Western Alliance Bank

  • C&I - Middle Market Manager - San Francisco

    Req No.
    Bridge Bank
    Commercial & Industrial Lending
    Regular Full Time
    San Francisco
  • Overview

    Drives the Line of Business growth by leading the activities of the regional line of business to enhance shareholder value through the growth of portfolio and increased profitability.  Provides the leadership to successfully implement the Bank’s philosophy of relationship management and client service. Develops the Bank’s brand in region.  Grows their line of business by building and managing an effective team.


    • Grows the region line of business
      • Manages budgets and owns attainment of the region line of business goals.
      • Develops and manages region line of business pipeline including enforcing use of the Bank’s CRM.
      • Assists RM (and/or BDO) in “closing the sale”. Develops close relationships with prospects in the field.  Able to recruit prospects and grow referral base.
      • Identifies prospects and guides them through process of becoming clients; especially with the key decisions in making a loan.  Effective at unlocking opportunities.
      • Region sales representative for the line of business.  Sells the Bank service to prospects and region community.
      • Understand products, clients, referral sources, and knowledge of industry.
      • Knows strong and influential decision makers in their line of business.
      • Maintains regular dialogue with both the Business Line Director (BLD) and the Region Director (RD) updating them as to market conditions, business development efforts, pipeline status and team member performance. 
      • Effectively collaborates with the other Business Line Managers (BLMs) in region and in other regions for line of business success.
    • Manages the region line of business portfolio
      • Brings deals forward and if it fits into the guidelines, assists in quick decision making for that deal.  Further, where necessary, collaborates with the RD, other BLMs and Credit to assure placement of the opportunity into the appropriate line of business within the region.
      • Takes and accepts authority and accountability for issuance of well written term sheet proposals within the Bank’s credit policies and risk selection parameters.  Recognizes the occasions when it is appropriate to consult/screen with the Credit Administration Officer (CAO), BLD, and/or C-Level for unusual as to risk selection or regarded as out of the box from a credit standpoint.
      • Using bank resources to enhance quality of solutions and portfolio including the BLDs.  Uses BLD as trusted senior advisors to assist in making key client decisions.
      • Manages credit quality of portfolio, Identifies problems early and takes appropriate action.  Helps organize and actively participates in portfolio reviews and Special Asset Committee for credits managed by his/her team.
      • Is one of two votes required for Individual Approval Authority for credits managed by his/her team in the Business Line of practice.  VERIFY
    • Region collaborator
      • Effectively collaborates with BLMs for region success.
      • Participates in CoP (Community of Practice – BLM team) through collaborative discussions.  If consensus is not reached by the CoP, then RD decides based on what is best for the client. 
      • Shares region referrals with BLMs.
        • Builds effective teams
      • Attracts talent
      • Develops talent
      • Retains talent
      • Measures  goals 
      • Provides feedback to staff
      • Builds the Bank’s culture with line of business staff – different breed of banker, flexible/customized solutions, small and mid size market expertise, entrepreneurial spirit


    • Bachelor’s degree from a four-year college or university and Ten (10) or more years of Commercial Lending related experience and/or training; or the equivalent combination of education and experience 
      • Work related experience must also consist of Management experience in the financial services industry including lending, operations, and compliance. 
      • Educational experience, through in-house training sessions, formal lending school or financial industry related curriculum, should be business or financial industry related.
    • Proven marketing skills, and ability to develop business relationships with existing customers and solicit new business.
    • Advanced experience, knowledge and training in all lending activities and terminology.
    • Advanced knowledge of related state and federal banking compliance regulations, and other Bank operational policies.
    • Intermediate skills in word processing and spreadsheet software programs (e.g., Microsoft Word and Excel, etc.).
    • Intermediate experience, knowledge and training in financial statement and tax return analysis typically resulting from a combination of education in accounting, financial and/or credit analysis or related areas.
    • Excellent oral, written and interpersonal communication skills


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