Senior Commercial Relationship Manager (Middle Market) at Fulton Financial Corporation
Richmond, VA 23218
About the Job
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 an onsite role career opportunity covering the Richmond Virginia market
Fulton Bank office space willl be available in Stony Point, Richmond, VA or Scott's Addition, Richmond, VA.Contribute to the profitability and growth of Fulton's commercial banking by building, developing and managing new and existing client relationships with company 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 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 ResponsibilitiesMay require business knowledge of specialized industries (i.e
Agriculture, Commercial Real Estate, Government Services, Community Banking, etc.)
Qualifications
EducationBachelor Degree or the equivalent experience
Specialty: business management, finance, accounting or similar
(Required)Experience9 or more years Commercial Credit, Commercial banking, Consumer, or Small Business experience
(Required)4 or more years managing a large complex Commercial portfolio of clients
(Required)Knowledge, Skills, and AbilitiesKnowledge 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 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 $132,400.00 - $220,600.00 annually.Additional Compensation ComponentsThis 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.Job SummaryRequisition ID: 2024-21140Location Name: Stony PointCounty: ChesterfieldCategory: Commercial BankingPosition Type (Portal Searching): Full-TimeFLSA Status: Exempt
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 an onsite role career opportunity covering the Richmond Virginia market
Fulton Bank office space willl be available in Stony Point, Richmond, VA or Scott's Addition, Richmond, VA.Contribute to the profitability and growth of Fulton's commercial banking by building, developing and managing new and existing client relationships with company 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 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 ResponsibilitiesMay require business knowledge of specialized industries (i.e
Agriculture, Commercial Real Estate, Government Services, Community Banking, etc.)
Qualifications
EducationBachelor Degree or the equivalent experience
Specialty: business management, finance, accounting or similar
(Required)Experience9 or more years Commercial Credit, Commercial banking, Consumer, or Small Business experience
(Required)4 or more years managing a large complex Commercial portfolio of clients
(Required)Knowledge, Skills, and AbilitiesKnowledge 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 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 $132,400.00 - $220,600.00 annually.Additional Compensation ComponentsThis 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.Job SummaryRequisition ID: 2024-21140Location Name: Stony PointCounty: ChesterfieldCategory: Commercial BankingPosition Type (Portal Searching): Full-TimeFLSA Status: Exempt
