Exec Dir-Practice Solutions

As the leading line of business, UMB’s bottom line is directly impacted by the growth of our commercial portfolio. This team manages Commercial and Industrial relationships throughout its life – developing meaningful connections with management of the companies they serve.  Always mindful of the changes in the company, its industry, etc., over time that might create a change in their financial service needs.  

As the Executive Director – Practice Solutions, you are responsible for managing profitability, sales, and annual growth of financial products & services by providing commercial lending, asset-based lending, leasing, and banking services to small business accounts, defined as companies with annual revenue up to $10MM. 

How you’ll spend your time: 

• You will be responsible for building and driving Practice Finance Strategy to ensure growth and profitability for the segment. 

• You will provide strategic direction and leadership to PF Relationship Officers to pursue development of new and existing customer accounts. 

• You will provide strategic direction and management of budget, FTE, recruitment, portfolio growth & items related to P&L. 

• You will provide strategic direction, strategy and training to markets where there is not a dedicated Practice officer with the intention of driving Practice growth in those markets.  

• You will sustain profitability and annual growth of sales of financial products and services through providing commercial lending, asset-based lending, and banking services to small business accounts through designated staff. 

• You will plan and execute regional sales meeting(s). 

• You will develop revenue, volume, and market share objectives for assigned staff and market area. 

• You will ensure team monitors and manages existing credit relationships, which includes note renewals, reviewing, and detailed analysis of current financial statements and collateral valuations, credit analysis, cash flow analysis, delinquency reporting, documenting exceptions, and covenant monitoring, compiles reports necessary to monitor asset and credit quality and compliance with policy/regulation. 

• You will participate in community and professional activities in order to enhance the bank’s image and expand personal network of business contacts for development of new business and new banker recruits. 

• Other duties as assigned. 

We’re excited to talk to you if: 

• You possess a Bachelors degree. 

• You have 9+ years business banking or commercial banking experience.  

• You have 5+ years management experience. 

• OR any combination of education and experience that would provide an equivalent background. 

• You have proven people and project management skills. Ability to motivate direct reports and partners to action. 

• You possess excellent relationship and new business development skills and desire to consistently achieve top revenue results. 

• You have exceptional analytical skills, performance and metrics tracking. 

• You have ability to evaluate and select talent. 

• You demonstrate superior strategic sales knowledge selling to small business owners. 

• You demonstrate high level of business banking product knowledge and product innovation. 

• You have knowledge of market/industry trends. 

• You demonstrate ability to source/produce efficient credit opportunities. 

• You have knowledge of credit and operational risk-ability to quantify potential exposure and advise team. 

• You have understanding of credit underwriting. 

• You have 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) 

• thorough knowledge of accounting principles and practices. 

• You demonstrate proficiency in Word, Excel, PowerPoint. 

Bonus points if: 

• You understand strategic sales planning to define target markets, strategic sales approaches, and provide solutions. 

• You have specialized knowledge of specific markets to serve defined industries. 

• You have enhanced communication and negotiation skills for more complex deals and relationships. 

• You have ability to recruit.