Senior Commercial Relationship Manager

Senior Commercial Relationship Manager

This is a full-time, onsite career opportunity that can sit at any Fulton Bank location in southeastern PA or Wilmington, DE and support clients in southeastern PA, DE, and Elkton MD. Contribute to the profitability and growth of Fultons commercial banking by building, developing, and managing new and existing client relationships with businesses with revenue of $25-100 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 banks 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 clients business model and cash flow.
• Serve as their primary contact for banking needs.
• Provide annual relationship reviews to understand clients 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 banks 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 banks investment.
• Complete timely resolution to loan documentation and technical exceptions.
• Stay compliant with all regulatory and bank risk compliance matters.
• Provide mentoring and guidance to less seasoned Commercial Bankers.

Qualifications :

Other Duties as Assigned by Manager