Private Banker
Private Banker - Sacramento
Headquartered in San Francisco, UnionBanCal Corporation is a financial holding company with assets of $89.7 billion at December 31, 2011. Its primary subsidiary, Union Bank, N.A., is a full-service commercial bank providing an array of financial services to individuals, small businesses, middle-market companies, and major corporations. The bank operated 414 branches in California, Washington, Oregon, Texas and New York, as well as two international offices, on December 31, 2011. UnionBanCal Corporation is a wholly-owned subsidiary of The Bank of Tokyo-Mitsubishi UFJ, Ltd., which is a subsidiary of Mitsubishi UFJ Financial Group, Inc. Union Bank is a proud member of the Mitsubishi UFJ Financial Group (MUFG, NYSE:MTU), one of the world's largest financial organizations. Visit www.unionbank.com for more information. Become part of a team where community, diversity and exceptional service are part of everyone's job. Invest in you! Job Summary : Develops and services comprehensive personal financial relationships within affluent target market through a professional sales effort. Identifies qualified potential clients. Initiates contacts, assesses needs, presents array of products and services, and closes sales. Responsible for the management and total servicing of the client relationship, and for the growth and profitability of largest, most complex and profitable relationships in the unit. Proactively advises and consults with clients to maximize their service usage, trust and investment opportunities, and monitors client portfolio to ensure profitability. Responsible for analyzing clients credit needs and then making appropriate recommendations. This is an experienced level Relationship Manager whose clients expect their banker to provide high quality financial information and personal service. Major Responsibilities : Business Development and Marketing: 50%, which includes new client acquisition (60%) and existing relationship expansion (40%). New Client Acquisition: Responsible for expanding the portfolio with new clients acquisitions. Responsible for proactively identifying prospective clients, preparing presentations, following up on client contacts and closing the sale of private bank products and services including investment type products. Develop marketing and sales strategies to establish profitable portfolio, using external and internal resources. Implement the program for The Private Bank within the target area through an annual marketing plan and strategy, tailored to region locale and consistent with overall direction of The Private Bank. Has responsibility for new external client acquisitions. Plan/strategy to expand the portfolio and ensure retention of profitable clients. Detail specific actions to cross-sell, establish referral program to develop new client business, and increase non-interest income to office. The plan should include how results can be measured. Identify clients for The Private Bank through research and use of resources, including referrals from within and outside the Bank, office's current client base, local professional/service groups, social contacts, etc. Meet with prospects as needed, often outside the office to present the program of The Private Bank. Proactively identify the needs of the prospects, matching appropriate Bank products and services. Represent the Bank and The Private Bank in the community by becoming active in professional and community groups. May speak or make presentations to groups made up of potential clients to increase program visibility and identify contacts. Document results through prospect tracking system and reports. Engage in regularly scheduled portfolio performance review with Regional Director to assess performance against set goals. Meet or exceed these goals. Relationship and Portfolio Management (30%): Responsible for the most complex and most profitable clients. (Complexity is defined as clients with multifaceted incomes, complex tax returns as well as diverse credit needs and complex estate and investment planning and implementation) Act as consultative banker, anticipating needs relative to affluent market segment to ensure maximum profitability and cross-sell opportunities are met. Maintain client portfolio with assistance from Banking Associate. Adjust portfolio size to accommodate the demands of servicing prime clients. Criteria to be set by Regional Director, with input from Senior Management. Stand accountable for portfolio growth and profitability, as well as any attrition. Using RBS reports and available pricing models, monitor each client's account profitability and service use. Proficiency with and maintenance of client data in the ESB system required. Consult with clients as to various services or product needs, which would beadvantageous for them and keep them aware of new products and of changes in the financial area which would affect them. Regularly introduce clients to other areas of the Bank for special needs. Respond to problems clients may experience with the handling of their account and ensure proper handling of service requests. Ensure accurate and complete records are kept for each client relationship. Develop relationship banking through a consultative approach. Based upon clients needs, provide various options considering tax implications, estate planning, risk tolerance levels and refer to appropriate specialists as needed. Segment portfolio through profitability and tiers to maximize efficiency in developing client relationships. Risk Management (20%): Analyze and respond to the needs of the affluent client, balancing risk and opportunity. Analyze client's personal credit needs and requests. Qualify borrower, recommend best suited loan product commensurate with Bank's desired profit margin and the value of the clients total relationship. Prepare detailed memorandum of customer request and Relationship Manager recommendation. Determine the loan structure best suited for the client within the credit requirements for the Bank. Negotiate with the client to reach terms which will accommodate their needs and be profitable to the Bank. Make recommendations to senior officers of the Bank on loans which exceed designated loan authority. Monitor and manage portfolio to assess and minimize risk as it relates to credit and follow up with appropriate measures adhering to Bank's policy and guidelines. Monitor and manage operational risk and follow up with appropriate measures adhering to Bank's policy and guidelines.