MUFG Union Bank Relationship Manager, Vice President - Business Banking in City Of Industry, California
Join a bank that’s as committed to your future as you are. At Union Bank, a part of Mitsubishi UFJ Financial Group (MUFG), we share a vision for our future, we share our successes, and we strive to bring out the best in each other in everything we do. Our diverse colleagues are connected by a common ambition to create change for the better from forging more dynamic career paths, to driving progress in our communities, to continuously reshaping the standards of financial services. Positive impact starts here; see the change you can make as we strive to become the world’s most trusted financial group.
Reporting to Regional Vice Presidents (RVPs) in a designated geography, this role is responsible for independently calling on prospects for development of new business relationships as well as growing the relationships in the portfolios that are under their management. Work with clients and prospects to present solutions to short and long term strategic objectives. Perform ongoing portfolio management. A Business Client Advisor will be designated to one of the following Tiers: Tier I-Business Client Advisor covers a metropolitan market place with dense prospect counts and/or the Bank branch coverage; Tier II-Business Client Advisor covers a metropolitan market place or a surrounding area with medium density of prospect counts and/or the Bank branch coverage; and Tier III-Business Client Advisor covers a non-metropolitan market place or lower density of prospect counts and/or the Bank branch coverage.
70% Generate New Bank Business Through Outside Sales
Spends majority of time calling on clients, prospects, referral sources and Centers of Influence to develop new business, expand client base and to create a network of prospects from center of influence clients. Responsible for generating loans from Business Banking clients. Responsible for expanding the business of existing clients. Primary outside sales focus includes demand deposit/operating accounts, cash management and other payments services, Business Loans, Business Lines of Credit, Commercial Real Estate Loans, and various other business banking products and services. Analyzes business financial data and submits complete credit packages to the Credit Center for underwriting. Accountable for further deepening of client's relationship with the Bank. Continually identifies new prospects and develops and presents effective marketing approaches to prospects, primarily through on-site visits. Partners with other business lines as appropriate. Plans long-term and short-term business objectives, including preparing and updating business plans. Effectively uncovers and assesses prospects' needs and financial status to provide accurate and suitable credit and other product advice and recommendations. Clearly communicates the application and credit decision process. Proactively follows up on credit requirements. Acts as liaison between Business Credit Center and prospect/client. Provides recommendations about possible appeals of credit denials. Stays informed as to current underwriting guidelines. Provides expertise on business credit issues to branch personnel. Works with Business Credit Center for credit underwriting, processing, closing and portfolio maintenance. Negotiates terms, conditions and pricing with customers to reach terms that will accommodate their needs and be acceptable and profitable to the bank.
20% Portfolio Management, Risk Management & Compliance
Maintains covenant compliance and obtains updated financial information on the existing loan portfolio. Documents and maintains risk-based discussions with borrowers. Recognizes unfavorable trends; makes appropriate recommendations to the Credit Executive. Monitors the credit relationship. Documents and maintains risk-based discussions with borrowers. Maintains loan files and documentation according to bank policies. Responsible for independently discussing with the Credit Executives specific client issues. Responsible for completing all KYC, BSA documents accurately and ensuring all customers complies with required regulatory documents.
10% Client Satisfaction
Responsible for ensuring all clients are satisfied with service and all other aspects of the bank. For new clients, responsible for the effective onboarding of the client to the bank, implementation of the products and services, and that on-going servicing expectations are met. The advisor is the lead role of the “Client Team” once a client is assigned to their portfolio. Coordinate with Business Credit Center and various product specialists, to deliver services to the client.
Responsible for increasing annual revenue of existing portfolio, as well as contributing towards region's annual new business goal. Orchestrates and coordinates client needs to ensure the highest quality of service and maximum financial return for the Bank.
10 years of commercial lending experience in the Business Banking market.
3-5 years of Business Development experience selling to a broad range of industries and a breadth of company sizes. Proven track record of business development.
Bachelor's Degree in Finance, Business or Economics is preferred.
Strong credit and underwriting skills.
Strong interpersonal and mentoring skills.
Ability to communicate clearly and effectively to both bank customers and other associates with excellent written and oral communication skills.
Ability to apply common sense understanding to carry out detailed written or oral instructions.
Ability to handle multiple requests/customers with a high attention to detail and ability to take initiative when handling packages or projects.
Proven proficiency in Accounting.
SBA lending experience will be helpful.
Direct work experience and knowledge of credit products and processes (i.e. Commercial/Business Loans or Lines of Credit).
Completion of formal bank credit training program.
Experience in spreading deals; individual deal risk grading experience.
Real Estate lending experience.
Experience with complex Cash Management and Trade Finance.
Proficiency in using a Risk Based and Relationship Based Pricing Model.
We are proud to be an Equal Opportunity/Affirmative Action Employer and committed to leveraging the diverse backgrounds, perspectives and experience of our workforce to create opportunities for our colleagues and our business. We do not discriminate in employment decisions on the basis of any protected category. The above statements are intended to describe the general nature and level of work being performed. They are not intended to be construed as an exhaustive list of all responsibilities, duties and skills required of personnel so classified.