Commercial Relationship Manager

Commercial Relationship Manager

Requirements

• Bachelor’s or Master’s degree in Business (e.g. Business Administration, Finance, Accounting) or equivalent work experience preferred.
• Minimum of 4 years Commercial Banking experience, preferably at least 3 years in a sales role.
• Formalized commercial credit training or equivalent credit experience required.
• 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.
• Ability to build strong “One Bank” internal partnerships to provide holistic solutions for the clients business and personal financial goals.
• Communicates with impact to a group -Understands the audience and adjust communication as is appropriate level of detail for the audience; captures and holds the audience attention.
• Proven track record of identification and understanding of business issues, problems, and opportunities and the ability to create relevant options for addressing problems/opportunities to achieve desired outcomes.
• Demonstrates strong verbal and written communication skills, with particular emphasis on experience in face-to-face negotiations.
• Proven ability to work in a team-based sales environment.
• Must be proficient in all Microsoft Office software; familiarity with prospecting and CRM sales tools preferred.

Responsibilities

• Prospect for clients independently by utilizing referral sources, existing clients and centers of influence.
• Develop and implement business plan to achieve financial goals and qualitative measurements.
• Work closely with Fifth Third internals “One Bank” 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 Management., Capital Markets, and Wealth Management 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 sales skills, commercial playbook principles and call reporting plans to enhance client experience.
• Utilize the Bank’s Customer Relationship Management (CRM) system for client activity tracking, call reports and pipeline management.
• Partner with Credit and on credit requests and adhere to established Portfolio Management guidelines.
• Analyze and interpret financial information provided to determine the right questions to ask to decide on the credit request that should be pursued.
• Achieve credit standards and metrics in regard to asset quality, credit administration (matured/renewals, financial statement documents, covenant data integrity, matured notes and document exception) and RAROC.

Preferred Qualifications

• Familiarity with prospecting and CRM sales tools preferred.