk, and other partners to evaluate, structure, advance, and close opportunities.
• Lead client presentations, product demonstrations, and consultative sales discussions.
• Coordinate setup and implementation and provide training to new and existing clients on payment products, systems, and services.
• Develop and execute relationship plans, calling schedules, retention activities, and organic growth strategies for assigned clients.
• Independently research, analyze, and resolve client service requests and payment-related issues, engaging internal specialists when appropriate.
• Maintain timely and accurate client, pipeline, forecast, and activity information in applicable systems.
• Monitor client activity, portfolio quality, retention risk, and adherence to policy, and initiate appropriate relationship or corrective actions.
• Monitor developments in clients’ businesses, payment services, and the financial services industry and recommend products and services that enhance client relationships, generate income, and support the Bank’s competitive position.
• Identify cross-sell opportunities and engage appropriate partners to address broader client needs.
• Recommend improvements to products, processes, controls, or service practices based on client feedback, recurring issues, and market observations.
• Prioritize workload and independently manage competing client, sales, and implementation deadlines.
• Create and complete an individual development plan.
• Participate in community and Community Reinvestment Act activities to promote the Bank’s brand.
• Travel as required.
• Perform other duties and projects as assigned.

Benefits

• 401k plan which includes a company match and immediate vesting
• Comprehensive insurance options including medical, dental, vision, AD&D, supplemental life, long-term disability
• Pre-tax Health Savings Account with employer contributions
• Pre-tax Flexible Spending Account (FSA)
• Adoption assistance
• Surrogacy assistance
• Fertility assistance
• Paid parental leave
• Family support solutions including care options for your family
• Paid vacation days
• Paid holidays
• Volunteer time off
• Tuition reimbursement
• Annual mentorship program
• Leadership development resources
• Access to LinkedIn Learning

What This Job Offers

• Job Type: Full-time
• Career Level: Manager
• Education Level: High school or GED