Commercial Relationship Manager

Fifth Third Bank • Long Beach, CA

26d • $121,900 - $262,100

About The Position

The Commercial Relationship Manager is responsible for profitable business development and monitoring the quality of a large existing portfolio of companies with annual gross sales of at least $50 million and generally less than $500 million in 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 relationship strategies for very large, complex clients and prospects. It requires strong knowledge of credit, commercial products, and financial statement analysis to provide banking solutions such as loans, treasury management, and capital markets services. The role also solicits client participation in public debt issuance; some incumbents may specialize in an industry such as health care. Active participation in community activities is expected.

The position is accountable for managing risk in accordance with the Bank’s policies and risk appetite, while delivering a positive experience for customers and colleagues. It has no formal supervisory responsibilities, but is expected to provide guidance to Commercial RM I and II. Regional or local travel is required.

Requirements

• At least 10 years of commercial banking experience.
• Formalized 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 the ability to communicate effectively with impact to large and small groups.
• Ability to adapt communication and level of detail to the audience and hold its attention.
• Ability to identify 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.
• Ability to 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 relationships that should be initiated or improved to achieve business goals and meet client needs.
• Strong verbal and written communication skills, especially face-to-face negotiation experience.
• Ability to work in a team-based sales environment.
• Proficiency in Microsoft Office software.
• Regional or local travel capability.

Nice To Haves

• Bachelor’s or master’s degree in business, such as business administration, finance, or accounting, or equivalent work experience.
• At least 9 years of relationship account management experience.
• Underwriting experience.
• 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 internal Fifth Third partners to deepen existing relationships and acquire high-value prospects.
• Attend community and industry forums, conferences, and meetings to broaden networks and referral sources and stay informed about trends 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 business partners and clients’ trusted advisors, such as attorneys and accountants.
• 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 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 CRM use among assigned partners.
• Apply consultative selling skills, commercial playbook principles, and call-reporting plans to enhance the client experience.
• Analyze financial information and determine questions to ask when evaluating potential credit requests.
• Partner with Portfolio Managers and Credit Officers on credit requests and follow portfolio management guidelines, including those for delinquencies, documentation, financial-statement tracking exceptions, and matured loans.
• Monitor customer financial performance, condition, and industry trends to assess credit exposure and ensure risk is acceptable and appropriately priced.
• Provide guidance to Commercial RM I and II.
• Participate actively in community activities.
• Travel regionally or locally.

Benefits

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

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed