Title: BUSINESS CLIENT ADVISOR - SAN DIEGO
Location: CALIFORNIA-SAN DIEGO
Job Summary: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.
Major Responsibilities:70% New Bank Business 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 identify new prospects and develop and present effective marketing approaches to prospects, primarily through on-site visits. Partner with other business lines as appropriate. Plan long-term and short-term business objectives, including preparing and updating business plans. Effectively uncover and assess prospects' needs and financial status to provide accurate and suitable credit and other product advice and recommendations. Clearly communicate the application and credit decision process. Proactively following up on credit requirements. Act as liaison between Commercial Credit Center and prospect/client. Provide recommendations about possible appeals of credit denials. Stay informed as to current underwriting guidelines. Provide expertise on business credit issues to branch personnel. Credit Center for underwriting. Negotiate 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. Maintain covenant compliance and obtain updated financial information on the existing loan portfolio. Document and maintain risk-based discussions with borrowers. Recognize unfavorable trends; make appropriate recommendations to the Credit Executive. Monitor the credit relationship. Document and maintain risk-based discussions with borrowers. Maintain loan files and documentation according to bank policies. Responsible for independently discussing with the Loan Committee 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 on-boarding 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. Other : Financial- Responsible for increasing annual NOI of existing portfolio, as well as contributing towards region's annual new business goal. Orchestrate and coordinate client needs to ensure the highest quality of service and maximum financial return for the Bank.
Additional Information:Ten plus 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. Direct work experience and knowledge of credit products and processes is required (i.e. Commercial/Business Loans or Lines of Credit). Completion of formal bank credit training program is required. Experience in spreading deals and individual deal risk grading experience is a must. Real Estate lending experience is required.SBA lending experience will be helpful. Experience with complex Cash Management and Trade Finance is required. Proficiency in using a Risk Based and Relationship Based Pricing Model is a must. Bachelor's Degree in Finance, Business or Economics is preferred.Proven track record of business development. 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.
Union Bank is committed to leveraging the diverse backgrounds, perspectives, and experiences of our workforce to create opportunities for our people and our business. EOE. M/F/D/V
