Senior Commercial Relationship Manager

Fulton Bank, N.A.; Richmond (VA); On-site; USD 143,100 - 238,500; Full time

Job summary

Fulton Bank, N.A. in Richmond, VA seeks a Senior Commercial Relationship Manager responsible for building and managing a portfolio of mid‑market clients with $5–$25 million in revenue. You will drive loan, deposit, and fee income growth while coordinating cross‑sell opportunities and managing risk.

This is a full‑time, on‑site role requiring leadership, deep credit experience, and a strong network in the Richmond market to expand the bank’s presence and deliver exceptional client service.

Qualifications

• 9+ years Commercial Credit, Commercial banking, Consumer, or Small Business experience.
• 4+ years managing a large complex portfolio of clients.
• Recent commercial lending experience to include experience in the local market.
• Knowledge of diverse types of businesses, industries, markets, financial concepts.

Responsibilities

• Identify, source and develop prospective customers with lending, deposit and other financial service needs.
• Source opportunity, negotiate mutually agreeable terms, navigate underwriting and approval process, document the loan and execute the closing.
• Remain close to customer and counsel them to support business goals; understand client’s business model and cash flow.
• Use knowledge of business, finance, banking, credit, and risk management to identify, recommend, and promote solutions.
• Lead community events and expand involvement in community affairs and other centers of influence.
• Focus on driving continual improvement in portfolio revenue growth and new production revenue.

Skills

Relationship mgmt

Credit analysis

Financial risk

Negotiation

Communication

Leadership

Education

Bachelor’s Degree or equivalent experience

Job description

Senior Commercial Relationship Manager

Job Locations: US-VA-Richmond

• Requisition ID: 2026-24001
• Location Name: Scott's Addition Bldg
• County: Richmond City
• Position Type: Full-Time
• FLSA Status: Exempt

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.

Job Overview

This is a full‑time, on‑site career opportunity based out of Scott's Addition, Richmond, VA. The role focuses on the greater Richmond market and requires building, developing, and managing new and existing client relationships with businesses with revenues of $5‑25 million. Tasks include coordinating loan, deposit and fee income products and services, seeking networking opportunities, capitalizing on cross‑sell opportunities, and achieving sales goals within risk tolerance constraints. The role assumes responsibility for highly complex commercial banking activity.

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 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 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.
• 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.
• Provide mentoring and guidance to less seasoned Commercial Bankers.

Additional Responsibilities

• May require business knowledge of specialized industries (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

• 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)
• Recent commercial lending experience to include experience in the local market. (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)

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 ensuring 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

We share base salary ranges on all job postings. The salary range for this position is $143,100.00 – $238,500.00 annually. Additional compensation components include equity in the form of restricted stock units and participation in a short‑term incentive compensation plan subject to individual and company performance.

Benefits

As part of our Total Rewards program, Fulton Bank offers a comprehensive benefits package to those who qualify including medical plans with prescription drug coverage; flexible spending account or health savings account; dental and vision insurance; life insurance; 401(k) program with employer match; Employee Stock Purchase Plan; paid time off programs; disability insurance coverage; maternity and parental leave; adoption assistance; educational assistance; and a robust wellness program with financial incentives.

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.