Commercial Relationship Manager

About the role

Responsible for profitable business development and monitoring the quality of a large existing portfolio of companies with annual gross sales of at least $50MM and generally less than $500MM within a specific geographic area. Develop trusted advisory relationships with senior executives (e.g., CEO, CFO, COO) and lead coordination with One Bank partners to create and implement a relationship strategy for very large, complex assigned clients and prospects. This role requires a strong understanding of credit, commercial products, and financial statement analysis to offer beneficial banking solutions such as loans, treasury management, and capital markets. Expected to solicit participation in public debt issuance for clients and actively participate in community activities.

Responsibilities

• Business Development
  • Work independently to identify and develop profitable new "lead left" client relationships by leveraging centers of influence, existing clients, and referral sources.
  • Effectively grow long-term profitable "lead left" relationships.
  • Work closely with assigned Fifth Third internal partners to deepen existing relationships and acquire new high-value prospective relationships.
  • Attend community and/or specific industry forums, conferences, and meetings to broaden relationship networks, referral sources, and deepen knowledge of trends, practices, services, and the competitive landscape.
• Portfolio Management
  • Work with One Bank partners (Treasury Management, Capital Markets, Wealth Management, etc.) to analyze, evaluate, and develop a tailored relationship strategy for each client or prospect.
  • Plan and conduct relationship strategy review meetings with internal Fifth Third business partners and the client's trusted advisors (e.g., attorneys, accountants).
  • Ensure customer relationships are managed to maximize opportunity for the bank while accounting for bank risk and customer needs.
• Client Experience
  • Meet with customers regularly to enhance the trusted advisor relationship and ensure business needs are met.
  • Lead and coordinate all client-facing activities, including credit support, treasury management, and capital markets.
  • Utilize the Bank's Customer Relationship Management (CRM) system for client activity tracking, call reports, and pipeline management.
  • Reinforce use of CRM for assigned Fifth Third partners for monitoring pre-call and post-call activities.
  • Utilize consultative sales skills, commercial playbook principles, and call reporting plans to enhance the client experience.
• Credit Excellence
  • Analyze financial information to determine the questions to ask and decide on the credit request that should be pursued.
  • Partner with Portfolio Managers and Credit Officers on credit requests and adhere to established Portfolio Management guidelines (e.g., delinquencies, documentation preparation, financial statement tracking exceptions, matured loans).
  • Monitor, on an ongoing basis, information concerning customer financial performance, condition, and industry trends to ensure credit exposure is at an acceptable risk and priced accordingly.

Requirements

• Bachelor's or Master's in Business (e.g., Business Administration, Finance, Accounting) or equivalent work experience preferred.
• Minimum of 10 years of Commercial Banking experience.
• 9 years of relationship account management experience preferred.
• Formalized commercial credit training or equivalent credit experience required.
• Underwriting experience preferred.
• Proven track record of partnership with investment bankers to provide strategic and capital market advice.
• Strong business acumen, including detailed analysis, review of financial statements, and understanding of accounting principles.
• Thorough knowledge of Commercial, Treasury Management, and alternative lending and financing options.
• Ability to assess client needs, drivers of profitability, and corporate/personal life cycle to optimize financial solutions.
• Exhibits strong presentation skills in both large and small group settings with the ability to communicate with impact.
• Proven ability to identify and understand business issues, problems, and opportunities, and create relevant options for addressing them.
• Proven track record of exploring options for prospective clients or existing buyers/COIs prior to advocating for a solution.
• Influences client decisions regarding strategy and product solutions; engages in joint business planning with internal partners and buyers.
• Determines task and resource requirements by breaking them down and defining roles and responsibilities.
• Scans internal and external environments to identify relationships that should be initiated or improved to achieve business goals and fulfill client needs.
• Demonstrates strong verbal and written communication skills, with particular emphasis on face-to-face negotiations.
• Proven ability to work in a team-based sales environment.
• Proficient in all Microsoft Office software; familiarity with prospecting and CRM sales tools preferred.
• Regional/local travel required.

Benefits

Fifth Third offers comprehensive benefits and differentiated compensation, including:

• Base salary reflective of the range for this pay grade, with individual salaries varying based on role, skillset, experience, education, and geographic location.
• Eligibility to participate in an incentive compensation plan based on company, line of business, and/or individual performance.
• Extensive benefits programs supporting physical, financial, emotional, and social well-being for employees and their families. Learn more about benefits.

Location: Birmingham, Alabama 35209