Commercial Relationship Manager IV

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. This role involves developing trusted advisory relationships with senior executives (e.g., CEO, CFO, COO) and coordinating with One Bank partners to create and implement relationship strategies for complex clients and prospects. A strong understanding of credit, commercial products, and financial statement analysis is required to offer tailored banking solutions, including loans, treasury management, and capital markets. The role also involves soliciting participation in public debt issuance for clients and active participation 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.
  • Grow long-term profitable "lead left" relationships.
  • Collaborate with assigned Fifth Third internal partners to deepen existing relationships and acquire new high-value prospective relationships.
  • Attend community and/or industry-specific forums, conferences, and meetings to broaden relationship networks, referral sources, and deepen knowledge of trends and competitive landscape.
• Portfolio Management
  • Work with One Bank partners (Treasury Management, Capital Markets, Wealth Management) to analyze, evaluate, and develop tailored relationship strategies 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 opportunities for the bank while balancing 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 CRM usage for assigned Fifth Third partners to monitor pre-call and post-call activities.
  • Apply consultative sales skills, commercial playbook principles, and call reporting plans to enhance the client experience.
• Credit Excellence
  • Analyze financial information to determine relevant questions and decide on credit requests to pursue.
  • Partner with Portfolio Managers and Credit Officers on credit requests, adhering to established Portfolio Management guidelines (e.g., delinquencies, documentation, financial statement tracking, exceptions).
  • Monitor customer financial performance, condition, and industry trends to ensure credit exposure remains at an acceptable risk and is priced accordingly.
• Supervisory Responsibilities
  • No formal supervisory responsibilities, but expected to provide guidance to Commercial RM I & II.

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 financial statement analysis 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 cycles to optimize financial solutions.

Skills

• Strong presentation skills in both large and small group settings; ability to communicate with impact.
• Ability to adjust communication style based on audience and capture attention.
• Proven ability to identify business issues, problems, and opportunities, and create relevant options for addressing them.
• Track record of exploring options for prospective clients or existing buyers/COIs before 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 down projects and defining roles and responsibilities.
• Scans internal and external environments to identify relationships that should be initiated or improved to achieve business goals.
• Strong verbal and written communication skills, with experience in face-to-face negotiations.
• Proven ability to work in a team-based sales environment.
• Proficient in Microsoft Office software; familiarity with prospecting and CRM sales tools preferred.
• Regional/local travel required.

Pay

Total Base Pay Range: $121,900.00 - $262,100.00 USD annually. The base salary reflects the range for this pay grade across the U.S., with individual salaries varying based on factors such as role, skillset, experience, education, and geographic location. This role is also eligible for incentive compensation based on company, line of business, and/or individual performance.

Benefits

Fifth Third offers comprehensive benefits designed to support physical, financial, emotional, and social well-being. Programs include:

• Extensive benefits encompassing health, retirement, and wellness initiatives.
• Differentiated compensation offerings, including incentive plans.

For more details, visit the Fifth Third Careers Benefits page.

Location

Newport Beach, California 92660