Middle Market Relationship Manager, VP

Fifth Third Bank • Ann Arbor, MI

23h

About The Position

The Middle Market 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, with an emphasis on higher-revenue customers, particularly those with at least $20 million in sales. The role leads and coordinates with One Bank partners to create and implement relationship strategies for clients and prospects, applying strong credit, commercial banking, and financial statement analysis knowledge to provide solutions such as loans, treasury management, and capital markets services. The role works with complex, high-revenue relationships, solicits client participation in public debt issuance, and participates in community activities.

The position is accountable for managing risk in accordance with the Bank’s risk appetite, policies, and procedures, while supporting positive experiences for customers and colleagues. It works independently to develop new client relationships, meet business goals, deepen existing relationships, and coordinate with product partners, portfolio managers, and credit officers. The position is based in a normal office environment and may involve regional or local and frequent travel, depending on assignment.

Requirements

• At least 6 years of Commercial Banking experience.
• Formalized commercial credit training or equivalent credit experience.
• Strong understanding of credit, commercial products, and financial statement analysis.
• Strong business acumen, including detailed analysis, financial statement review, 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 build strong internal partnerships and provide holistic solutions for clients’ business and personal financial goals.
• Ability to identify and understand business issues, problems, and opportunities and develop relevant options to achieve desired outcomes.
• Strong verbal and written communication skills, including face-to-face negotiation experience.
• Ability to communicate effectively with groups and adapt the level of detail to the audience.
• Ability to work in a team-based sales environment.
• 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 prospective relationships.
• Attend community and industry forums, conferences, and meetings to expand networks and referral sources and stay informed about trends, practices, services, and the competitive landscape.
• Collaborate with Treasury Management, Capital Markets, Wealth Management, and other product partners to develop tailored strategies for clients and prospects.
• 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 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 to track client activity, prepare call reports, and manage the pipeline.
• Analyze financial information to determine which credit requests to pursue.
• Monitor customers’ financial performance, condition, and industry trends to assess credit exposure and appropriate pricing.
• Partner with Portfolio Managers and Credit Officers on credit requests and follow portfolio management guidelines.
• Solicit client participation in public debt issuance.
• Participate in community activities.
• Provide guidance to Commercial Relationship Managers I and II.

Benefits

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