Commercial Relationship Manager - Healthcare Focused

Fifth Third Bank • Sacramento, CA

5d • Onsite

About The Position

Responsible for profitable business development and monitoring the quality of an existing portfolio of companies with annual gross sales of at least $50MM and generally less than $500MM within a specific geographic area. This role requires developing trusted advisory relationships with Senior Executives (e.g., CEO, CFO, COO) of companies. The position involves leading and coordinating with One Bank Partners to create and implement a relationship strategy for large, complex assigned clients and prospects. A strong understanding of credit, commercial products, and financial statement analysis is necessary to offer beneficial banking solutions (e.g., loans, treasury management, capital markets) based on client needs. The role is also expected to solicit participation in public debt issuance for clients and may specialize in specific industries like Health Care. Active participation in community activities is expected. The role is responsible and accountable for risk management by openly exchanging ideas, elevating concerns, and following policies and procedures. It requires always doing the right thing for customers and colleagues, ensuring actions and behaviors drive a positive customer experience, and managing, assessing, monitoring, and reporting risks of all types 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.
• Demonstrated experience within Middle Market Healthcare Commercial Banking - for -profit required.
• Minimum of 10 years Commercial Banking experience.
• Formalized commercial credit training or equivalent credit experience required.
• Proven track record of partnership with investment bankers to provide strategic and capital market advice.
• Strong business acumen, to include 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.
• Exhibits strong presentation skills in both large and small group settings.
• Proven ability to communicate with impact.
• Understands the audience and adjusts communication as appropriate level of detail for the audience; captures and holds the audience's attention.
• Proven track record of identification and understanding of business issues, problems, and opportunities and the ability to create relevant options for addressing problems/opportunities to achieve desired outcomes.
• 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 resources and project requirements by breaking them down into task and defining roles and responsibilities.
• Scans the internal and external environment to identify the relationships that should be initiated or improved to achieve business goals and fulfill clients needs.
• Demonstrates strong verbal and written communication skills, with particular emphasis on experience in face-to-face negotiations.
• Proven ability to work in a team-based sales environment.
• Must be proficient in all Microsoft Office software.

Nice To Haves

• 9 years of relationship account management experience preferred.
• Underwriting experience preferred.
• 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, & 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/or meetings to broaden relationship networks, referral sources and deepen knowledge of trends, practices, services and the competitive landscape.
• Analyze, evaluate and develop a tailored relationship strategy for each client or prospect with One Bank partners (Treasury Management, Capital Markets, and Wealth Management etc.).
• Plan and conduct relationship strategy review meetings with internal Fifth Third Business Partners and Client's trusted advisors (e.g., attorney, accountants).
• Manage customer relationships to maximize the opportunity for the bank, while considering Bank risk and customer needs.
• Meet with customers on a regular basis to enhance the trusted advisor relationship and ensure business needs are being 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 use of CRM 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 to ask to decide on the credit request that should be pursued.
• Partner with Portfolio Managers and Credit Officers on credit requests and adhere to established Portfolio Management guidelines (i.e., delinquencies, documentation preparation, financial statement tracking exceptions, matured loans).
• 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
• Eligible to participate in an incentive compensation plan
• Extensive benefits programs designed to support the individual needs of employees and their families, encompassing physical, financial, emotional and social well-being.

What This Job Offers

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