Senior Commercial Real Estate Relationship Manager

About the role

This is a full-time, onsite career opportunity that can be based out of Lancaster, Harrisburg or York, PA. Contribute to the profitability and growth of Fulton’s commercial banking by building, developing and managing new and existing Commercial Real Estate client relationships with company revenue of $25–100 million. Coordinate loan, deposit and fee-income products and services appropriate to client needs, seek networking and center-of-influence opportunities, and capitalize on cross-sell opportunities with bank partners. Achieve and surpass established sales goals within risk tolerance constraints.

Responsibilities

• Identify, source and develop prospective customers with lending, deposit and other financial service needs.
• Source opportunities, negotiate mutually agreeable terms, navigate credit underwriting and approval, document the loan and execute the closing.
• Remain close to the customer and cooperatively counsel them to support business goals; understand client business models and cash flow.
• Serve as the primary contact for banking needs and provide annual relationship reviews to identify appropriate loan, deposit or other financial service opportunities.
• Use knowledge of business, finance, banking, credit and risk management to recommend solutions that best serve the client and ensure portfolio profitability.
• Leverage knowledge of diverse businesses, industries, markets, financial and economic concepts, and creative marketing techniques to develop business networks and prospects.
• Sustain long-term relationships with a vast network of strategic partnerships across the region.
• Increase understanding of current commercial products and keep informed of industry trends and practices.
• Lead community events and expand involvement in community affairs and other centers of influence to promote the bank’s image.
• Drive continual improvement in portfolio revenue growth and new production revenue; achieve and surpass established sales goals within risk tolerance constraints.
• Foster a collaborative team approach with Fulton Partners and Retail Relationship Managers to enhance client relationships and exemplify superior customer experience.
• Participate in joint calling efforts for existing and prospective customers with Retail Relationship Managers, Fulton Partners and Senior Leadership.
• Maintain sales platform updates and use it for client and opportunity coordination; stay current on new tools that improve efficiency.
• Ensure credit review and risk-rating practices are continuous, complete and accurate; gather and review financial and related data to monitor ongoing creditworthiness and risk-rating accuracy.
• Monitor management reports to address line reaffirmations, loan maturities, delinquencies and exceptions.
• Contribute to credit decisioning, including analysis and interpretation of financial statements, credit structuring, underwriting requirements, policy knowledge, risk identification and mitigation.
• Establish action plans for troubled credits and/or work with the Special Assets Department to resolve problem loans efficiently 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.
• Provide mentoring and guidance to less-seasoned Commercial Bankers.

Requirements

• Bachelor’s degree or equivalent experience; specialty in business management, finance, accounting or similar.
• 9 or more years of Commercial Credit, Commercial Banking, Consumer or Small Business experience.
• 4 or more years managing a large, complex portfolio of clients.
• Commercial Real Estate lending experience in the local market.

Knowledge, Skills, and Abilities

• Knowledge of diverse types of businesses, industries, markets, financial and economic concepts.
• Proven results in establishing new business relationships and retaining/growing existing ones.
• Self-directed ability using sound judgment and navigating ambiguity to get things done.
• Proven success leading strategic initiatives and cross-functional teams, using advanced financial analysis skills.
• Strong command of credit and risk principles, mitigants and banking policies/procedures.
• Excellent negotiation skills; demonstrated ability to influence others and leverage technology to interact effectively with clients.
• Excellent verbal and written communication skills with individuals at all levels, internally and externally.
• Excellent organizational skills; ability to manage, prioritize, work under pressure and meet tight deadlines.
• Ability to balance client needs with associated risks and the interests of the company.

Pay

The salary range for this position is $143,100.00 – $238,500.00 annually.

Additional Compensation Components

• Eligible to receive equity in the form of restricted stock units.
• Eligible to participate in a short-term incentive compensation plan subject to individual and company performance.

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 and a robust wellness program with financial incentives.