Senior Commercial Relationship Manager

Job Locations US-VA-Richmond | US-MD-Hunt Valley | US-MD-Columbia | US-VA-McLean | US-DC-Washington Contract Type Full-Time 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 a full-time, hybrid Corporate Banking career opportunity that will be based out of a Fulton Bank location in the Greater Maryland/DC/Northern Virginia market . Drive the profitability, growth, and strategic positioning of Corporate Banking by originating, structuring, and managing relationships with large, complex corporate clients with businesses with revenue of $100 million dollars or more . Serve as a trusted advisor to senior client executives by delivering sophisticated credit, treasury management, and capital solutions. Lead the execution of complex financial transactions and manage a sizable portfolio of high-value relationships, ensuring strong risk-adjusted returns and alignment with the bank's strategic objectives. Responsibilities Strategic Business Development & Client Acquisition * Identify, originate, and develop relationships with large and sophisticated corporate clients requiring complex credit structures, treasury solutions, and advisory support. * Build and maintain a robust network of centers of influence (private equity sponsors, investment bankers, attorneys, and accounting firms) to source proprietary deal flow. * Position the bank as a strategic partner by effectively delivering the corporate banking value proposition to C-suite executives (CFOs, Treasurers, CEOs). Complex Deal Structuring & Execution * Lead the structuring, negotiation, and execution of highly complex credit facilities, including syndicated loans, acquisition financing, recapitalizations, and structured transactions. * Integrate multi-product solutions (credit, treasury management, capital markets, and risk management) into tailored client strategies. * Manage the full transaction lifecycle, including underwriting, approval, documentation, syndication (if applicable), and closing. Executive Relationship Management & Advisory * Serve as the primary relationship lead and trusted advisor, maintaining deep insight into clients' business models, capital structures, liquidity profiles, and strategic priorities. * Provide proactive, forward-looking advisory on capital allocation, liquidity optimization, and financial risk management. * Conduct comprehensive relationship reviews to identify opportunities to expand wallet share and deepen client engagement. Large Portfolio Management & Profitability * Manage a large, complex portfolio of corporate relationships with substantial loan commitments, outstandings, and deposit balances. * Drive portfolio profitability through disciplined pricing, capital allocation, and cross-sell of fee-based products such as treasury management and hedging solutions. * Monitor portfolio performance, concentration risk, and return metrics to ensure alignment with risk appetite and performance targets. Advanced Credit & Risk Management * Apply advanced financial and credit analysis to complex organizations, including multi-entity structures and sponsor-backed companies. * Lead credit structuring, including covenant development, risk mitigation strategies, and capital structure optimization. * Ensure accurate risk ratings and proactive monitoring of credit exposures, including syndicated positions and emerging risks. * Develop and execute strategies for managing challenged credits with Special Assets and Senior Leadership. Treasury Management & Cross-Sell Leadership * Drive delivery of sophisticated treasury management solutions, including liquidity structures, cash concentration, payables/receivables optimization, and digital payment strategies. * Partner with product specialists to deliver integrated solutions across FX, interest rate hedging, and capital markets offerings. * Maximize fee income and deepen relationships through strategic cross-sell initiatives. Industry & Market Expertise * Maintain deep understanding of assigned industries, including competitive landscape, regulatory environment, and macroeconomic trends. Provide thought leadership in areas of expertise. * Utilize market intelligence to proactively identify risks and opportunities and provide differentiated insights to clients. * Participate in joint calling efforts with senior leadership and product partners on complex opportunities. Pipeline Management & Revenue Growth * Maintain a disciplined approach to pipeline management, prioritizing large, complex opportunities with longer sales cycles. * Drive market leading growth to consistently achieve or exceed production, revenue, and portfolio growth goals within established risk parameters. Operational Excellence & Compliance * Ensure CRM systems and sales platforms are accurately maintained to track complex client activity and deal pipelines. * Oversee timely resolution of documentation, covenant compliance, and technical exceptions. * Maintain strict adherence with full compliance to all regulatory requirements, credit policies, and internal risk governance standards. Additional Responsibilities Develop specialized expertise in targeted industries (e.g., sponsor-backed companies, commercial real estate, healthcare, manufacturing, or technology). Represent the bank in industry forums, thought leadership initiatives, and key client events to enhance brand presence and market credibility. Provide mentoring and guidance to less seasoned Commercial Bankers. Qualifications Education Bachelor's Degree or the equivalent experience. Specialty: accounting, business management, finance or similar. (Required) Master's Degree or the equivalent experience. Specialty: finance, credit. (Preferred) Experience 10 or more years commercial credit or commercial banking. (Required) 5 or more years managing a large complex portfolio of clients. (Required) Past or present Corporate Banking experience working with client relationships with businesses with revenue of $100 million dollars or more. (Required) Some experience with Syndications, Capital Markets or Investment Banking. (Required) Prior experience with Corporate Growth positioning including Private Equity, Venture, Consulting firm experience is valuable. Knowledge, Skills, and Abilities Advanced knowledge of industries, financial markets, and macroeconomic trends impacting large corporate clients (Required) Proven success originating and growing relationships with sophisticated corporate clients including expanding existing relationships through cross-sell of complex credit and treasury solutions (Required) Strong executive presence and ability to influence senior decision-makers (Required) Deep expertise in credit structuring, risk management, and complex financial analysis (Required) Exceptional negotiation skills with experience leading high-value, multi-party transactions (Required) Ability to lead cross-functional teams and manage multiple complex deal execution (Required) Strong communication skills with the ability to clearly articulate complex financial concepts to credit committees and executive leadership (Required) Excellent verbal and written communication skills demonstrated with individuals at all levels, internally and externally (Required) Excellent organizational and prioritization skills in managing long-cycle, high-value opportunities (Required) Proven ability to balance client objectives with the bank's risk-return profile through a strong understanding of credit structuring, risk mitigation, and banking policies (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 In addition to base pay, this position is eligible to participate in a commission plan. 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. #J-18808-Ljbffr