Commercial Relationship Manager

Fulton Bank • Greenville, DE

2d • Onsite

About The Position

This is a full-time, on-site career opportunity based out of our Walker's Mill Building in Greenville, DE. T his position will cover New Castle and Kent Counties in DE, and Cecil County, MD. 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 relatively complex activity and portfolio for commercial banking.

Requirements

• Bachelor's Degree or the equivalent experience. Specialty: business management, finance, accounting or similar. (Required)
• 6 or more years Commercial Credit, Commercial banking, Consumer, or Small Business experience. (Required)
• 2 or more years managing a large complex portfolio of clients. (Required)
• Proven results in establishing new business relationships and retaining/growing existing business relationships. (Required)
• Self-directed ability using sound judgment and to navigate ambiguity to get things done. (Required)
• Demonstrated ability to anticipate clients’ issues, own problems on clients’ behalf, and follow through with commitments (Required)
• Understands credit and risk principles, mitigates, and banking policies/procedures. (Required)
• Excellent negotiation skills, demonstrated ability to influence others to achieve desired outcomes and leveraging technology to interact with clients effectively and efficiently. (Required)
• Excellent verbal and written communication skills. (Required)
• Excellent organizational skills and the ability to manage, prioritize, work under pressure and meet tight deadlines. (Required)
• Ability to balance needs of clients with associated risks and interests of the company. (Required)
• As a condition of employment, individuals must be authorized to work in the United States without sponsorship for a work visa by Fulton Bank currently or in the future.

Nice To Haves

• Knowledge of diverse types of businesses, industries, markets, financial and economic concepts. (Preferred)

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.
• Build knowledge of diverse types of businesses, industries, markets, financial and economic concepts.
• Cultivate relationships network of strategic partnerships across the region.
• Sustain comprehensive understanding of current commercial products offered in the market and keep informed of all relevant industry trends and practices.
• Carries out a variety of business development activities to identify bank prospects.
• Maintain a stable network of prospective customers with consistent approach to calling.
• 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.
• Understand and contribute to the credit decisioning process, including analysis and interpretation of financial statements.
• 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.
• May require business knowledge of specialized industries (i.e. Agriculture, Commercial Real Estate, Government Services, Community Banking, etc.)
• Other Duties as Assigned by Manager
• Each employee of the Organization, regardless of position, is accountable for reading, understanding and acting on the contents of all Company-assigned and/or job related Compliance Programs, regulations and policies and procedures, as well as ensure that all Compliance Training assignments are completed by established due dates. This includes but is not limited to, understanding and identifying compliance risks impacting their department(s), ensuring compliance with applicable laws or regulations, and escalating compliance risks to the appropriate level of management.

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 and Employee Stock Purchase Plan
• paid time off programs including holiday pay and paid volunteer time
• disability insurance coverage and maternity and parental leave
• adoption assistance
• educational assistance and a robust wellness program with financial incentives

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level