As a Municipal Banking Relationship Manager, you are the account executive for the bank's municipal clients. Primary responsibility is around establishing and growing full banking relationships with local government agencies throughout the footprint (Counties, Cities, Districts, Etc.). Management of relationships will require full scope banking expertise in combination with knowledge of municipal entities and their banking and credit needs. You drive financial performance through profitable revenue growth and quality credit. You will make decisions on loans and terms within established lending limits and analyze customer needs to appropriately qualify them for banking products and services.
Serve as the Municipal Banking client "expert" and the go-to-person for the municipal customers across the footprint.
Develop focused strategies for acquiring, retaining and growing select clients.
Champion and lead all business development efforts for specific client and/or prospect base. Drives a focused business development effort by developing a clear and holistic understanding of the municipal banking space.
Assemble and lead cross-functional team to quickly respond to customer requests. Utilize 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.
Maximize established referral network and continue to expand this network.
Identify cross-sell opportunities and partners to structure, coordinate and sponsor credit and non-credit products/services.
Anticipate and solve internal obstacles for the client with a sense of urgency and consistently finds the right way to get things done for the client. Act as a client advocate while adhering to sound business practices.
Maximize profitability of assigned portfolio by effectively selling the value Umpqua provides.
Stay abreast of the industry, utilizing/attending industry periodicals, reports, rating methodologies, conferences, seminars, networking opportunities, trade shows, etc.
Follow-up on current loans to ensure compliance with internal procedures and other required terms.
Demonstrate compliance with all bank regulations that apply to your position and keep up to date on regulation changes.
Maintain working knowledge of our policies and procedures regarding the Bank Secrecy Act, Regulation CC, Regulation E, Bank Security and other regulations that apply to your position.
Bachelor's Degree in accounting, finance or related field, or equivalent experience; Master's Degree or MBA preferred.
15+ years of relevant commercial lending/municipal banking experience and proven track record of exceeding performance in developing business in the industry.
Extensive knowledge of bank products.
Proven outstanding credit skills, analytical skills and financial acumen.
Expert credit analysis and commercial underwriting skills, including accounting, financial statement and cash flow analysis experience.
Expert knowledge of commercial lending policies, procedures, practices and documentation.
Thorough knowledge of bank's risk-rating system, credit products and underwriting policies.
Exceptional working knowledge with structuring credit products to middle market business in diverse industries with complex ownership structures.
Physical Requirements and Working Conditions
Lifting to 10 pounds.
Frequent regional travel.