Senior Commercial Real Estate Relationship Manager

Fulton Bank • McLean, VA

1d • Hybrid

About The Position

This is a onsite or hybrid career opportunity with a Fulton Bank work location in DMV or Richmond, VA. Contribute to the profitability and growth of Fulton's commercial banking by building, developing and managing new and existing Commercial Real Estate client relationships. Coordinate loan, deposit and fee income products and services appropriate to the needs of the client. Seek opportunities to network and develop key centers of influence. Identify and successfully capitalize on cross-sell opportunities with bank partners. Achieve and surpass established sales goals within risk tolerance constraints. Assumes responsibility for highly complex activity for commercial banking.

Requirements

• Bachelor's Degree or the equivalent experience. Specialty: business management, finance, accounting or similar. (Required)
• 9 or more years Commercial Credit, Commercial banking, and Commercial Real Estate Relationship Management experience. (Required)
• 4 or more years managing a large and Commercial Real Estate complex portfolio of clients. (Required)
• Knowledge of diverse types of businesses, industries, markets, financial and economic concepts. (Required)
• Proven results in establishing new business relationships and retaining/growing existing business relationships. (Required)
• Self-directed ability using sound judgment and to navigate ambiguity to get things done. (Required)
• Proven success in leading strategic initiatives with ability to lead cross-functional teams, using advanced financial analysis skills. (Required)
• Strong command of credit and risk principles, mitigates, and banking policies/procedures. (Required)
• Excellent negotiation skills, demonstrated ability to influence others to achieve desired outcomes and leveraging technology to interact with clients effectively and efficiently. (Required)
• Excellent verbal and written communication skills demonstrated with individuals at all levels, internally and externally. (Required)
• Excellent organizational skills and the ability to manage, prioritize, work under pressure and meet tight deadlines. (Required)
• Ability to balance needs of clients with associated risks and interests of the company. (Required)

Responsibilities

• Identify, source and develop prospective Commercial Real Estate customers with lending, deposit and other financial service needs. Share the Fulton story and showcase the bank’s products, services, and employees.
• Identify new loan, deposit and other financial service opportunities within existing client base during regular client meetings. Source opportunity, negotiate mutually agreeable terms, navigate the credit underwriting and approval process, document the loan and execute the closing. Remain close to customer and cooperatively counsel them to support business goals. Understand client’s business model and cash flow. Serve as their primary contact for banking needs.
• Provide annual relationship reviews to understand client’s needs and future plans in order to identify appropriate loan, deposit or other financial service opportunities. Use knowledge of business, finance, banking, credit, and risk management to identify, recommend, and promote solutions that best serve the client and ensure the profitability of the portfolio.
• Leverage knowledge of diverse types of businesses, industries, markets, financial and economic concepts, as well as creative marketing techniques, utilizing Fulton resources and materials to develop business network and prospects. Sustain long term relationships with a vast network of strategic partnerships across the region.
• Increase comprehensive understanding of current commercial products offered in the market and keep informed of all relevant industry trends and practices. Lead community events and expand involvement in community affairs and other centers of influence to promote the bank’s image. Focus on driving continual improvement in portfolio revenue growth and new production revenue. Achieve and surpass established sales goals within risk tolerance constraints.
• Foster a collaborative team approach with Fulton Partners and Retail Relationship Managers to enhance client relationships. Exemplify the delivery of a superior customer experience. Participate in joint calling efforts for existing and prospective customers with Retail Relationship Managers, Fulton Partners and Senior Leadership. Keep sales platform consistently updated and uses the platform for client and opportunity coordination. Remain current on new tools that improve efficiency.
• Ensure credit review and risk rating practices are continuous, complete and accurate. Gather and review all required financial and related company, industry, management data to monitor ongoing credit worthiness and risk rating accuracy. Monitor management reports to address line reaffirmations, loan maturities, delinquencies, and exceptions. Contribute to the credit decisioning process, including analysis and interpretation of financial statements, credit structuring, underwriting requirements, policy knowledge, risk identification and mitigation.
• Establish action plans for troubled credits and/or work with Special Assets Department to resolve problem loans in an efficient manner to protect the bank’s investment. Complete timely resolution to loan documentation and technical exceptions. Stay compliant with all regulatory and bank risk compliance matters. Provides mentoring and guidance to less seasoned Commercial Bankers.
• Other Duties as Assigned by Manager This role may perform other job duties as assigned by the manager. Each employee of the Organization, regardless of position, is accountable for reading, understanding and acting on the contents of all Company-assigned and/or job related Compliance Programs, regulations and policies and procedures, as well as ensure that all Compliance Training assignments are completed by established due dates. This includes but is not limited to, understanding and identifying compliance risks impacting their department(s), ensuring compliance with applicable laws or regulations, and escalating compliance risks to the appropriate level of management.

Benefits

• This job is eligible to receive equity in the form of restricted stock units.
• This job is eligible to participate in a short-term incentive compensation plan subject to individual and company performance.
• Additionally, as part of our Total Rewards program, Fulton Bank offers a comprehensive benefits package to those who qualify. This includes medical plans with prescription drug coverage; flexible spending account or health savings account depending on the medical plan chosen; dental and vision insurance; life insurance; 401(k) program with employer match and Employee Stock Purchase Plan; paid time off programs including holiday pay and paid volunteer time; disability insurance coverage and maternity and parental leave; adoption assistance; educational assistance and a robust wellness program with financial incentives.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Number of Employees: 1,001-5,000 employees