Middle Market Business Development Officer

Fifth Third Bank • Long Beach, CA

7d • $121,900 - $262,100 • Hybrid

About The Position

Responsible for profitable business development and monitoring the quality of a large portfolio of companies with annual gross sales between $50MM and $500MM within a specific geographic area. This role requires developing trusted advisory relationships with Senior Executives (CEO, CFO, COO) and leading/coordinating with One Bank Partners to create and implement relationship strategies 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 (loans, treasury management, capital markets) tailored to client and prospect needs. The role is also expected to solicit participation in public debt issuance for clients and actively participate in community activities. This position is responsible and accountable for risk management by openly exchanging ideas, elevating concerns, and adhering to policies and procedures. It emphasizes doing the right thing for customers and colleagues to drive a positive customer experience, while managing risks within the Bank's appetite.

Requirements

• Bachelor's or Master's in Business (e.g., Business Administration, Finance, Accounting) or equivalent work experience preferred.
• Minimum of 10 years Commercial Banking experience.
• 9 years of relationship account management experience preferred.
• Formalized commercial credit training or equivalent credit experience required.
• Underwriting experience preferred.
• Proven track record of partnership with investment bankers to provide strategic and capital market advice.
• Strong business acumen, including 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 to optimize financial solutions.
• Strong presentation skills in both large and small group settings.
• Proven ability to communicate with impact, understanding the audience and adjusting the level of detail.
• Proven track record of identification and understanding of business issues, problems, and opportunities, and the ability to create relevant options.
• Proven track record of exploring options for a prospective client or existing buyer/COI's prior to advocating for a solution.
• Influences client decisions regarding strategy and product solutions.
• Engages in joint business planning with internal partners and buyers.
• Determines task and resource requirements by breaking them down and defining roles and responsibilities.
• Scans the internal and external environment to identify relationships that should be initiated or improved.
• Demonstrates strong verbal and written communication skills, with experience in face-to-face negotiations.
• Proven ability to work in a team-based sales environment.
• Proficient in all Microsoft Office software.
• Familiarity with prospecting and CRM sales tools preferred.
• Regional/local travel required.

Responsibilities

• Identify and develop profitable new "lead left" client relationships independently by leveraging centers of influence, existing clients, and 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 meetings to broaden relationship networks, referral sources, and deepen knowledge of trends, practices, services, and the competitive landscape.
• Analyze, evaluate, and develop tailored relationship strategies for each client or prospect in collaboration with One Bank partners (Treasury Management, Capital Markets, Wealth Management, etc.).
• Plan and conduct relationship strategy review meetings with internal Fifth Third Business Partners and the client's trusted advisors (attorneys, accountants).
• Manage customer relationships to maximize opportunities for the bank while considering Bank risk and customer needs.
• Meet with customers regularly to enhance the trusted advisor relationship and ensure business needs are 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, reinforcing its use for assigned Fifth Third partners.
• Apply consultative selling skills, commercial playbook principles, and call reporting plans to enhance the client experience.
• Analyze financial information to determine appropriate credit requests and questions to ask.
• Partner with Portfolio Managers and Credit Officers on credit requests and adhere to established Portfolio Management guidelines (delinquencies, documentation, financial statement tracking exceptions, matured loans).
• Monitor customer financial performance, condition, and industry trends to ensure credit exposure is at an acceptable risk level and priced accordingly.
• Provide guidance to Commercial RM I & II (no formal supervisory responsibilities).

Benefits

• Comprehensive benefits and differentiated compensation offerings.
• Eligible to participate in an incentive compensation plan.
• Extensive benefits programs designed to support individual needs encompassing physical, financial, emotional and social well-being.

What This Job Offers

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