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 generating, retaining, and expanding 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.

Responsibilities

• Evaluate the needs of healthcare professionals and business owners and design custom solutions to help them achieve their financial objectives.
• Establish and grow full client relationships through direct prospecting, client referrals, and your network of industry professionals.
• 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, & prospecting.
• Act as a consultant to clients and a resource to the Bank in developing & retaining business.
• Negotiate loan proposals, analyze & evaluate credit requests & write loan commitments, recommend appropriate credit grade, make verbal/written presentation to underwriter or loan committee, and implement approval/declination action.
• Participate in professional activities in order to enhance the bank's image and expand personal network 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 & portfolio risk and be responsible for profitable growth of the portfolio assigned (includes loans, deposits, & fee income).
• Provide insight & ideas for enhancing client relationships, client cash flow, profitability, and efficiency.
• Maintain and manage existing credit relationship, which includes note renewals, reviewing & detailed analysis of current financial statements & collateral valuations, credit analysis, cash flow analysis, delinquency reporting, documenting exceptions & covenant monitoring, compiling reports necessary to monitor asset & 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.
• Demonstrate advanced knowledge of financial analysis (including ratio and trend analysis and projections).
• Have demonstrated capacity to sell products/services within the financial services industry.
• Demonstrate proficiency in Word, Excel and PowerPoint.

Qualifications

• Compensation Range: $76,520.00 - $163,900.00
• Benefits: Competitive and varied benefits including Paid Time Off, a 401(k) matching program, 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, and various associate banking benefits.

Skills

• Strategic Sales Knowledge
• Practice Finance Specific Product Knowledge
• Market/Industry Trends Knowledge
• Credit and Operational Risk Ability
• Commercial Lending Practices and Loan Documentation/Loan Servicing Requirements
• Financial Analysis (Ratio and Trend Analysis)
• Accounting Principles and Practices
• Advanced Financial Analysis
• Product Sales Capacity
• Proficiency in Microsoft Office Suite (Word, Excel, PowerPoint)

Benefits

• Competitive and varied benefits including Paid Time Off, a 401(k) matching program, 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, and various associate banking benefits.