Commercial Relationship Manager IV
Fifth Third Bank, Newport Beach, CA, United States
Commercial Relationship Manager IV
Responsible for profitable business development as well as monitoring the quality of the largest existing portfolio of companies with annual gross sales of at least $50MM and generally less than $500MM within a specific geographic area.
Ability to develop trusted advisory relationships with the Senior Executives (e.g., CEO, CFO, COO) of the Company. Capable of leading and coordinating with One Bank Partners to create and implement a relationship strategy for very large, complex 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. It is expected to solicit participation in public debt issuance for clients. Some incumbents may specialize in a specific industry such as Health Care. The role also participates in community activities.
Responsible and accountable for risk by openly exchanging ideas and elevating concerns, following policies and procedures. The role ensures actions and behaviors drive a positive customer experience while operating within the Bank’s risk appetite, consistently identifying, assessing, managing, monitoring, and reporting all types of risks.
Essential Duties And Responsibilities Business Development
Work independently to identify and develop profitable new "lead left" client relationships by leveraging centers of influence, existing clients, and referral sources.
Effective grow long-term profitable "lead left" relationships.
Work closely with assigned Fifth Third internal partners to deepen existing relationships and acquire new high-value prospective relationships.
Attend community and/or specific industry forums, conferences, and meetings to broaden relationship networks, referral sources, and deepen knowledge of trends, practices, services, and the competitive landscape.
Portfolio Management
Work with One Bank partners (Treasury Management, Capital Markets, and Wealth Management, etc.) to analyze, evaluate and develop a tailored relationship strategy for each client or prospect.
Responsible for planning and conducting relationship strategy review meetings with internal Fifth Third Business Partners and client’s trusted advisors (e.g., attorney, accountant).
Ensure that customer relationships are managed to maximize opportunities for the bank while considering bank risk and customer needs.
Client Experience
Meet with customers regularly to enhance the trusted advisor relationship and ensure business needs are met.
Lead and coordinate all client-facing activities, including credit support, treasury management, and capital markets.
Utilize the Bank’s Customer Relationship Management (CRM) system for client activity tracking, call reports, and pipeline management, reinforcing its use for assigned Fifth Third partners to monitor pre-call and post-call activities.
Utilize consultative sales skills, commercial playbook principles, and call reporting plans to enhance the client experience.
Credit Excellence
Analyze the financial information to determine questions to ask and decide on the credit request to pursue.
Partner with Portfolio Managers and Credit Officers on credit requests and adhere to established Portfolio Management guidelines (e.g., delinquencies, documentation preparation, financial statement tracking, exceptions, maturities).
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.
Supervisory Responsibilities No formal supervisory responsibilities. Expected to provide guidance to Commercial RM I & II.
Minimum Knowledge, Skills and Abilities Required
Bachelor’s or Master’s in Business (e.g., Business Administration, Finance, Accounting) or equivalent work experience preferred.
Minimum of 10 years Commercial Banking experience.
9 years of relationship account management 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.
Strong business acumen, including 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 to optimize financial solutions.
Exhibits strong presentation skills in both large and small group settings. Proven ability to communicate with impact.
Understands the audience and adjusts communication appropriately, capturing and holding the audience’s attention.
Proven track record of identifying and understanding business issues, problems, and opportunities and the ability to create relevant options to achieve desired outcomes.
Proven track record of exploring options for a prospective client or existing buyer/COI’s prior to advocating for a solution.
Influences client decision regarding strategy and product solutions—engages in joint business planning with internal partners and buyers.
Determines tasks, resources, and project requirements by breaking them down and defining roles and responsibilities.
Scans the internal and external environment to identify relationships that should be initiated or improved to achieve business goals and fulfill client needs.
Demonstrates strong verbal and written communication skills, emphasizing 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.
Regional/local travel.
Compensation and Benefits Total Base Pay Range $121,900.00 - $262,100.00 USD Annual.
At Fifth Third, we understand the importance of recognizing our employees for the role they play in improving the lives of our customers, communities, and each other. Our Total Rewards include comprehensive benefits and differentiated compensation offerings to give each employee the opportunity to be their best every day.
Our extensive benefits programs are designed to support the individual needs of our employees and their families, encompassing physical, financial, emotional, and social well‑being. You can learn more about those programs on our 53.com Careers page at: https://www.53.com/content/fifth-third/en/careers/benefits.html.
Location Newport Beach, California 92660.
Fifth Third Bank, National Association is proud to have an engaged and inclusive culture and to promote and ensure equal employment opportunity in all employment decisions regardless of race, color, gender, national origin, religion, age, disability, sexual orientation, gender identity, military status, veteran status or any other legally protected status.
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Ability to develop trusted advisory relationships with the Senior Executives (e.g., CEO, CFO, COO) of the Company. Capable of leading and coordinating with One Bank Partners to create and implement a relationship strategy for very large, complex 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. It is expected to solicit participation in public debt issuance for clients. Some incumbents may specialize in a specific industry such as Health Care. The role also participates in community activities.
Responsible and accountable for risk by openly exchanging ideas and elevating concerns, following policies and procedures. The role ensures actions and behaviors drive a positive customer experience while operating within the Bank’s risk appetite, consistently identifying, assessing, managing, monitoring, and reporting all types of risks.
Essential Duties And Responsibilities Business Development
Work independently to identify and develop profitable new "lead left" client relationships by leveraging centers of influence, existing clients, and referral sources.
Effective grow long-term profitable "lead left" relationships.
Work closely with assigned Fifth Third internal partners to deepen existing relationships and acquire new high-value prospective relationships.
Attend community and/or specific industry forums, conferences, and meetings to broaden relationship networks, referral sources, and deepen knowledge of trends, practices, services, and the competitive landscape.
Portfolio Management
Work with One Bank partners (Treasury Management, Capital Markets, and Wealth Management, etc.) to analyze, evaluate and develop a tailored relationship strategy for each client or prospect.
Responsible for planning and conducting relationship strategy review meetings with internal Fifth Third Business Partners and client’s trusted advisors (e.g., attorney, accountant).
Ensure that customer relationships are managed to maximize opportunities for the bank while considering bank risk and customer needs.
Client Experience
Meet with customers regularly to enhance the trusted advisor relationship and ensure business needs are met.
Lead and coordinate all client-facing activities, including credit support, treasury management, and capital markets.
Utilize the Bank’s Customer Relationship Management (CRM) system for client activity tracking, call reports, and pipeline management, reinforcing its use for assigned Fifth Third partners to monitor pre-call and post-call activities.
Utilize consultative sales skills, commercial playbook principles, and call reporting plans to enhance the client experience.
Credit Excellence
Analyze the financial information to determine questions to ask and decide on the credit request to pursue.
Partner with Portfolio Managers and Credit Officers on credit requests and adhere to established Portfolio Management guidelines (e.g., delinquencies, documentation preparation, financial statement tracking, exceptions, maturities).
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.
Supervisory Responsibilities No formal supervisory responsibilities. Expected to provide guidance to Commercial RM I & II.
Minimum Knowledge, Skills and Abilities Required
Bachelor’s or Master’s in Business (e.g., Business Administration, Finance, Accounting) or equivalent work experience preferred.
Minimum of 10 years Commercial Banking experience.
9 years of relationship account management 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.
Strong business acumen, including 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 to optimize financial solutions.
Exhibits strong presentation skills in both large and small group settings. Proven ability to communicate with impact.
Understands the audience and adjusts communication appropriately, capturing and holding the audience’s attention.
Proven track record of identifying and understanding business issues, problems, and opportunities and the ability to create relevant options to achieve desired outcomes.
Proven track record of exploring options for a prospective client or existing buyer/COI’s prior to advocating for a solution.
Influences client decision regarding strategy and product solutions—engages in joint business planning with internal partners and buyers.
Determines tasks, resources, and project requirements by breaking them down and defining roles and responsibilities.
Scans the internal and external environment to identify relationships that should be initiated or improved to achieve business goals and fulfill client needs.
Demonstrates strong verbal and written communication skills, emphasizing 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.
Regional/local travel.
Compensation and Benefits Total Base Pay Range $121,900.00 - $262,100.00 USD Annual.
At Fifth Third, we understand the importance of recognizing our employees for the role they play in improving the lives of our customers, communities, and each other. Our Total Rewards include comprehensive benefits and differentiated compensation offerings to give each employee the opportunity to be their best every day.
Our extensive benefits programs are designed to support the individual needs of our employees and their families, encompassing physical, financial, emotional, and social well‑being. You can learn more about those programs on our 53.com Careers page at: https://www.53.com/content/fifth-third/en/careers/benefits.html.
Location Newport Beach, California 92660.
Fifth Third Bank, National Association is proud to have an engaged and inclusive culture and to promote and ensure equal employment opportunity in all employment decisions regardless of race, color, gender, national origin, religion, age, disability, sexual orientation, gender identity, military status, veteran status or any other legally protected status.
#J-18808-Ljbffr