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Sr. Practice Solutions Relationship Manager The Practice Solutions team is highly focused and specialized, working with private, owner-managed dental, optometry, veterinary and medical specialty practices. Providing the unparalleled customer experience that practice owners desire most (the CORE), having specialized knowledge and products, and deep relationships with key influencers in the segment, allows us to bring significant value to our clients and their practice. At UMB Practice Solutions, your practice is our business. As the Sr. Practice Solutions Relationship Manager, you will evaluate the needs of healthcare professionals and business owners and design custom solutions to help them achieve their financial objectives. You will establish and grow full client relationships through direct prospecting, client referrals, and your network of industry professionals. This role is hybrid (Mon/Tues/Wed/Thur on site). How you will spend your time: You will be responsible for the acquisition, management and growth of assigned Practice Finance territory. You will generate, retain, & expand lending, investment and deposit relationships with new and existing medical, dental, optometry, chiropractic and veterinary prospects and clients through client referrals, centers of influence & direct prospecting. You will develop, generate and follow up on new medical, dental, optometry, chiropractic and veterinary prospect leads through existing clients, client referrals, COI referrals, & prospecting. You will act as a consultant to clients and a resource to the Bank in developing & retaining business. You will negotiate loan proposals, analyze & evaluate credit requests & write loan commitments, recommend appropriate credit grade, make verbal/written presentation to underwriter or loan committee, and implement approval/declination action. You will participate in professional activities in order to enhance the bank's image and expand personal network of practice contacts for development of new business. You will attend local and national industry trade shows as part of the Practice Solutions national team. You will communicate and collaborate with consistency and transparency with business banking teams and all internal partners. You will manage overall relationship profitability & portfolio risk and be responsible for profitable growth of the portfolio assigned (includes loans, deposits, & fee income). You will provide insight & ideas for enhancing client relationships, client cash flow, profitability, and efficiency. You will monitor & manage existing credit relationship, which includes note renewals, reviewing & detailed analysis of current financial statements & collateral valuations, credit analysis, cash flow analysis, delinquency reporting, documenting exceptions & covenant monitoring, compiling reports necessary to monitor asset & credit quality and compliance with policy/regulation. You will serve as the primary link for all financial services to the individual Practice Solutions client with the bank (i.e. Treasury Services, International, Trust, and Cash Vault). You will consistently use and maintain CRM usage. We're excited to talk with you if: You possess a bachelor's degree OR equivalent combination of education and work experience You have 7 years proven Practice Finance sales experience You demonstrate superior strategic sales knowledge selling to small business owners You demonstrate a high level of Practice Finance specific product knowledge You have depth of knowledge in market/industry trends You demonstrate strong ability to source/produce efficient credit opportunities You have knowledge of credit and operational risk ability to quantify potential exposure and advise team You understand credit underwriting You possess extensive knowledge and understanding of commercial lending practices and loan documentation/loan servicing requirements You demonstrate advanced knowledge of financial analysis (including ratio and trend analysis and projections) You have thorough knowledge of accounting principles and practices You have demonstrated capacity to sell products/services within the financial services industry You demonstrate proficiency in Word, Excel and PowerPoint Compensation Range: $76,520.00 - $163,900.00 The posted compensation range on this listing represents UMB's standard for this role, but the actual compensation may vary by geographic location, experience level, and other job-related factors. In addition, this range does not encompass the full earning potential for this role. Please see the description of benefits included with this job posting for additional information. UMB offers competitive and varied benefits to eligible associates , such as Paid Time Off; a 401(k) matching program; annual incentive pay; paid holidays; a comprehensive company sponsored benefit plan including medical, dental, vision, and other insurance coverage; health savings, flexible spending,
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