Senior Commercial Relationship Manager
About The Position
Contribute to the profitability and growth of Fulton’s commercial banking business by building, developing, and managing new and existing commercial banking relationships with companies generating $5–25 million in revenue. Coordinate loan, deposit, and fee-income products and services to meet client needs; develop networks and centers of influence; identify cross-selling opportunities with bank partners; and meet sales goals within risk tolerance constraints. The role is responsible for highly complex commercial banking activity and may require business knowledge of specialized industries such as agriculture, commercial real estate, government services, or community banking. This is a full-time career opportunity based in Bridgewater, New Jersey, with a hybrid or onsite workplace option. The position includes mentoring less-seasoned Commercial Bankers and collaborating with bank partners, Retail Relationship Managers, and senior leadership. The role is eligible for restricted stock units and participation in a short-term incentive compensation plan, subject to individual and company performance.
Requirements
- Bachelor’s degree or equivalent experience, specializing in business management, finance, accounting, or a similar field.
- At least 9 years of experience in commercial credit, commercial banking, consumer, or small business.
- At least 4 years managing a large, complex client portfolio.
- Knowledge of diverse businesses, industries, markets, and financial and economic concepts.
- Demonstrated success establishing new business relationships and retaining or growing existing relationships.
- Self-directed judgment and ability to navigate ambiguity to accomplish objectives.
- Success leading strategic initiatives and cross-functional teams, using advanced financial analysis skills.
- Strong command of credit and risk principles, mitigants, and banking policies and procedures.
- Excellent negotiation skills and ability to influence others and use technology to interact with clients effectively and efficiently.
- Excellent verbal and written communication skills with people at all organizational levels, internally and externally.
- Excellent organizational skills and ability to manage priorities, work 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 the bank’s value and offerings.
- Identify new loan, deposit, and other financial service opportunities among existing clients during regular client meetings.
- Source opportunities, negotiate terms, navigate credit underwriting and approval, document loans, and execute closings.
- Maintain close client relationships, counsel clients in support of their business goals, understand their business models and cash flow, serve as their primary banking contact, and conduct annual relationship reviews.
- Apply business, finance, banking, credit, and risk-management knowledge to recommend client solutions and support portfolio profitability.
- Use knowledge of businesses, industries, markets, financial and economic concepts, and marketing techniques to develop prospects and business networks.
- Sustain long-term relationships with strategic partners across the region.
- Maintain knowledge of commercial products, industry trends, and practices.
- Lead community events and increase involvement in community affairs and centers of influence to promote the bank.
- Drive portfolio revenue growth and new production revenue while meeting 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 for client and opportunity coordination; stay current on tools that improve efficiency.
- 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 and address line reaffirmations, loan maturities, delinquencies, and exceptions.
- Contribute to credit decisions through financial statement analysis, credit structuring, underwriting, policy application, 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-seasoned Commercial Bankers.
- Perform other duties 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
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What This Job Offers
Job Type
Full-time
Career Level
Senior
