Commercial Relationship Manager

About the role

Contribute to the profitability and growth of Fulton's commercial banking by building, developing and managing new and existing client relationships with businesses with revenue of $5-25 million dollars.

Responsibilities

• Cook up loan, deposit and fee income products and services appropriate to the needs of the client.
• Seek opportunities to network and develop key centers of influence.
• Identify and successfully capitalize on cross-sell opportunities with bank partners.
• Achieve and surpass established sales goals within risk tolerance constraints.
• Assumes responsibility for relatively complex activity and portfolio for commercial banking.
• Identify, source and develop prospective customers with lending, deposit and other financial service needs.
• Share the Fulton story and showcase the bank’s products, services, and employees.
• Source opportunity, negotiate mutually agreeable terms, navigate the credit underwriting and approval process, document the loan and execute the closing.
• Remain close to customer and cooperatively counsel them to support business goals.
• Understand client’s business model and cash flow. Serve as their primary contact for banking needs.
• Provide annual relationship reviews to understand client’s needs and future plans in order to identify appropriate loan, deposit or other financial service opportunities.
• Build knowledge of diverse types of businesses, industries, markets, financial and economic concepts.
• Cultivate relationships network of strategic partnerships across the region.
• Sustain comprehensive understanding of current commercial products offered in the market and keep informed of all relevant industry trends and practices.
• Carry out a variety of business development activities to identify bank prospects.
• Maintain a stable network of prospective customers with consistent approach to calling.
• Drive continual improvement in portfolio revenue growth and new production revenue.
• Foster a collaborative team approach with Fulton Partners and Retail Relationship Managers to enhance client relationships.
• Exemplify the delivery of a superior customer experience.
• Participate in joint calling efforts for existing and prospective customers with Retail Relationship Managers, Fulton Partners and Senior Leadership.
• Keep sales platform consistently updated and uses the platform for client and opportunity coordination.
• Remain current on new tools that improve efficiency.
• Ensure credit review and risk rating practices are continuous, complete and accurate.
• Gather and review all required financial and related company, industry, management data to monitor ongoing credit worthiness and risk rating accuracy.
• Monitor management reports to address line reaffirmations, loan maturities, delinquencies, and exceptions.
• Understand and contribute to the credit decisioning process, including analysis and interpretation of financial statements.
• Establish action plans for troubled credits and/or work with Special Assets Department to resolve problem loans in an efficient manner to protect the bank’s investment.
• Complete timely resolution to loan documentation and technical exceptions.
• Stay compliant with all regulatory and bank risk compliance matters.

Requirements

• Bachelor's Degree or the equivalent experience in business management, finance, accounting or similar.
• 6 or more years Commercial Credit, Commercial banking, Consumer, or Small Business experience.
• 2 or more years managing a large complex portfolio of clients.

Qualifications

• Knowledge of diverse types of businesses, industries, markets, financial and economic concepts.
• Proven results in establishing new business relationships and retaining/growing existing business relationships.
• Self-directed ability using sound judgment and to navigate ambiguity to get things done.
• Demonstrated ability to anticipate clients’ issues, own problems on clients’ behalf, and follow through with commitments.
• Understands credit and risk principles, mitigates, and banking policies/procedures.
• Excellent negotiation skills, demonstrated ability to influence others to achieve desired outcomes and leveraging technology to interact with clients effectively and efficiently.
• Excellent verbal and written communication skills.
• Excellent organizational skills and the ability to manage, prioritize, work under pressure and meet tight deadlines.
• Ability to balance needs of clients with associated risks and interests of the company.

Skills

• Knowledge of diverse types of businesses, industries, markets, financial and economic concepts.
• Proven results in establishing new business relationships and retaining/growing existing business relationships.
• Self-directed ability using sound judgment and to navigate ambiguity to get things done.
• Demonstrated ability to anticipate clients’ issues, own problems on clients’ behalf, and follow through with commitments.
• Understands credit and risk principles, mitigates, and banking policies/procedures.
• Excellent negotiation skills, demonstrated ability to influence others to achieve desired outcomes and leveraging technology to interact with clients effectively and efficiently.
• Excellent verbal and written communication skills.
• Excellent organizational skills and the ability to manage, prioritize, work under pressure and meet tight deadlines.
• Ability to balance needs of clients with associated risks and interests of the company.

Benefits

• Medical plans with prescription drug coverage.
• Flexible spending account or health savings account depending on the medical plan chosen.
• Dental and vision insurance.
• Life insurance.
• 401(k) program with employer match and Employee Stock Purchase Plan.
• Paid time off programs including holiday pay and paid volunteer time.
• Disability insurance coverage and maternity and parental leave.
• Adoption assistance.
• Educational assistance.
• A robust wellness program with financial incentives.

Pay

$114,100.00 - $190,100.00 annually.

Schedule

Full-time, hybrid or onsite.