Commercial Relationship Manager-Healthcare Focused
About The Position
Responsible for profitable business development and monitoring the quality of a large portfolio of companies with annual gross sales between $50MM and $500MM within a specific geographic area. This role requires developing trusted advisory relationships with Senior Executives (e.g., CEO, CFO, COO) and leading/coordinating with One Bank Partners to create and implement relationship strategies for large, complex clients and prospects. A strong understanding of credit, commercial products, and financial statement analysis is necessary to offer beneficial banking solutions. The role is expected to solicit participation in public debt issuance for clients and may specialize in specific industries like Healthcare. Active participation in community activities is also expected. This role is accountable for managing risk by openly exchanging ideas, elevating concerns, and adhering to policies and procedures, ensuring actions and behaviors drive a positive customer experience and achieve results within the Bank's risk appetite.
Requirements
- Bachelor's or Master's in Business (e.g., Business Administration, Finance, Accounting) or equivalent work experience preferred.
- Minimum of 10 years 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 analysis, review of financial statements, 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 cycle optimizing financial solutions.
- Strong presentation skills in both large and small group settings.
- Proven ability to communicate with impact, understand the audience, and adjust communication accordingly.
- Proven track record of identification and understanding of business issues, problems, and opportunities and the ability to create relevant options.
- Proven track record of exploring options for a prospective client or existing buyer/COI's prior to advocating for a solution.
- Influences client decision regarding strategy and product solutions.
- Engages in joint business planning with internal partners and buyers.
- Determines task and resource requirements by breaking them down into tasks and defining roles and responsibilities.
- Scans the internal and external environment to identify relationships that should be initiated or improved.
- Demonstrates strong verbal and written communication skills, with emphasis on face-to-face negotiations.
- Proven ability to work in a team-based sales environment.
- Proficient in all Microsoft Office software.
- Familiarity with prospecting and CRM sales tools preferred.
- Regional/local travel required.
Responsibilities
- Identify and develop profitable new "lead left" client relationships independently by leveraging centers of influence, existing clients, and referral sources.
- Grow long-term profitable "lead left" relationships.
- Work closely with assigned Fifth Third internal partners to deepen existing relationships and acquire new high-value prospective relationships.
- Attend community and/or specific industry forums, conferences, and meetings to broaden relationship networks, referral sources, and deepen knowledge of trends, practices, services, and the competitive landscape.
- Analyze, evaluate, and develop tailored relationship strategies for each client or prospect in collaboration with One Bank partners (Treasury Management, Capital Markets, and Wealth Management).
- Plan and conduct relationship strategy review meetings with internal Fifth Third Business Partners and the client's trusted advisors (e.g., attorneys, accountants).
- Manage customer relationships to maximize opportunities for the bank while considering Bank risk and customer needs.
- 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 for monitoring pre-call and post-call activities.
- Utilize consultative sales skills, commercial playbook principles, and call reporting plans to enhance the client experience.
- Analyze financial information to determine questions for credit requests.
- Partner with Portfolio Managers and Credit Officers on credit requests and adhere to established Portfolio Management guidelines.
- Monitor customer financial performance, condition, and industry trends to ensure credit exposure is at an acceptable risk and priced accordingly.
Benefits
- Comprehensive benefits
- Differentiated compensation offerings
- Incentive compensation plan
- Extensive benefits programs designed to support individual needs encompassing physical, financial, emotional and social well-being.
Stand Out From the Crowd
Upload your resume and get instant feedback on how well it matches this job.
What This Job Offers
Job Type
Full-time
Career Level
Senior
