Senior Relationship Manager (Hybrid- Downtown LA)

ABOUT THE ORGANIZATION

SMBC MANUBANK was formed by a group of banking entrepreneurs in June 1962. Our scope is to serve the specialized needs of California middle-market businesses, manufacturers, wholesalers, distributors, importers, exporters, and service companies, including small businesses and professionals.

The anticipated salary range for this role is between $166,000.00 and $215,000.00. The specific salary offered to an applicant will be based on their individual qualifications, experiences, and an analysis of the current compensation paid in their geography and the market for similar roles at the time of hire. The role may also be eligible for an annual discretionary incentive award. In addition to cash compensation, SMBC offers a competitive portfolio of benefits to its employees.

Our mission is to be "the bank of choice" for middle market and professional service companies by establishing long term customer relationships and loyalty, providing superior products and services through a core of highly skilled and seasoned bankers.
To achieve our mission to be the 'bank of choice' for middle market and professional services companies, we are focused on our vision to be the premier California regional business bank that can provide the sophistication and expertise of a larger institution with the personal 'high touch' services of a smaller bank.

Specialties:

Commercial Loans and Lines of Credit, Asset-Based Financing, SBA Loans, and Specialized Financing, Real Estate Loans, Cash Management Services, International Services

JOB SUMMARY:

As part of the Diversified Industries vertical, the Relationship Manager will be pivotal in managing key banking relationships for assigned middle market clients. This role involves prospecting new business opportunities and collaborating with internal partners to enhance client relationships. Acting as a "trusted advisor," the Relationship Manager engages in executive-level client contacts to assess comprehensive banking needs and deliver tailored banking insights and solutions. The position drives financial performance through profitable revenue growth and quality credit management. Additionally, the Relationship Manager seeks new middle market clients with borrowing needs ranging from $5 million to $25 million and annual revenues exceeding $50 million. 

PRINCIPAL DUTIES AND RESPONSIBILITIES:

Serves as the trusted advisor to clients, functions as the Middle Market client “expert” and the go-to-person providing differentiating consult, ideas, and options for the largest and most complex clients. 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 and maximizes established referral network. Proactively prospects for new clients and identifies ways to expand existing relationships in collaboration with internal partners. Identifies opportunities and partners to structure, coordinate and sponsor credit and non-credit solutions.  
•    Maintains active prospecting effort, including identification, qualification and calling. Consistently balances prospecting efforts and quality client maintenance responsibilities.  
•    Makes decisions on loans and terms within established lending limits. Analyzes credit to determine the ability of customers and prospective customers to qualify for ensuing borrowing requirements.  
•    Follows-up on current loans to ensure compliance with internal procedures and other required terms.  
•    Studies middle market industrial, economic and financial situations relating to new or existing business as part of prudent business development and portfolio management disciplines. 
•    Maintains current knowledge of the Bank’s loan policies and Risk Rating System. 
•    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. May perform other duties as assigned.  

POSITION SPECIFICATIONS:

•    Bachelor’s degree in business, finance, or related field (or equivalent experience) 
•    More than 10+ years of relevant Middle Market lending experience  
•    5+ years’ experience in Asset Based Lending (ABL) preferred  
•    Experience with cashflow lending is a plus   
•    4+ years of high-performance experience serving commercial clients with $50 million+ annual revenue preferred.  
•    Proven track record of