Sr. Practice Solutions Relationship Manager

Sr. Practice Solutions Relationship Manager

The Practice Solutions team is highly focused and specialized, working with private, owner-managed dental, optometry, veterinary and medical specialty practices. Providing the unparalleled customer experience that practice owners desire most (the CORE), having specialized knowledge and products, and deep relationships with key influencers in the segment allows us to bring significant value to our clients and their practice.

At UMB Practice Solutions, your practice is our business. As the Sr. Practice Solutions Relationship Manager, you will evaluate the needs of healthcare professionals and business owners and design custom solutions to help them achieve their financial objectives.

• Acquire, manage and grow the assigned Practice Finance territory.
• 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 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, write loan commitments, recommend appropriate credit grade, and present to underwriter or loan committee, implementing approval or declination action.
• Participate in professional activities to enhance the bank's image and expand the personal network of practice contacts for new business development.
• Attend local and national industry trade shows as part of the Practice Solutions national team.
• Communicate and collaborate consistently and transparently with business banking teams and all internal partners.
• Manage overall relationship profitability and portfolio risk, responsible for profitable growth of the portfolio assigned (loans, deposits, and fee income).
• Provide insight and ideas for enhancing client relationships, client cash flow, profitability, and efficiency.
• Monitor and manage existing credit relationship, including note renewals, detailed analysis of current financial statements and collateral valuations, credit analysis, cash flow analysis, delinquency reporting, covenant monitoring, and compliance with policy and regulation.
• Serve as the primary link for all financial services to the individual Practice Solutions client with the bank (Treasury Services, International, Trust, and Cash Vault).
• Consistently use and maintain CRM usage.

• Possess a bachelor’s degree or equivalent combination of education and work experience.
• Have 7 years proven Practice Finance sales experience.
• Possess 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 and produce efficient credit opportunities.
• Have knowledge of credit and operational risk, ability to quantify potential exposure and advise the team.
• Understand credit underwriting.
• Possess extensive knowledge and understanding of commercial lending practices and loan documentation/loan servicing requirements.
• Demonstrate advanced knowledge of financial analysis, including ratio and trend analysis and projections.
• Have thorough knowledge of accounting principles and practices.
• Have demonstrated capacity to sell products and services within the financial services industry.
• Demonstrate proficiency in Word, Excel, and PowerPoint.

Compensation Range: $76,520.00 – $

• Paid Time Off
• 401(k) matching program
• Annual incentive pay
• Paid holidays
• Comprehensive plan including medical, dental, vision, and other insurance coverage
• Health savings account, flexible spending, and dependent care accounts
• Adoption assistance
• Employee assistance program
• Fitness reimbursement
• Tuition reimbursement
• Associate wellbeing program
• Associate emergency fund
• Various associate banking benefits

UMB and its affiliates are committed to inclusion and diversity and provide employment opportunities to all employees and applicants for employment without regard to race, color, religion, sex (including gender, pregnancy, sexual orientation, and gender identity), national origin, age, disability, military service, veteran status, genetic information, or any other status protected by applicable federal, state, or local law.