Commercial Relationship Manager IV

Fifth Third Bank • Rosemont, IL

3d • $121,900 - $262,100

About The Position

The Commercial Relationship Manager IV is responsible for profitable business development and monitoring the quality of a large portfolio of companies with annual gross sales generally from $50 million to less than $500 million within a specific geographic area. The role develops trusted advisory relationships with senior company executives and leads coordination with One Bank partners to create and implement strategies for very large, complex clients and prospects. It requires strong knowledge of credit, commercial products, and financial statement analysis to offer banking solutions such as loans, treasury management, and capital markets services. The role is also expected to solicit client participation in public debt issuance and actively participate in community activities. Some incumbents may specialize in a particular industry, such as health care.

The position is accountable for risk management and for following bank policies and procedures while delivering a positive customer experience. It works with internal partners to deepen existing relationships and acquire new high-value clients; leads client-facing activities; manages relationship strategies; and monitors financial performance, credit exposure, and industry trends. There are no formal supervisory responsibilities, though the role is expected to provide guidance to Commercial Relationship Managers I and II. Regional and local travel is required.

Requirements

• At least 10 years of commercial banking experience.
• Formal commercial credit training or equivalent credit experience.
• Strong business acumen, including detailed analysis and review of financial statements 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-cycle considerations to optimize financial solutions.
• Strong presentation skills and ability to communicate effectively with impact to large and small groups, adapting 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 about strategy and product solutions and engage in joint business planning with internal partners and buyers.
• Ability to determine task, resource, and project requirements and define roles and responsibilities.
• Ability to identify relationships to initiate or improve in order to achieve business goals and meet 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.
• Willingness to travel regionally and locally.

Nice To Haves

• Bachelor’s or master’s degree in business, such as business administration, finance, or accounting, or equivalent work experience.
• Nine years of relationship account management experience.
• Underwriting experience.
• Proven track record of partnering with investment bankers to provide strategic and capital market advice.
• Familiarity with prospecting and CRM sales tools.

Responsibilities

• Identify and develop profitable new client relationships independently through centers of influence, existing clients, and referral sources.
• Grow long-term profitable client relationships and work with Fifth Third internal partners to deepen existing relationships and acquire high-value prospective relationships.
• Attend community and industry forums, conferences, and meetings to broaden networks and referral sources and stay informed about trends, practices, services, and the competitive landscape.
• Work with One Bank partners, including Treasury Management, Capital Markets, and Wealth Management, to analyze and develop tailored relationship strategies for clients and prospects.
• Plan and conduct relationship strategy review meetings with internal business partners and clients’ trusted advisors, such as attorneys and accountants.
• Manage customer relationships to maximize opportunities for the bank while considering bank risk and customer needs.
• Meet regularly with customers to strengthen trusted-advisor relationships and ensure their business needs are 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 its use among assigned partners.
• Use consultative selling skills, commercial playbook principles, and call-reporting plans to enhance the client experience.
• Analyze financial information and determine questions needed to evaluate credit requests.
• Partner with Portfolio Managers and Credit Officers on credit requests and follow portfolio management guidelines.
• Monitor customer financial performance, condition, and industry trends to ensure credit exposure is acceptable and appropriately priced.
• Provide guidance to Commercial Relationship Manager I and II colleagues.
• Participate actively in community activities.
• Solicit client participation in public debt issuance.

Benefits

• Comprehensive benefits programs supporting physical, financial, emotional, and social well-being.
• Incentive compensation plan eligibility, with payments based on company, line-of-business, and/or individual performance.

What This Job Offers

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