Senior Commercial Relationship Manager

Fulton Bank•Washington, DC

2d•$143,100 - $238,500•Hybrid

About The Position

This full-time, hybrid career opportunity is based out of either the Tysons Plaza Courtyard in McLean, Virginia, or the 1M Street Building in 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 client relationships with businesses generating $5–25 million in revenue. The role coordinates loan, deposit, and fee-income products and services to meet client needs; develops networks and centers of influence; identifies cross-selling opportunities with bank partners; and achieves sales goals within established risk tolerances. The position handles highly complex commercial banking activity. The role serves as clients’ primary banking contact, understands their business models and cash flows, and provides ongoing counsel and annual relationship reviews. It sources and develops prospective relationships, identifies opportunities among existing clients, negotiates and structures credit, supports underwriting and closing, and monitors portfolio performance and credit risk. The manager also develops regional strategic partnerships, participates in community affairs, collaborates with bank partners and retail relationship managers, and mentors less seasoned commercial bankers. Specialized industry knowledge may be required depending on the assignment. Candidates must have a bachelor’s degree or equivalent experience in business management, finance, accounting, or a similar field, along with 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. Compensation is $143,100–$238,500 annually. The role is eligible for restricted stock units and a short-term incentive 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.
Proven results establishing new business relationships and retaining and growing existing relationships.
Self-directed judgment and ability to navigate ambiguity to get work done.
Proven success leading strategic initiatives and cross-functional teams, using advanced financial analysis skills.
Strong command of credit and risk principles, mitigation, and banking policies and procedures.
Excellent negotiation skills; ability to influence others toward desired outcomes 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, perform under pressure, and meet tight deadlines.
Ability to balance client needs with associated risks 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.

Nice To Haves

Business knowledge of specialized industries such as agriculture, commercial real estate, government services, or community banking.

Responsibilities

Identify, source, and develop prospective customers with lending, deposit, and other financial-service needs; communicate Fulton’s story and present its products, services, and employees.
Identify loan, deposit, and other financial-service opportunities within the existing client base during regular client meetings.
Source opportunities, negotiate mutually agreeable terms, navigate credit underwriting and approval, document loans, and execute closings.
Serve as clients’ primary banking contact, counsel them in support of their business goals, understand their business models and cash flows, and conduct annual relationship reviews to identify needs and opportunities.
Apply knowledge of business, finance, banking, credit, and risk management to recommend solutions that serve clients and support portfolio profitability.
Use knowledge of businesses, industries, markets, financial and economic concepts, and marketing techniques to develop a business network and prospect pipeline using Fulton resources and materials.
Build and sustain long-term relationships with strategic partners across the region.
Stay current on commercial products, industry trends, and practices.
Lead community events and increase involvement in community affairs and centers of influence to promote the bank’s image.
Drive portfolio revenue growth and new-production revenue, achieving sales goals within risk-tolerance constraints.
Collaborate with Fulton Partners and Retail Relationship Managers to enhance client relationships and deliver a superior customer experience; participate in joint calling efforts with colleagues and senior leadership.
Keep the sales platform updated and use it to coordinate clients and opportunities; stay current on tools that improve efficiency.
Ensure continuous, complete, and accurate credit reviews and risk ratings; gather and review financial, company, industry, and management information to monitor creditworthiness and risk-rating accuracy.
Monitor management reports for line reaffirmations, loan maturities, delinquencies, and exceptions.
Contribute to credit decisions through financial statement analysis and interpretation, credit structuring, underwriting requirements, 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 promptly and comply with regulatory and bank risk requirements.
Provide mentoring and guidance to less seasoned Commercial Bankers.
Perform other duties as assigned by the manager and meet applicable compliance and training responsibilities.

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
Maternity and parental leave
Adoption assistance
Educational assistance
Wellness program with financial incentives
Restricted stock units
Eligibility to participate in a short-term incentive compensation plan, subject to individual and company performance