Senior Healthcare Relationship Manager
Description
About Us:
Umpqua Bank is headquartered in the Pacific Northwest with 5,000+ employees and offers banking services to customers throughout the nation. It’s an especially exciting time to join our team as, following the recent merger with Columbia Bank, we have grown to become a leading western-based regional bank with more than $50B in assets under management and an unwavering commitment to our associates, our customers, and our communities.
We create a great place to work by offering a special brand of relationship banking and by providing a culture where associates thrive. Associates who embody our core values fit in well here and we are eager to meet candidates who demonstrate behaviors that align with Trust, Ownership, Growth, Empathy, Teamwork, Heart, Enjoyment, and Relationships.
About the Role:
In this role, you will serve as the key healthcare banking relationship manager for assigned healthcare client relationships. Accountable for prospecting new business and working with Healthcare Client Solution Managers to deepen client relationships. You are responsible for maintaining a "trusted advisor" role, engaging in dialogue with Executive-level client contacts to assess holistic banking needs and to provide customized banking insights, solutions, and drive financial performance through profitable revenue and growth and quality credit. At this level, you will generally support a portfolio of middle market clients with $50MM+ in annual revenue, as these client relationships are generally the largest and most complex in the market's portfolio.
- Serve as the trusted advisor to clients, functions as the healthcare client “expert” and the go-to-person providing differentiating consult, ideas, and options for the largest and most complex clients. Advocate and lead business development efforts by developing a clear and holistic understanding of the client’s or prospect’s business and industry. Perform client reviews to ensure the bank provides relevant solutions as clients grow and adapt.
- Develop and maximize established referral network within the healthcare industry. Proactively prospects for new clients and identifies ways to expand existing relationships in collaboration with Healthcare Client Solutions Manager and internal partners. Identify opportunities and partners to structure, coordinate and sponsor credit and non-credit solutions.
- Remain in partnership with the Healthcare 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.
- Maintain active prospecting effort, including identification, qualification and calling. Consistently balance prospecting efforts and quality client maintenance responsibilities.
- Make decisions on loans and terms within established lending limits. Analyze credit to determine the ability of customers and prospective customers to qualify for ensuing borrowing requirements.
- Follow-up on current loans to ensure compliance with internal procedures and other required terms.
- Study healthcare industrial, economic and financial situations relating to new or existing business as part of prudent business development and portfolio management disciplines.
- Demonstrate 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 while keeping up to date on regulation changes.
- Follow all Bank policies and procedures, compliance regulations, and complete 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 learn, demonstrate, and foster the Umpqua corporate culture in all actions and words.
- Take personal initiative and is a positive example for others to emulate.
About You:
- Proven track record of success in developing new business, growing market share and establishing/growing a quality supportive network within the healthcare and adjacent industries.
- 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, full, customized banking relationships.
- Expert credit acumen (accounting, financial statement, understanding business and understanding of operational cash flow) with the ability to support the most complex deals.
- Working knowledge of the bank’s systems and policies applicable to underwriting and portfolio management.
- Thorough knowledge of bank’s risk-rating system, credit products and underwriting policies. Exceptional working knowledge with structuring credit products to healthcare business in diverse industries with complex ownership structures.
- Excellent relationship management and business development abilities, analytical and problem-solving skills, sales skills, and credit and credit quality skills.
- Confirmed superior client relationship and internal partnering skills. Ability to work effectively with individuals and groups across the company to manage customer relationships.
- Demonstrates excellent written and verbal communication and presentation skills.
- Possesses strong computer skills including use of the Microsoft Office suite with the ability to learn new business software, as needed.
- Ability to train and present to small and large audiences.
- Superior technical healthcare credit expertise. Readily mentors others to grow their skillsets in this space.
- Ability to negotiate/collaborate with Senior Credit Officers on credit terms and structures.
- Experience with syndications, asset-based lending, capital structure finance, leveraged lending, enterprise value lending, and trade finance.
- Experience with underwriting and/or managing Shared National Credits (SNC).
- 4-7 years of high-performance experience serving commercial healthcare clients with $50MM+ annual revenue preferred
- More than 10 years of relevant Middle Market Healthcare lending experience and proven track record of exceeding performance in developing business in the Middle Market segment and industry required
- Bachelor’s Degree, required
- Master’s Degree, preferred
Workstyle:
Fully onsite
Our Benefits:
We offer a competitive total rewards package including base wages and comprehensive benefits. The pay range for this role is $97,953.80 to $181,000.00, and the pay rate for the selected candidate is dependent upon a variety of non-discriminatory factors including, but not limited to, job-related knowledge, skills, and experience, education, and geographic location. The role may be eligible for performance-based incentive compensation and those details will be provided during the recruitment process.
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.
Our Commitment to Diversity:
Umpqua Bank is an equal opportunity and affirmative action employer committed to employing, engaging, and developing a diverse workforce. All qualified applicants will receive consideration for employment without regard to race, color, national origin, religion, sex, age, sexual orientation, gender identity, gender expression, protected veteran status, disability, or any other applicable protected status or characteristics. If you require an accommodation to complete the application or interview(s), please let us know by email: [email protected]
To Staffing and Recruiting Agencies:
Our posted job opportunities are only intended for individuals seeking employment at Umpqua Bank. Umpqua Bank does not accept unsolicited resumes or applications from agencies and Umpqua Bank will not be responsible for any fees related to unsolicited resume submissions. Staffing and recruiting agencies are not authorized to submit profiles, applications, or resumes to this site or to any Umpqua Bank employee and any such submissions will be considered unsolicited unless requested directly by a member of the Talent Acquisition team.