Senior Commercial Relationship Manager

Fulton Bank; McLean (VA); Hybrid; USD 143,100 - 238,500; Full time

Benefits offered by this job

401(k) program with employer match

Employee Stock Purchase Plan

Paid time off programs

Educational assistance

Wellness program with financial incentives

Job summary

Fulton Bank is looking for a full-time hybrid/onsite Commercial Banker in McLean, Virginia. The role involves developing customer relationships, identifying financial service needs, and driving revenue growth. Applicants should have over 9 years in Commercial Banking, strong negotiation skills, and the ability to manage complex portfolios. The competitive salary ranges from $143,100 to $238,500 annually, with additional equity and benefits including medical, dental, and retirement options.

Qualifications

• 9 or more years Commercial Credit, Commercial banking, Consumer, or Small Business experience.
• 4 or more years managing a large complex portfolio of clients.

Responsibilities

• Identify, source and develop prospective customers with lending and financial service needs.
• Negotiate terms and navigate the credit underwriting and approval process.
• Lead community events to promote the bank's image and services.

Skills

Knowledge of diverse types of businesses, industries, and markets

Proven results in establishing new business relationships

Self-directed with sound judgment

Excellent verbal and written communication skills

Strong command of credit and risk principles

Excellent negotiation skills

Excellent organizational skills

Education

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

Job description

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

• Lancaster County, Pennsylvania
• Lehigh Valley/Berks County, Pennsylvania
• Capital Region
• Southeast Pennsylvania
• Metro Philadelphia
• Northern New Jersey
• Southern New Jersey
• Delaware
• Maryland
• Virginia
• Greater DC

Key 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.
• 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 bank’s 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 bank’s investment.
• Complete timely resolution to loan documentation and technical exceptions. Stay compliant with all regulatory and bank risk compliance matters.
• Provides mentoring and guidance to less seasoned Commercial Bankers.

Additional Responsibilities

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

Education

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

Experience

• 9 or more years Commercial Credit, Commercial banking, Consumer, or Small Business experience. (Required)
• 4 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. (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)
• Proven success in leading strategic initiatives with ability to lead cross-functional teams, using advanced financial analysis skills. (Required)
• Strong command of 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 demonstrated with individuals at all levels, internally and externally. (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)

Compensation

The salary range for this position is $143,100.00 - $238,500.00 annually. 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.

Additional Compensation Components

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

Benefits

Fulton Bank offers a comprehensive benefits package including 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.

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.

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.