Senior Commercial Relationship Manager

Fulton Bank • Washington, DC

1d • Hybrid

About The Position

This is a full-time, hybrid career opportunity based in McLean, Virginia, or Washington, DC. The Senior Commercial Relationship Manager contributes to the profitability and growth of Fulton’s commercial banking business by building, developing, and managing new and existing relationships with businesses generating $5–25 million in revenue. The role coordinates loan, deposit, and fee-income products and services suited to client needs; develops referral networks and centers of influence; identifies cross-selling opportunities with bank partners; and meets sales goals within established risk tolerances. The position handles highly complex commercial banking activity and provides mentoring and guidance to less experienced Commercial Bankers.

The manager serves as the primary banking contact for clients, develops an understanding of their businesses and cash flows, and advises them in support of their business goals. The role identifies and develops new business, manages and grows an existing portfolio, structures and advances credit opportunities, and contributes to underwriting and credit decisions. It also monitors portfolio performance, credit quality, documentation, and regulatory compliance; resolves problem credits; and collaborates with Fulton Partners, Retail Relationship Managers, senior leaders, and community organizations to deliver a strong customer experience and promote the bank.

The position requires a bachelor’s degree or equivalent experience in business management, finance, accounting, or a similar specialty, at least nine years of relevant commercial credit, commercial banking, consumer, or small business experience, and at least four years managing a large, complex client portfolio. The salary range is $143,100–$238,500 annually, depending in part on location and candidate qualifications. The role is eligible for restricted stock units and a short-term incentive compensation plan, subject to individual and company performance. Fulton Bank offers a comprehensive benefits package to eligible employees.

Requirements

• Bachelor’s degree or equivalent experience in business management, finance, accounting, or a similar specialty.
• At least 9 years of commercial credit, commercial banking, consumer, or small business experience.
• At least 4 years managing a large, complex portfolio of clients.
• Knowledge of diverse businesses, industries, markets, and financial and economic concepts.
• Demonstrated results establishing new business relationships and retaining and growing existing relationships.
• Self-directed judgment and ability to navigate ambiguity to get work done.
• Success leading strategic initiatives and cross-functional teams, with advanced financial-analysis skills.
• Strong command of credit and risk principles, mitigation practices, and banking policies and procedures.
• Excellent negotiation skills and demonstrated ability to influence others and use technology to interact with clients effectively and efficiently.
• Excellent verbal and written communication skills with people at all levels, internally and externally.
• Strong organizational skills and ability to manage and prioritize work under pressure and meet tight deadlines.
• Ability to balance client needs with risk and the company’s interests.
• Must be authorized to work in the United States without current or future Fulton Bank sponsorship for a work visa.
• Employees are responsible for understanding and complying with applicable compliance programs, laws, regulations, policies, and procedures, and for completing required compliance training.

Responsibilities

• Identify, source, and develop prospective customers with lending, deposit, and other financial-service needs.
• Present Fulton’s products, services, and employees to prospective and existing clients.
• Identify new lending, deposit, and other financial-service opportunities within the existing client base through regular meetings and annual relationship reviews.
• Source opportunities, negotiate terms, navigate credit underwriting and approval, document loans, and execute closings.
• Serve as the primary banking contact for clients; understand their business models and cash flows and counsel them in support of their business goals.
• Use business, finance, banking, credit, and risk-management knowledge to recommend suitable solutions and support portfolio profitability.
• Develop business networks and prospects using knowledge of businesses, industries, markets, financial and economic concepts, and marketing techniques, along with Fulton resources.
• Build and sustain strategic partnerships and centers of influence across the region; lead community events and expand involvement in community affairs.
• Keep informed about commercial products, industry trends, and practices, and stay current on tools that improve efficiency.
• Drive portfolio revenue growth and new production revenue while achieving sales goals within risk tolerances.
• Collaborate with Fulton Partners and Retail Relationship Managers to enhance client relationships and deliver a superior customer experience; participate in joint calling efforts with bank partners and senior leadership.
• Keep the sales platform updated and use it to coordinate clients and opportunities.
• Ensure credit reviews and risk ratings are continuous, complete, and accurate; gather and review financial, company, industry, and management information to monitor creditworthiness.
• Monitor management reports for line reaffirmations, loan maturities, delinquencies, and exceptions.
• Contribute to credit decisions through financial-statement analysis, credit structuring, underwriting, policy knowledge, and risk identification and mitigation.
• Establish action plans for troubled credits and/or work with the Special Assets Department to resolve problem loans and protect the bank’s investment.
• Resolve loan-documentation and technical exceptions in a timely manner and comply with regulatory and bank risk requirements.
• Mentor and guide less experienced Commercial Bankers.
• Perform other duties as assigned by the manager.
• Read, understand, and act on assigned compliance programs, regulations, policies, and procedures; complete compliance training by due dates, identify compliance risks, ensure compliance with applicable laws and regulations, and escalate risks appropriately.

Benefits

• Medical plans with prescription drug coverage
• Flexible spending account or health savings account, depending on the medical plan selected
• Dental insurance
• Vision insurance
• Life insurance
• 401(k) program with employer match
• Employee Stock Purchase Plan
• Paid time off programs, including holiday pay
• Paid volunteer time
• Disability insurance coverage
• Maternity and parental leave
• Adoption assistance
• Educational assistance
• Wellness program with financial incentives
• Restricted stock units
• Short-term incentive compensation plan, subject to individual and company performance

What This Job Offers

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