Middle Market Relationship Manager

Business Banking Relationship Manager 3 - Vice President

Riverside, CA 3403 Tenth Street Suite 830 Riverside, CA 92501

Responsible for being the key banking advisor for Middle Market client relationships. Accountable for prospecting new business and working with Client Solutions Manager to expand existing relationships. Ability to identify loan, deposit, and core banking products and services that benefit the client.

• Identifies, attracts and secures new commercial relationships to grow bank's Commercial and Industrial (C&I) market share. Achieves individual production goals for loans, deposits and core fee income, to support the bank in achieving its overall financial targets.
• Serves as a trusted advisor to clients, functions as the Middle Market client "expert" in providing differentiating consult, ideas, and options. Champions and leads business development efforts by developing a clear and holistic understanding of the client’s or prospect’s business and industry. Performs client reviews to ensure the bank provides relevant solutions as clients grow and adapt.
• Develops focused strategies for acquiring, retaining and growing select clients.
• Develops and maximizes established referral network. Proactively prospects for new clients and identifies ways to expand existing relationships in collaboration with Client Solutions Manager and internal partners. Identifies opportunities and partners to structure, coordinate and sponsor credit and non-credit solutions.
• In partnership with the 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.
• Maintains active prospecting effort and pipeline for consistent production.
• Studies middle market industrial, economic and financial situations relating to new or existing business as part of prudent business development and portfolio management disciplines.
• Demonstrates 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. Keeps up to date on regulation changes.
• Follows all Bank policies and procedures, compliance regulations, and completes 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 learns, demonstrates, and fosters the Columbia corporate culture in all actions and words.
• Takes personal initiative and is a positive example for others to emulate.
• Embraces our vision to become "Business Bank of Choice".
• May perform other duties as assigned.

• Bachelor’s degree in business, finance, related field (or equivalent experience)
• 4-7 years of relevant Middle Market banking experience and/or proven track record of exceeding performance in developing business in the Middle Market segment and industry required
• Proven track record of success in developing new business, growing market share and establishing/growing a quality supportive network.
• 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 a team in effort to deliver holistic, customize banking relationships.
• Strong knowledge of bank loan, deposit, and core fee income solutions.
• Excellent relationship management and business development abilities. Proven analytical and problem-solving skills.
• Demonstrates excellent written and verbal communication and presentation skills.
• Strong client relationship and internal partnering skills. Ability to work effectively with individuals and groups across the company to manage customer relationships.
• Strong credit acumen (accounting, financial statement, understanding business and understanding of operational cash flow). Working knowledge of the bank’s systems and…