Commercial Relationship Manager - Healthcare

Fifth Third Bank • Farmington Hills, MI

1d • Onsite

About The Position

The Commercial Relationship Manager is responsible for profitable business development and monitoring the quality of an existing portfolio of companies, generally with annual gross sales of at least $10 million, with greater emphasis on higher-revenue and more complex relationships. The role leads and coordinates with One Bank partners to create and implement relationship strategies for assigned clients and prospects, drawing on knowledge of credit, commercial products, and financial statement analysis to offer solutions such as loans, treasury management, and capital markets services. The role also solicits client participation in public debt issuance and actively participates in community activities.

The position develops new client relationships, expands existing ones, and works with internal product partners to tailor solutions to business and personal financial needs. It manages relationships to maximize opportunities for the bank while accounting for customer needs and risk, meets regularly with customers, and uses the bank’s CRM system to track activity, call reports, and pipeline. The manager analyzes financial information, monitors borrower performance and industry trends, and partners with Portfolio Managers and Credit Officers on credit requests and portfolio management guidelines.

The role has no formal supervisory responsibilities, but is expected to provide guidance to Commercial Relationship Managers I and II. It operates in a normal office environment, with extended viewing of a CRT screen and regional or local travel; frequent travel may be required depending on assignment. The role is based in Farmington Hills, Michigan.

Requirements

• At least 6 years of Commercial Banking experience.
• Formal commercial credit training or equivalent credit experience.
• Strong understanding of credit, commercial products, and financial statement analysis.
• 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 needs to optimize financial solutions.
• Ability to build new and existing client business, increase revenue, and provide a positive client experience.
• Ability to identify and understand business issues, problems, and opportunities and develop relevant options to achieve desired outcomes.
• Ability to build strong internal partnerships and provide holistic solutions for clients’ business and personal financial goals.
• Ability to work in a team-based sales environment.
• Strong verbal and written communication skills, particularly in face-to-face negotiations, and ability to communicate effectively with groups.
• Proficiency in Microsoft Office software.
• Ability to travel regionally or locally.

Nice To Haves

• Bachelor’s or Master’s degree in Business, such as Business Administration, Finance, or Accounting, or equivalent work experience.
• At least 5 years of sales experience.
• Underwriting experience.
• Proven track record of partnering with investment bankers to provide strategic and capital markets advice.
• Familiarity with prospecting and CRM sales tools.

Responsibilities

• Independently identify and develop profitable new lead-left client relationships through centers of influence, existing clients, and referral sources.
• Develop and implement a business plan to achieve financial goals and qualitative measures.
• Work with Fifth Third internal partners to deepen existing relationships and acquire new prospective relationships.
• Attend community and industry forums, conferences, and meetings to broaden relationship networks and referral sources and stay informed about trends, practices, services, and the competitive landscape.
• Partner with Treasury Management, Capital Markets, Wealth Management, and other product partners to analyze, evaluate, and develop a tailored relationship strategy for each client or prospect.
• Manage customer relationships to maximize opportunities for the bank while considering bank risk and customer needs.
• Meet with customers regularly to strengthen trusted-advisor relationships and ensure business needs are being met.
• Use consultative selling skills, commercial playbook principles, and call reporting plans to enhance the client experience.
• Use the bank’s CRM system for client activity tracking, call reports, and pipeline management.
• Analyze financial information to determine which credit requests should be pursued.
• Monitor customer financial performance, condition, and industry trends to assess credit exposure and ensure appropriate risk and pricing.
• Partner with Portfolio Managers and Credit Officers on credit requests and follow Portfolio Management guidelines, including those relating to delinquencies, documentation, financial statement tracking exceptions, and matured loans.
• Solicit client participation in public debt issuance and actively participate in community activities.
• Provide guidance to Commercial Relationship Manager I and II colleagues.

Benefits

• Comprehensive benefits programs supporting physical, financial, emotional, and social well-being.
• Eligibility to participate in an 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