Senior Relationship Manager - Corporate Banking

About the role

This is a full-time, hybrid Corporate Banking career opportunity that will be based out of a Fulton Bank location in the Greater Maryland/DC/Northern Virginia market.

Responsibilities

• 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 $100 million dollars or more.
• 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 highly complex activity 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.
• Identify new loan, deposit and other financial service opportunities within existing client base during regular client meetings.
• 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.
• Use knowledge of business, finance, banking, credit, and risk management to identify, recommend, and promote solutions that best serve the client and ensure the profitability of the portfolio.
• Leverage knowledge of diverse types of businesses, industries, markets, financial and economic concepts, as well as creative marketing techniques, utilizing Fulton resources and materials to develop business network and prospects.
• Sustain long term relationships with a vast network of strategic partnerships across the region.
• Increase comprehensive understanding of current commercial products offered in the market and keep informed of all relevant industry trends and practices.
• Lead community events and expand involvement in community affairs and other centers of influence to promote the bank’s image.
• Focus on driving 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.
• 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.
• Contribute to the credit decisioning process, 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 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.
• Mentor and guide less seasoned Commercial Bankers.

Requirements

• Past/present Corporate Banking experience working with client relationships with businesses with revenue of $100 million dollars or more.
• 9 or more years Commercial Credit, Commercial banking, Consumer, or Small Business experience.
• 4 or more years managing a large complex Corporate Banking portfolio of clients.

Qualifications

• Bachelor's Degree or the equivalent experience.
• Specialty business management, finance, accounting or similar.

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 business relationships.
• Self-directed ability using sound judgment and to navigate ambiguity to get things done.
• Proven success in leading strategic initiatives with ability to lead cross-functional teams, using advanced financial analysis skills.
• Strong command of 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 demonstrated with individuals at all levels, internally and externally.
• 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

Comprehensive benefits package including 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.