Business Banking Relationship Manager II

About the role

The Business Banking team focuses on businesses with annual revenue between $1MM and $20MM. This team includes relationship managers, client managers, treasury management officers, and others who provide a range of products and services to companies of this size. The goal is to establish the team as trusted advisors to help these companies grow and succeed in the community.

Responsibilities

• Generate, retain, and expand lending, investment, and deposit relationships with new and existing clients through client referrals, centers of influence, and direct prospecting.
• Develop, generate, and follow up on new client leads through existing clients, client referrals, COI referrals, and prospecting.
• Manage overall relationship profitability and portfolio risk, and is responsible for profitable growth of the portfolio assigned (includes loans, deposits, and fee income).
• Act as a consultant to clients and a resource to the Bank in developing and retaining business.
• Provide insight and ideas for enhancing client relationships, client cash flow, profitability, and efficiency.
• Manage the overall credit quality of assigned portfolio (includes sales, credit analysis, loan structuring, client and prospect interviews).
• Negotiate loan proposals, analyze and evaluate credit requests, write loan commitments, recommend appropriate credit grades, make oral/written presentations to underwriters or loan committees, and implement approval/declination actions.
• Serve as the primary link for all financial services to the individual Business Banking client with the bank (i.e., Treasury Services, International, Trust, and Cash Vault).
• Participate in community and professional activities to enhance the bank's image and expand personal networks of business contacts for the development of new business.
• Maintain accounts to identify potential credit problems and ensure proper loan documentation.
• Communicate and collaborate with consistency and transparency with business banking teams and internal partners.
• Consistently use and maintain CRM usage.
• Other duties as assigned.

Requirements

• Possess a Bachelors degree OR equivalent work experience.
• Have 5 years’ proven business banking sales experience.
• Demonstrate strategic sales knowledge selling to small business owners.
• Demonstrate business banking product knowledge and product innovation.
• Have awareness of market/industry trends.
• Demonstrate ability to source/produce efficient credit opportunities.
• Have knowledge of credit and operational risk, including the ability to quantify potential exposure and advise the team.
• Have an understanding of credit underwriting.
• Have knowledge and understanding of commercial lending practices and loan documentation/loan servicing requirements.
• Demonstrate knowledge of financial analysis (including ratio and trend analysis and projections).
• Have knowledge of accounting principles and practices.
• Demonstrate proficiency in Word, Excel, PowerPoint.
• Preferred if you possess a Bachelor’s degree in accounting or finance.
• Understand strategic sales planning to define target markets, strategic sales approaches, and provide solutions.
• Have specialized knowledge of specific markets to serve defined industries.
• Have the ability to prospect and network at various levels within a company.
• Have enhanced communication and negotiation skills for more complex deals and relationships.
• Manage time effectively to balance new & existing relationships to meet goals.

Qualifications

• Must be able to perform the essential functions of the position with or without reasonable accommodation.
• Must be able to travel up to 25% of the time.

Skills

• Strong interpersonal and communication skills.
• Ability to build and maintain strong client relationships.
• Proficiency in Microsoft Office Suite.
• Knowledge of commercial lending practices and loan documentation.
• Ability to manage multiple tasks and prioritize responsibilities.

Benefits

UMB offers competitive and varied benefits to eligible associates, including:

• Paid Time Off
• A 401(k) matching program
• An 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
• Variety of associate banking benefits

Benefit offerings and eligibility requirements vary.