Commercial Relationship Manager

Commercial Relationship Manager

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Responsible for profitable business development as well as monitoring the quality of an extensive existing portfolio of companies with annual gross sales of at least $10 million with more emphasis on customers with higher revenues (i.e. at least $20 million). Ability to lead and coordinate with One Bank Partners to create and implement a relationship strategy for assigned clients and prospects.

This position requires a strong understanding of credit, commercial products and financial statement analysis, in order to offer beneficial banking solutions (e.g. loans, treasury management, capital markets) based on clients and prospects needs. The incumbent will have extensive knowledge and experience working with high revenue, more complex relationships. This role is expected to solicit participation in public debt issuance for clients.

This role is expected to actively participate in community activities.

• Work independently to identify and develop profitable new "lead left" client relationships by leveraging centers of influence, existing clients, & referral sources.
• Develop and implement a business plan to achieve financial goals and qualitative measures.
• Work closely with Fifth Third internal partners to deepen existing relationships and acquire new prospective relationships.
• Attend community and / or specific industry forums, conferences and / or meetings in order to broaden relationship networks, referral sources and continually deepen knowledge of trends, practices, services and the competitive landscape.
• Work with product partners (Treasury Mgmt., Capital Markets, and Wealth Mgmt etc.) analyze, evaluate and develop a tailored relationship strategy for each client or prospect. Ensure that customer relationships are managed to maximize the opportunity for the bank, while taking into account Bank risk and customer needs.
• Meet with customers on a regular basis to enhance the trusted advisor relationship and ensure business needs are being met.
• Utilize consultative sells skills, commercial playbook principals and call reporting plans to enhance the client experience.
• Utilize the Bank's Customer Relationship Management (CRM) system for client activity tracking, call reports and pipeline management.
• Analyze financial information provided to determine the credit request that should be pursued.
• Monitor, on an ongoing basis, information concerning customer financial performance, condition, and industry trends to determine that any credit exposure is at an acceptable risk, and priced accordingly.
• Partner with Portfolio Managers and Credit Officers on credit requests and adhere to established Portfolio Management guidelines (i.e., delinquencies, documentation preparation, financial statement tracking exceptions, matured loans).

No formal supervisory responsibilities. Expected to provide guidance to Commercial RM I & II

• Bachelor's or Master's degree in Business (e.g. Business Administration, Finance, Accounting) or equivalent work experience preferred.
• Minimum of 6 years Commercial Banking experience, at least 5 years of sales experience preferred.
• Formalized commercial credit training or equivalent credit experience required.
• Underwriting experience preferred.
• Proven track record of partnership with investment bankers to provide strategic and capital market advice.
• Proven ability to build new and existing client business translating to increased revenue and provide a positive client experience.
• Strong business acumen, to include detailed analysis, review of financial statements and understanding of accounting principles.
• Thorough knowledge of Commercial, Treasury Management, and alternative lending and financing options.
• Ability to assess client needs, drivers of profitability, and corporate / personal life cycle optimizing financial solutions.
• Communicates with impact to a group - Understands the…