Client Solutions Manager

Overview

About The Role Responsible for credit/risk monitoring;
Credit Review (CR) workflow management & prioritization; and engagement with underwriting, Quality Assurance, and Quality Control partners. Leads (or co-leads) identification of opportunities to cross-offer additional solutions that would benefit the client, increase penetration-rates of products & services for the Bank. Leads (or co-leads) partner collaboration & coordination for holistic team approach. Assists Commercial Bankers with portfolio management, partner collaboration, and client-engagement to develop and grow new and existing commercial business relationships.

The Client Solutions Manager (CSM) is a second, primary touch-point between Bank and Client. Responsible for identifying additional loan, deposit, and core fee income opportunities (products; services; solutions) for new and existing commercial clients to add/deepen value to the client; drive additional revenue growth; establish/maintain complete banking relationships; bolster client experience and satisfaction. Reports to Market Manager.

• Utilize existing financial/market information and Relationship Expansion Tool to identify additional products/services that would satisfy client needs and establish/deepen complete relationships. Make recommendations on loan structure & terms and refer these issues to the next appropriate level of authority. Analyze credit to determine the ability of customers and prospective customers to qualify for borrowing requirements. Use qualitative and quantitative information to uncover potential client needs and propose to deepen relationships accordingly.
• Partner with the Commercial Banker as the second, primary point of contact for the client. Attend meetings with clients; focus on expanding mature relationships by assessing client needs. Act as a liaison to the Core Fee Income business partners, Credit Department, the Commercial support staff and other internal business partners. Ensure the client is approved for all ancillary products and services.
• Perform 30% of time on direct relationship expansion sales activities, consulting with the Commercial Banker. Achieve individual annual production and growth goals (relationship expansion) for loans, deposits and core fees to support the bank’s financial targets and balanced-growth objectives. Achieve Portfolio Management goals by ensuring proper adherence to risk-mitigation practices.
• Develop a comprehensive understanding of client needs based on review and analysis of personal, business, financial, and market data gathered through relationship reviews, client engagement, market research, and partner collaboration. Participate in ongoing relationship reviews with all clients. Manage client’s additional credit requests, renewals and reviews.
• Manage and monitor the commercial loan portfolio and relationships by analyzing financial data to determine merits of loan requests. Accountable for application and underwriting quality. Involved in documentation review. Collaborate with the Commercial Banker to make formal recommendations and presentations to the Commercial Relationship Manager and Credit Administration.
• Ensure the loan portfolio is properly risk rated and that portfolio administration and risk management comply with established credit policy, procedures, and business strategy as well as regulatory guidelines. Manage CR workflow & prioritization and engagement with underwriting, QA, QC, and CQA partners accordingly.
• Demonstrates compliance with all bank regulations for the assigned job function and keeps up to date on regulation changes. Follows all Bank policies and procedures, compliance regulations, and completes required training. Maintain working knowledge of Bank policies regarding Bank Secrecy Act, Regulation CC, Regulation E, Bank Security and related regulations.
• May coach, mentor, or train others as subject matter expert. Actively learns and fosters the Columbia corporate culture. Takes personal initiative and demonstrates a positive example for others. Embrace the vision to become the "Business Bank of Choice."

Education

• Bachelor's Degree in Finance, Accounting, or Business (preferred)

Experience

• 4-7 years of relevant commercial banking experience and/or prior experience as a Commercial Portfolio Manager and/or Commercial Underwriter (Required).

Skills

• Proven knowledge of commercial underwriting, agriculture, credit monitoring, and portfolio management.
• Strong underwriting, credit monitoring and portfolio management skills.
• Proven relationship management and business development abilities, analytical and problem-solving skills, sales skills, and credit quality skills. Strong credit acumen including loan structuring, underwriting, risk identification & mitigation, and ongoing risk & relationship management of a commercial portfolio.
• Advanced understanding of credit policy and procedures and ability to evaluate risks of loans/credits; assess cash-flow and collateral-based…