Senior Relationship Manager

Fifth Third Bank • City of Industry, CA

1d

About The Position

The Senior Relationship Manager is responsible for profitable business development and monitoring the quality of a large existing portfolio of companies with annual gross sales of at least $50 million and generally less than $1 billion within a specific geographic area. The role develops trusted advisory relationships with senior company executives and leads coordination with One Bank partners to create and implement relationship strategies for large, complex clients and prospects.

The position requires strong knowledge of credit, commercial products, and financial statement analysis to provide banking solutions such as loans, treasury management, and capital markets services. The role is also expected to solicit client participation in public debt issuance and participate actively in community activities. Some incumbents may specialize in an industry, such as health care.

The Senior Relationship Manager is accountable for managing risk, following bank policies and procedures, and supporting positive experiences for customers and colleagues. There are no formal supervisory responsibilities, though the role is expected to provide guidance to Commercial RM I and II. Regional/local travel is required.

Requirements

• At least 10 years of commercial banking experience.
• Formalized commercial credit training or equivalent credit experience.
• Strong business acumen, including detailed analysis, financial statement review, and understanding of accounting principles.
• Thorough knowledge of Commercial, Treasury Management, and alternative lending and financing options.
• Ability to assess client needs, profitability drivers, and corporate and personal life cycles to optimize financial solutions.
• Strong presentation skills in large and small group settings.
• Ability to communicate with impact and adjust communication and level of detail for the audience.
• Ability to identify and understand business issues, problems, and opportunities and develop relevant options to achieve desired outcomes.
• Ability to explore options for prospective clients or existing buyers and centers of influence before advocating for a solution.
• Ability to influence client decisions regarding strategy and product solutions and engage in joint business planning with internal partners and buyers.
• Ability to determine task and resource requirements by breaking projects into tasks and defining roles and responsibilities.
• Ability to identify relationships to initiate or improve in order to achieve business goals and meet client needs.
• Strong verbal and written communication skills, particularly in face-to-face negotiations.
• Ability to work in a team-based sales environment.
• Proficiency in Microsoft Office software.
• Regional/local travel is required.

Nice To Haves

• Bachelor’s or master’s degree in Business, such as Business Administration, Finance, or Accounting, or equivalent work experience.
• At least 9 years of relationship account management experience.
• Underwriting experience.
• Proven track record of partnering with investment bankers to provide strategic and capital markets advice.
• Familiarity with prospecting and CRM sales tools.

Responsibilities

• Independently identify and develop profitable new “lead left” client relationships by leveraging centers of influence, existing clients, and referral sources.
• Grow long-term profitable “lead left” relationships.
• Work with Fifth Third internal partners to deepen existing relationships and acquire new high-value prospective relationships.
• Attend community and industry forums, conferences, and meetings to expand relationship networks and referral sources and to deepen knowledge of trends, practices, services, and the competitive landscape.
• Work with One Bank partners, including Treasury Management, Capital Markets, and Wealth Management, to analyze, evaluate, and develop tailored relationship strategies for clients and prospects.
• Plan and conduct relationship strategy review meetings with internal Fifth Third business partners and clients’ trusted advisors.
• Manage customer relationships to maximize opportunities for the bank while considering bank risk and customer needs.
• Meet regularly with customers to strengthen trusted-advisor relationships and ensure business needs are being met.
• Lead and coordinate client-facing activities, including credit support, treasury management, and capital markets.
• Use the Bank’s CRM system to track client activity, call reports, and pipeline management, and reinforce CRM use among assigned Fifth Third partners.
• Use consultative selling skills, commercial playbook principles, and call reporting plans to enhance the client experience.
• Analyze financial information and determine questions relevant to evaluating credit requests.
• Partner with Portfolio Managers and Credit Officers on credit requests and follow established Portfolio Management guidelines.
• Monitor customer financial performance, condition, and industry trends to ensure credit exposure is acceptable and appropriately priced.
• Solicit client participation in public debt issuance.
• Participate actively in community activities.
• Provide guidance to Commercial RM I and II.

Benefits

• Comprehensive benefits programs supporting physical, financial, emotional, and social well-being.
• Eligible to participate in an incentive compensation plan, with payments based on company, line of business, and/or individual performance.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed