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VP, Sr. Relationship Manager, Business Banking - SD at Banc of California in San Diego, California

Posted in Banking 30+ days ago.

Type: Full-Time





Job Description:

Banc of California, Inc. (NYSE: BANC) is a bank holding company with approximately $8 billion in assets and one wholly-owned banking subsidiary, Banc of California, N.A. (the “Bank”). With our 600+ dedicated professionals, we provide customized and innovative banking and lending solutions to businesses, entrepreneurs and individuals throughout California. We proudly partner with community organizations that provide financial literacy, job training, small business support, and affordable housing to help improve the communities where we live and work. With a commitment to service and building enduring relationships, we provide a higher standard of banking. 

 

 

JOB SUMMARY:
 
Responsible for sourcing, developing, managing, retaining and growing a portfolio of business clients in the Business Banking segment with target company revenues between $5 million to $50 million. Grows revenue for the bank by successfully prospecting for new business, and retaining and expanding existing client relationships with primary responsibilities for business lending, business depository and other fee income business.   Performs all duties in accordance with the company’s policies and procedures, all U.S. state and federal laws and regulations, where the company operates.
 
ESSENTIAL DUTIES AND RESPONSIBILITIES:


  1. Sources, develops, manages, retains and grows a portfolio of business client relationships ranging from deposit only clients to complex credit relationships to full relationships, often handling the most sophisticated client relationships with the most complex needs and often managing the largest portfolios with in the business unit, typically larger than $45,000,000 in combined loan and deposit outstanding.  

  2. Acts as lead negotiator with prospects and clients; negotiating transactions, documenting and closing loan transactions, and ensuring conformance with bank policy and regulatory requirements.  Occasionally assists other Business Banking Relationships Managers in negotiations with their clients.  

  3. Grows revenue by successfully prospecting for new business, and retaining and expanding existing client relationships via interest income from business loans, loan and other fee income and cash management revenue.

  4. Prepares a Relationship Plan and calling schedule for each client or prospect in conjunction with the strategic business development program. Calls on targeted prospective clients to learn about the prospective client, uncover sales opportunities, discuss and promote all bank products and services in an effort to establish a total client banking relationship often in conjunction with bank partners and/or management.

  5. Provides sound financial advice to clients and identifies and sells appropriate bank products and services to those prospects and clients. Discusses financing and lending opportunities and develops solutions to serve their financial needs.

  6. Develops centers of influence and organizational alliances to promote business growth often with the most value to the Bank among external partners. Maintains continuous prospecting, referral, and sales pipeline in accordance with Bank standards. 

  7. Builds strong relationships with internal and external referral sources, and identifies business opportunities and solicits referrals of other bank products or services and/or external referrals from existing customers, and other professionals in the industry.

  8. Develops a strong understanding of the company, industry, business and needs to assist in client calling efforts. Sets objectives for each relationship in terms of cross sell opportunity and revenue contribution. Brings in product specialists, as necessary, to help problem solve or structure transactions.  Is often asked to consult with other Business Banking Relationship Managers on the same with regard to their clients. 

  9. Exercises sound credit and risk judgment in recommending transactions. Recommends approval of credits meeting the banks credit standards. Structures credits jointly with Credit Officers and Credit Administration, often with little supervision or oversight and minimal corrections from Credit Administration.  Ensures the quality of all business introduced to the bank.

  10. Represents the bank by actively participating in outside civic and community affairs, business and industry-related organizations, and other professional activities as appropriate.

  11. Interfaces with other bank departments including Premiere Client Services, Community Banking, Private Banking, and Commercial Real Estate Banking as necessary. Defines responsibilities and coordinates objectives for all product areas in a relationship or transaction. Resolves all client needs and any internal issues.

  12. Monitors and analyzes relationship results and account activities. Determines client profitability. Makes a recommendation regarding accounts to be further developed or eliminated. Prepares reports for management on same when requested to do so. 

  13. Monitors portfolio for quality, risk, and adherence to policy. Works with the appropriate staff and  departments to resolve issues.

  14. Maintains awareness of competitive products, practices, rates and changes in market conditions and is recognized as an expert in the Business Banking field. 

  15. Serves as a subject matter expert on Business Banking products acting as a technical consultant to clients and Relationship Managers in Business Banking and in other various business segments and geographic locations, as needed.

  16. Utilizes operational expertise to manage workflow of complex portfolio relationships and their particular needs, and is responsible for monitoring and mitigating any operational risk factors.

  17. Treats people with respect; keeps commitments; inspires the trust of others; works ethically and with integrity; upholds organizational values; accepts responsibility for own actions.

  18. Demonstrates knowledge of and adherence to EEO policy; shows respect and sensitivity for cultural differences; educates others on the value of diversity; promotes working environment free of harassment of any type; builds a diverse workforce and supports affirmative action.

  19. Follows policies and procedures; completes tasks correctly and on time; supports the company’s goals and values.

  20. Performs the position safely, without endangering the health or safety to themselves or others and will be expected to report potentially unsafe conditions. The employee shall comply with occupational safety and health standards and all rules, regulations and orders issued pursuant to the OSHA Act of 1970, which are applicable to one’s own actions and conduct.

  21. Performs other duties and projects as assigned. 

Banc of California is an equal opportunity employer committed to creating a diverse workforce. All qualified applicants will receive consideration for employment without regard to age (40 and over), ancestry, color, religious creed (including religious dress and grooming practices), denial of Family and Medical Care Leave, disability (mental and physical) including HIV and AIDS, marital status, medical condition (cancer and genetic characteristics), genetic information, military and veteran status, national origin (including language use restrictions), race, sex (which includes pregnancy, childbirth, breastfeeding and medical conditions related to pregnancy, childbirth or breastfeeding), gender, gender identity, gender expression, and sexual orientation. #LI-JB1

 

ESSENTIAL KNOWLEDGE, SKILLS, AND ABILITIES:


  • Demonstrates knowledge of, adherence to, monitoring and responsibility for compliance with state and federal regulations and laws as they pertain to this position including but not limited to the following: Regulation Z (Truth in Lending Act), Regulation B (Equal Credit Opportunity Act), FHA (Fair Housing Act), Home Mortgage Disclosure Act, Real Estate Settlement Procedures Act, Fair Credit Reporting Act, Bank Secrecy Act in conjunction with the USA PATRIOT Act, Anti-Money Laundering and Customer Information Program, Right to Financial Privacy Act (state and federal) and Community Reinvestment Act

  • Advanced skills in computer terminal and personal computer operation; mainframe computer system; word processing, spreadsheet and specialty software programs

  • Intermediate knowledge of related state and federal banking compliance regulations governing lending including but not limited to fair lending, privacy, RESPA as well as company operational policies and procedures, and the company’s products and services.

  • Intermediate math skills; calculate interest and percentages; balance accounts; add, subtract, multiply and divide in all units of measure, using whole numbers, common fractions and decimals; locate routine mathematical errors; compute rate, ratio and percent, including the drafting and interpretation of bar graphs.

  • Basic skills in financial accounting; dual entry accounting principles, basic financial statements and their construction, financial accounting terms and their definitions.

  • Excellent organizational and time management skills

  • Exceptional oral, written and interpersonal communication skills with the ability to apply common sense to carry out instructions, interpret documents, understand procedures, write reports and correspondence, and speak clearly to customers and employees

  • Ability to make decisions that have significant impact on the immediate work unit

  • Ability to organize and prioritize own work schedule on a short-term and long-term basis

  • Ability to deal with difficult problems involving multiple facets and variables in non-standardized situations

  • Ability to work with little to no supervision while performing duties

EDUCATION, EXPERIENCE AND/OR LICENSES:


  • Bachelor’s degree from an accredited College or University is preferred, or equivalent work experience.

  • Ten (10) or more years of banking experience or Twelve (12) or more years of business to business sales experience is required.

  • Five (5) or more years of business lending experience within the target segment or Ten (10) or more years of business lending experience overall is required.

  • Three (3) or more years of credit experience required.





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