VP, Relationship Manager, Payments

Banc of California; Santa Ana (CA); On-site; USD 150,000 - 230,000; Full time

Benefits offered by this job

401k with company match

Medical, dental, vision coverage

Paid time away

Tuition reimbursement

Mentorship program

LinkedIn Learning access

Job summary

Banc of California is seeking a VP, Relationship Manager - Payments to drive new business for BancEdge merchant services. You will manage a portfolio of SMB clients, develop referral networks, and coordinate cross-functional teams to implement payment solutions.

Expect travel throughout Southern California and a focus on revenue growth. Ideal candidates bring 7+ years in payments, strong relationship management, and a track record of cross-functional collaboration.

Qualifications

• 7+ years in payments business development, merchant services, or relationship management.
• Proven track record of direct sales and portfolio growth.
• Advanced ability to analyze complex payment environments and present recommendations.

Responsibilities

• Generate revenue by selling payment processing and acquiring services to SMBs.
• Develop new payment relationships and deepen existing client relationships.
• Build and maintain internal and external referral networks.
• Independently manage a sales pipeline and achieve production goals.
• Lead client presentations, product demonstrations, and consultative discussions.
• Coordinate setup, implementation, and training for clients on payment products.

Skills

Payments industry expertise

Relationship management

Sales pipeline management

Client communications

Cross-functional collaboration

MS Office

Education

Bachelor's degree in finance, business, or related field

High school diploma or equivalent

Tools

MS Office

Job description

BANC OF CALIFORNIA AND YOUR CAREER

Banc of California, Inc. (NYSE: BANC) is a bank holding company with over $34 billion in assets and the parent company of Banc of California. Banc of California is one of the nation’s premier relationship-based business banks, providing banking and treasury management services to small, middle market, and venture backed businesses. As the largest independent bank headquartered in California, the bank offers a broad range of loan and deposit products and services through a network of full‑service branches and regional offices, as well as through digital and nationwide capabilities. The bank also provides full‑service payment processing solutions to its clients and serves the Community Association Management industry nationwide through its technology forward platform, SmartStreet™. Banc of California is committed to supporting its local communities through the Banc of California Charitable Foundation and by partnering with organizations that promote financial literacy, job training, small business support, affordable housing, and more.

BANC OF CALIFORNIA AND YOUR CAREER

Banc of California, Inc. (NYSE: BANC) is a bank holding company with over $34 billion in assets and the parent company of Banc of California. Banc of California is one of the nation’s premier relationship-based business banks, providing banking and treasury management services to small, middle market, and venture backed businesses. As the largest independent bank headquartered in California, the bank offers a broad range of loan and deposit products and services through a network of full‑service branches and regional offices, as well as through digital and nationwide capabilities. The bank also provides full‑service payment processing solutions to its clients and serves the Community Association Management industry nationwide through its technology forward platform, SmartStreet™. Banc of California is committed to supporting its local communities through the Banc of California Charitable Foundation and by partnering with organizations that promote financial literacy, job training, small business support, affordable housing, and more.

At Banc of California, our success is powered by our people and a shared commitment to delivering meaningful results. We foster an environment where entrepreneurial thinking is encouraged, and accountability and operational excellence are expected. Our team members are empowered to take ownership, make informed decisions, and make a meaningful impact as the bank continues to grow and evolve. We are dedicated to supporting your growth and wellbeing through comprehensive benefits, robust development opportunities, and inclusive programs that enable you to perform at your best. Together we win!

THE OPPORTUNITY

The VP, Relationship Manager - Payments is responsible for developing new business opportunities for BancEdge merchant services by pursuing internal referrals and calling on small and medium business commercial clients and prospects to identify payment processing and acquiring opportunities. This role independently develops and manages a portfolio of clients and prospects, builds referral networks, evaluates payment processing opportunities, recommends solutions, and drives opportunities through implementation and ongoing relationship management. The role works cross-functionally with Operations, Product, Technology, Risk, and other partners to support setup, implementation, training, and resolution of client needs. This position is accountable for achieving assigned production and revenue goals and requires at least 50% travel throughout Southern California. Performs all duties in accordance with the Company’s policies and procedures, all U.S. state and federal laws and regulations, wherein the Company operates.

How You’ll Make a Difference

• Generate revenue by selling payment processing and acquiring services to small and medium business clients and prospects.
• Develop new payment and acquiring relationships and deepen existing client relationships.
• Build and maintain internal and external referral networks to generate new business opportunities.
• Independently manage an assigned sales pipeline and portfolio and achieve established production and revenue goals.
• Conduct client discovery conversations and analyze payment processing opportunities, including processing statements, fund flows, customer payment experience, integration needs, business models, and applicable payment rules and requirements.
• Exercise independent judgment to evaluate client needs, compare alternatives, and recommend payment products, pricing approaches, implementation strategies, and next steps within delegated authority and established guidelines.
• Determine whether opportunities align with product capabilities, operational requirements, and risk parameters, and identify matters requiring specialist review, additional approval, or escalation.
• Work cross-functionally with Operations, Product, Technology, Risk, and other partners to evaluate, structure, advance, and close opportunities.
• Lead client presentations, product demonstrations, and consultative sales discussions.
• Coordinate setup and implementation and provide training to new and existing clients on payment products, systems, and services.
• Develop and execute relationship plans, calling schedules, retention activities, and organic growth strategies for assigned clients.
• Independently research, analyze, and resolve client service requests and payment-related issues, engaging internal specialists when appropriate.
• Maintain timely and accurate client, pipeline, forecast, and activity information in applicable systems.
• Monitor client activity, portfolio quality, retention risk, and adherence to policy, and initiate appropriate relationship or corrective actions.
• Monitor developments in clients’ businesses, payment services, and the financial services industry and recommend products and services that enhance client relationships, generate income, and support the Bank’s competitive position.
• Identify cross-sell opportunities and engage appropriate partners to address broader client needs.
• Recommend improvements to products, processes, controls, or service practices based on client feedback, recurring issues, and market observations.
• Prioritize workload and independently manage competing client, sales, and implementation deadlines.
• Create and complete an individual development plan.
• Participate in community and Community Reinvestment Act activities to promote the Bank’s brand.
• Travel as required.
• Perform other duties and projects as assigned.

What You’ll Bring

• Minimum of 7 years of experience in payments business development, merchant services, or relationship management, including a demonstrated record of direct sales and portfolio growth.
• Expert knowledge of payment processing, card acquiring, merchant services solutions, competitive offerings, industry trends, and the merchant client lifecycle.
• Demonstrated track record of consistently achieving high levels of production and revenue growth.
• Extensive experience independently managing large, complex, or strategically important client relationships and payment opportunities.
• Advanced ability to analyze complex payment environments, evaluate alternatives, structure solutions, and present clear recommendations to clients and senior internal partners.
• Significant independent judgment in developing relationship strategies, balancing client and business objectives, resolving complex issues and making decisions within delegated authority.
• Ability to identify material risks or exceptions, recommend solutions or approvals with clear rationale, and lead matters through resolution.
• Demonstrated ability to influence business outcomes, lead cross-functional execution, and build strong relationships with senior clients and internal partners.
• Excellent verbal, written, presentation, negotiation, active listening, and executive relationship management skills.
• Recognized payments subject matter expertise and ability to provide market intelligence, competitive insight, and product or process feedback to leadership.
• Demonstrated ability to coach, mentor, and serve as a resource to less experienced Relationship Managers while remaining accountable for individual production.
• Proficiency with Microsoft Office tools, including Word, Excel, and PowerPoint.
• Bachelor’s degree in finance, business, or a related field preferred and/or equivalent work experience.
• High school diploma or equivalent required.

How We’ll Support You

• Financial Security: You will be eligible to participate in the company’s 401k plan which includes a company match and immediate vesting.
• Health & Well-Being: We offer comprehensive insurance options including medical, dental, vision, AD&D, supplemental life, long‑term disability, pre‑tax Health Savings Account with employer contributions, and pre‑tax Flexible Spending Account (FSA).
• Building & Supporting Your Family: Banc of California partners with providers that offer adoption, surrogacy, and fertility assistance as well as paid parental leave and family support solutions including care options for your family.
• Paid Time Away: Eligible team members receive paid vacation days, holidays, and volunteer time off.
• Career Growth Opportunities: To support career growth of our team members, we offer tuition reimbursement, an annual mentorship program, leadership development resources, access to LinkedIn Learning, and more.

The base salary ultimately offered is determined through a review of education, industry experience, training, knowledge, skills, abilities of the applicant in alignment with market data and other factors.

Banc of California is an equal opportunity employer committed to creating a diverse workforce. All qualified applicants will receive consideration for employment without regard to their actual or perceived race (including traits associated with race, such as hair texture, hair type or protective hairstyles), religion or religious creed (including religious dress and grooming practices), color, sex (including pregnancy, childbirth, breastfeeding and related medical conditions), sexual orientation, gender, gender identity, gender expression, gender transitioning, citizenship status, national origin, ancestry, age, marital status, military or veteran status, medical condition, genetic information, or disability (mental or physical), requests for accommodation and any additional protected categories set forth in applicable federal, state or local laws. If you require reasonable accommodation as part of the application process, please contact Talent Acquisition.