Commercial Relationship Manager

Fulton Financial; McLean (VA); Hybrid; USD 114,100 - 190,100; Full time

Benefits offered by this job

401(k) program with employer match

Paid time off

Educational assistance

Wellness program with financial incentives

Equity in the form of restricted stock units

Job summary

Fulton Financial seeks a full-time professional to manage client relationships focusing on businesses with revenues of $25-100 million. This hybrid or onsite role in McLean, Virginia involves building new business opportunities, negotiating loan terms, and driving revenue growth.

Ideal candidates will possess over six years of experience in commercial banking, a bachelor's degree in a relevant field, and a proven track record of developing successful business relationships. Comprehensive benefits are offered.

Qualifications

• 6+ years in Commercial Credit, Commercial Banking, Consumer, or Small Business.
• 2+ years managing a large, complex portfolio of clients.

Responsibilities

• Identify and develop prospective customers with financial needs.
• Negotiate mutually agreeable terms and manage loan approval processes.
• Counsel clients on business goals and offer financial solutions.
• Establish action plans for troubled credits and collaborate with partners.

Skills

Knowledge of diverse types of businesses

Excellent negotiation skills

Excellent verbal and written communication skills

Proven results in establishing new business relationships

Self-directed ability using sound judgment

Education

Bachelor's Degree or equivalent in business management, finance, accounting

Job description

Value Proposition

Our values define us and our culture inspires us to change lives for the better. Our employees are the heart and soul of our company, and every success we experience begins with them. Together we are committed to making a positive impact in our local communities. We champion a culture of continuous learning, work‑life integration, and inclusion. We promote a digitally enabled work environment to continuously enhance the experience of our employees and customers.

Overview

This is a full-time, hybrid or onsite C&I career opportunity in Middle Market supporting one of our following regions:

• Central Pennsylvania
• Greater Philadelphia
• Delaware, Maryland, Virginia,
• New Jersey

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 $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. Assume responsibility for relatively complex activity and portfolio 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.
• 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.
• Carry 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 use 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.

Additional Responsibilities

• May require business knowledge of specialized industries (i.e. Agriculture, Commercial Real Estate, Government Services, Community Banking, etc.)

Qualifications

Education

Bachelor's Degree or the equivalent experience. Specialty: business management, finance, accounting or similar. (Required)

Experience

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)

Knowledge, Skills, and Abilities

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

Other Duties as Assigned by Manager

This role may perform other job duties as assigned by the 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.

Pay Transparency

To provide greater transparency to candidates, we share base salary ranges on all job postings regardless of state. We set standard salary ranges for our roles based on the position, function and responsibilities, as benchmarked against similarly sized companies in our industry. Specific compensation offered will be determined based on a combination of factors including the candidate’s knowledge, skills, depth of work experience, and relevant licenses/credentials. The salary range may vary based on geographic location.

The salary range for this position is $114,100.00 - $190,100.00 annually.

Additional Compensation Components

This job is eligible to receive equity in the form of restricted stock units. This job is eligible to participate in a short-term incentive compensation plan subject to individual and company performance.

Benefits

Additionally, as part of our Total Rewards program, Fulton Bank offers a comprehensive benefits package to those who qualify. This includes 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. To learn more about your potential eligibility for these programs, please visit Benefits & Wellness | Fulton Bank.

EEO Statement

Fulton Bank (“Fulton”) is an equal opportunity employer and is committed to providing equal employment opportunity for all qualified persons. Fulton will recruit, hire, train and promote persons in all job titles, and ensure that all other personnel actions are administered, without regard to race, color, religion, creed, sexual orientation, national origin, citizenship, gender, gender identity, age, genetic information, marital status, disability, covered veteran status, or any other legally protected status.

Sponsorship Statement

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.