Commercial Relationship Manager

Fifth Third Bank • Costa Mesa, CA

1d • $121,900 - $262,100 • Onsite

About The Position

The Commercial Relationship Manager is responsible for profitable business development and monitoring the quality of an existing portfolio of companies with annual gross sales of at least $10 million in a specific geographic area. The role leads and coordinates with One Bank partners to create and implement relationship strategies for assigned clients and prospects. It requires a strong understanding of commercial credit, commercial products, and financial statement analysis to provide banking solutions such as loans, treasury management, and capital markets services. The position serves larger clients and handles more sophisticated credits, and is expected to participate actively in community activities.

The role is accountable for managing risk in accordance with the Bank’s policies and risk appetite, while supporting positive customer experiences and achieving business results. It is based 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.

Requirements

• At least 4 years of Commercial Banking experience, preferably including at least 3 years in a sales role.
• Formalized commercial credit training or equivalent credit experience.
• Ability to structure moderately complex financial situations.
• Proven ability to build new and existing client business, increase revenue, and provide a positive client experience.
• Strong business acumen, including detailed analysis, financial statement review, and understanding of accounting principles.
• Thorough knowledge of Commercial, Treasury Management, and alternative lending and financing options.
• Ability to assess client needs and profitability drivers and optimize financial solutions for corporate and personal life-cycle needs.
• Ability to build strong internal One Bank partnerships and provide holistic solutions for clients’ business and personal financial goals.
• Ability to communicate effectively to groups, adapt detail to the audience, and capture and hold audience attention.
• Proven ability to identify and understand business issues, problems, and opportunities and develop relevant options to achieve desired outcomes.
• Strong verbal and written communication skills, particularly in face-to-face negotiations.
• Proven ability to work in a team-based sales environment.
• Proficiency in Microsoft Office software.
• Ability to travel regionally and locally; frequent travel may be required depending on assignment.

Nice To Haves

• Bachelor’s or master’s degree in Business, such as Business Administration, Finance, or Accounting, or equivalent work experience.
• Familiarity with prospecting and CRM sales tools.

Responsibilities

• Prospect for clients independently using referral sources, existing clients, and centers of influence.
• Develop and implement a business plan to achieve financial goals and qualitative measurements.
• Work with internal One Bank 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 build knowledge of trends, practices, services, and the competitive landscape.
• Work with product partners, including Treasury Management, Capital Markets, and Wealth Management, to analyze, evaluate, and develop tailored relationship strategies for clients and prospects.
• Manage customer relationships to maximize opportunities for the Bank while taking Bank risk and customer needs into account.
• Meet regularly with customers to strengthen trusted-advisor relationships and ensure business needs are being met.
• Use consultative sales skills, commercial playbook principles, and call reporting plans to enhance the client experience.
• Use the Bank’s CRM system to track client activity, record call reports, and manage the pipeline.
• Partner with Credit on credit requests and follow established Portfolio Management guidelines.
• Analyze and interpret financial information and determine appropriate questions to evaluate credit requests.
• Meet credit standards and metrics for asset quality, credit administration, and RAROC, including renewals, financial statement documents, covenant data integrity, matured notes, and document exceptions.
• Identify, assess, manage, monitor, and report risks, and follow Bank policies and procedures.
• Participate actively in community activities.

Benefits

• Comprehensive benefits programs designed to support employees’ and families’ physical, financial, emotional, and social well-being.
• Incentive compensation plan eligibility, with payment based on company, line-of-business, and/or individual performance.

What This Job Offers

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