Sr. Practice Solutions Relationship Manager

About the role

The Sr. Practice Solutions Relationship Manager at UMB Practice Solutions is responsible for evaluating the needs of healthcare professionals and business owners and designing custom solutions to help them achieve their financial objectives. This role involves establishing and growing full client relationships through direct prospecting, client referrals, and networking with industry professionals. The position is hybrid, requiring Monday through Thursday on-site work.

Responsibilities

• Evaluate the needs of healthcare professionals and business owners and design custom solutions to help them achieve their financial objectives
• Generate, retain, and expand lending, investment, and deposit relationships with new and existing medical, dental, optometry, chiropractic, and veterinary prospects and clients through client referrals, centers of influence, and direct prospecting
• Develop, generate, and follow up on new medical, dental, optometry, chiropractic, and veterinary prospect leads through existing clients, client referrals, COI referrals, and prospecting
• Act as a consultant to clients and a resource to the Bank in developing and retaining business
• Negotiate loan proposals, analyze and evaluate credit requests, and write loan commitments, recommending appropriate credit grades, making verbal/written presentations to underwriters or loan committees, and implementing approval/declination actions
• Participate in professional activities to enhance the bank's image and expand personal networks of practice contacts for development of new business
• Attend local and national industry trade shows as part of the Practice Solutions national team
• Communicate and collaborate with consistency and transparency with business banking teams and all internal partners
• Manage overall relationship profitability and portfolio risk and be responsible for profitable growth of the portfolio assigned (includes loans, deposits, and fee income)
• Provide insight and ideas for enhancing client relationships, client cash flow, profitability, and efficiency
• Maintain and manage existing credit relationships, including note renewals, reviewing and detailed analysis of current financial statements and collateral valuations, credit analysis, cash flow analysis, delinquency reporting, documenting exceptions, and covenant monitoring, compiling reports necessary to monitor asset and credit quality and compliance with policy/regulation
• Serve as the primary link for all financial services to the individual Practice Solutions client with the bank (i.e. Treasury Services, International, Trust, and Cash Vault)
• Consistently use and maintain CRM usage

Requirements

• Possess a bachelor’s degree OR equivalent combination of education and work experience
• Have 7 years proven Practice Finance sales experience
• Demonstrate superior strategic sales knowledge selling to small business owners
• Demonstrate a high level of Practice Finance specific product knowledge
• Have depth of knowledge in market/industry trends
• Demonstrate strong ability to source/produce efficient credit opportunities
• Have knowledge of credit and operational risk ability to quantify potential exposure and advise team
• Understand credit underwriting
• Possess extensive knowledge and understanding of commercial lending practices and loan documentation/loan servicing requirements
• Have thorough knowledge of accounting principles and practices
• Have demonstrated capacity to sell products/services within the financial services industry
• Demonstrate proficiency in Word, Excel, and PowerPoint

Qualifications

• Proven success in sales and relationship management
• Strong understanding of healthcare and financial markets
• Excellent communication and interpersonal skills
• Ability to build and maintain strong client relationships
• Proficiency in Microsoft Office Suite

Skills

• Strategic Sales Knowledge
• Practice Finance Specific Product Knowledge
• Market/Industry Trends Understanding
• Credit and Operational Risk Analysis
• Commercial Lending Practices and Loan Documentation
• Financial Analysis (Ratio and Trend Analysis)
• Accounting Principles and Practices
• Product Sales Proficiency
• Microsoft Office Suite Proficiency

Benefits

At UMB, we offer a competitive and varied benefits package to eligible associates, including Paid Time Off, a 401(k) matching program, annual incentive pay, paid holidays, a comprehensive company-sponsored benefit plan, 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, and various associate banking benefits. Benefits offerings and eligibility requirements vary.