Senior Commercial Relationship Manager - Middle Market

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

Contribute to the profitability and growth of Fulton Financial Corporation by building, developing and managing new and existing client relationships with businesses with revenues over $75 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.

Responsibilities

• 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, exceptions, in a timely and efficient manner. Participate in loan committees when required as a Permanent member, Alternate member or presenter. 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. Timely and proactive management of loan databases, Watch list reports, Asset Quality reporting as directed by Senior Management. Timely resolution to loan documentation and technical exceptions. Compliant with all regulatory and bank risk compliance matters Community Reinvestment Act, Fair Lending, Bank Secrecy Act, Regulation B, Regulation O, Regulation Z.
• Identify, source and develop prospective customers with lending, deposit and other financial service needs. Utilize Bank proposal system to share the Fulton Financial Corporation 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. Ability to source a credit opportunity, negotiate mutually agreeable terms, navigate the credit underwriting and approval process, document the loan and execute the closing. Has a developed COI network that assists in creating new business opportunities. Develop strategies to attract and retain high value Centers of Influence including Attorneys, Accountants, Community Leaders, Chamber of Commerce, EDC’s, Realtors, Insurance Agents, Title Companies. Create value add experiences for clients and prospective clients. Entertain clients, prospective clients and COI’s in an acceptable manner that builds rapport, trust and creditability. Active participation in sales oriented meetings and functions with colleagues, Fulton Partners and Senior Management.
• Operates with substantial latitude without significant Market Manager oversight. Plans, conducts and manages assignments. Manage an existing large commercial portfolio with more complex and or high profile relationships of businesses with revenues in over $75 million dollars. Provide annual client relationship reviews to identify additional loan, deposit or other financial service opportunities. Work with team members and Senior Management to assist with the administration and relationship management of these larger relationships and commercial credits. Utilize the Bank proposal system to provide value added options to clients. Facilitate prompt, courteous and satisfactory problem resolution. Take proactive, appropriate measures to retain loan and deposit balances, when desirable. Foster a collaborative Team approach with Fulton Partners to enhance client relationships. Exemplify the delivery of a superior customer experience. Participate in joint calling efforts for existing and prospective customers with Fulton Partners and Senior Management.

Qualifications

Education

Bachelor Degree or the equivalent experience. Specialty: Business Management. (Required)

Experience

10 or more years Commercial Credit or proven success in Commercial Banking. (Required)

3 or more years Proven experience in Middle Market lending. (Required)

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.

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.

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.