Senior Commercial Relationship Manager

About the position

This is a full-time, on-site career opportunity that will be based out of a Fulton Bank location in one of the following counties: Anne Arundel, Baltimore City/County, Frederick, Montgomery, Prince George, as well as DC. Contribute to the profitability and growth of Fulton's commercial banking by building, developing and managing new and existing client relationships with businesses with revenue of $5-25 million dollars. 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.

Responsibilities

• Identify, source and develop prospective 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.

Requirements

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

Benefits

• 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
• Employee Stock Purchase Plan
• Paid time off programs including holiday pay and paid volunteer time
• Disability insurance coverage
• Maternity and parental leave
• Adoption assistance
• Educational assistance
• Robust wellness program with financial incentives