Senior Relationship Manager

Fifth Third Bank • City of Industry, CA

2d • $121,900 - $262,100

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, such as CEOs, CFOs, and COOs, and leads coordination with One Bank partners to create and implement relationship strategies for large, complex clients and prospects. It requires strong knowledge of credit, commercial products, and financial statement analysis to provide banking solutions such as loans, treasury management, and capital markets services based on client needs. The role is also expected to solicit client participation in public debt issuance and actively participate in community activities. Some incumbents may specialize in an industry such as health care.

The position is accountable for managing risk in accordance with bank policies and risk appetite, identifying and monitoring risks, and acting in ways that support positive customer and colleague experiences. It has no formal supervisory responsibilities but is expected to provide guidance to Commercial RM I and II. Regional or 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 banking, treasury management, and alternative lending and financing options.
• Ability to assess client needs, profitability drivers, and corporate or personal life cycles to optimize financial solutions.
• Strong presentation skills in large and small group settings and the ability to communicate with impact and adapt detail to the audience.
• Ability to identify 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 a solution.
• Ability to influence client decisions about strategy and product solutions and engage in joint business planning with internal partners and buyers.
• Ability to determine tasks, resources, and project requirements by breaking work into tasks and defining roles and responsibilities.
• Ability to identify relationships that should be initiated or improved to achieve business goals and fulfill 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 or 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 assigned Fifth Third internal partners to deepen existing relationships and acquire new high-value prospective relationships.
• Attend community or industry forums, conferences, and meetings to expand networks and referral sources and stay informed about 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, such as attorneys and accountants.
• Manage customer relationships to maximize opportunities for the bank while accounting for bank risk and customer needs.
• Meet customers regularly to strengthen trusted-advisor relationships and ensure business needs are 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 by assigned partners for pre-call and post-call activities.
• Use consultative selling skills, commercial playbook principles, and call reporting plans to enhance the client experience.
• Analyze financial information and identify questions needed to assess 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 remains at an acceptable risk and is priced accordingly.
• Provide guidance to Commercial RM I and II.
• Solicit client participation in public debt issuance.
• Actively participate in community activities.

Benefits

• Comprehensive benefits programs supporting physical, financial, emotional, and social well-being.
• 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