Commercial Healthcare Relationship Manager

Fifth Third Bank • Sacramento, CA

12d • $121,900 - $262,100

About The Position

The Commercial Healthcare Relationship Manager supports for-profit and not-for-profit healthcare organizations, including for-profit organizations with revenues of $10 million to $1 billion and not-for-profit healthcare systems with unlimited revenue. The role develops trusted advisory relationships with senior executives and leads coordination with One Bank partners to create and implement relationship strategies for large, complex clients and prospects. It requires a strong understanding of credit, commercial banking products, and financial statement analysis to recommend solutions such as loans, treasury management, and capital markets services. The role is also expected to solicit client participation in public debt issuance and participate actively in community activities.

The position is accountable for managing risk in accordance with the Bank’s policies and risk appetite, while supporting positive customer and colleague experiences. It develops profitable client relationships, manages portfolios and client interactions, coordinates internal partners, and monitors credit exposure. There are no formal supervisory responsibilities, but the role is expected to guide Commercial Relationship Managers I and II. Regional and local travel is required.

Requirements

• Minimum of 10 years of commercial banking experience.
• Formalized commercial credit training or equivalent credit experience.
• Strong business acumen, including detailed analysis, financial statement review, and understanding of accounting principles.
• Thorough knowledge of commercial banking, treasury management, and alternative lending and financing options.
• Ability to assess client needs, profitability drivers, and corporate and personal life cycles to optimize financial solutions.
• Strong presentation skills in large and small group settings and ability to communicate with impact and adapt detail to the audience.
• Ability to identify and understand business issues, problems, and opportunities and develop relevant options to achieve desired outcomes.
• Ability to explore options for prospective clients, existing buyers, and centers of influence before advocating a solution.
• Ability to influence client decisions regarding strategy and product solutions and engage in joint business planning with internal partners and buyers.
• Ability to determine tasks, resources, and project requirements and define roles and responsibilities.
• Ability to identify internal and external relationships to initiate or improve in support of business goals and client needs.
• Strong verbal and written communication skills, particularly in face-to-face negotiations.
• Ability to work in a team-based sales environment.
• Proficiency in Microsoft Office software.
• Regional and local travel required.

Nice To Haves

• Bachelor’s or master’s degree in Business, such as Business Administration, Finance, or Accounting, or equivalent work experience preferred.
• Nine years of relationship account management experience preferred.
• Underwriting experience preferred.
• Proven track record of partnering with investment bankers to provide strategic and capital markets advice.
• Familiarity with prospecting and CRM sales tools preferred.

Responsibilities

• 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.
• Work with assigned Fifth Third internal partners to deepen existing relationships and acquire new high-value prospective relationships.
• Attend community and industry forums, conferences, and meetings to broaden networks and referral sources and deepen knowledge of trends, practices, services, and the competitive landscape.
• Work with One Bank partners, including Treasury Management, Capital Markets, and Wealth Management, to analyze, evaluate, and develop tailored relationship strategies for clients and prospects.
• Plan and conduct relationship strategy review meetings with internal Fifth Third business partners and clients’ trusted advisors.
• Manage customer relationships to maximize opportunities for the Bank while considering risk and customer needs.
• Meet regularly with customers to strengthen trusted-advisor relationships and ensure business needs are being met.
• Lead and coordinate client-facing activities, including credit support, treasury management, and capital markets.
• Use the Bank’s CRM system to track client activity, call reports, and pipeline management, and reinforce CRM use among assigned Fifth Third partners.
• Use consultative selling skills, commercial playbook principles, and call reporting plans to enhance the client experience.
• Analyze financial information and determine questions to inform decisions on credit requests to pursue.
• Partner with Portfolio Managers and Credit Officers on credit requests and follow established portfolio management guidelines.
• Monitor customer financial performance, condition, and industry trends to ensure credit exposure is acceptable and appropriately priced.
• Solicit client participation in public debt issuance.
• Participate actively in community activities.
• Provide guidance to Commercial Relationship Managers I and II.
• Travel regionally and locally.

Benefits

• Comprehensive benefits designed to support employees’ and families’ physical, financial, emotional, and social well-being.
• Base salary plus eligibility to participate in an incentive compensation plan based on company, line-of-business, and/or individual performance.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior