Commercial Real Estate Team Leader (Greater Washington DC & Virginia Markets)

Overview

Contribute to the profitability and growth of Fulton Financial Corporation by building, developing and managing new and existing client relationships. Typically deal with the largest and most complex real estate loans for customers with credit requirements exceeding $10 million. Coordinate loan, deposit and fee income products and services appropriate to the needs of the client. Promotes, coaches and manages the sales effort and service culture for a team of professional business banking Relationship Managers that have varying levels of experience. Seek opportunities to network and develop key centers of influence.
This position will be responsible for the Greater Washington DC and Virginia Markets.

Responsibilities

• Responsible for overall human resources management for the team assigned to supporting CRE relationships. Assist team members on tactics to source and develop prospective customers. Responsible for the growth and development of direct report Relationship Managers and support staff (minimum of four employees). Facilitate the identification of new loan, deposit and Partner opportunities within their existing client base during regular client meetings. Accountable for the establishment and management of Relationship Managers' performance goals, retention of team members and positive morale. Provide regular ongoing coaching and performance feedback to employees. Reviews and evaluates results of team. Coach team members how to present proposals utilizing the Bank proposal system. Guide and advise team members with the more complex and or challenging areas of their credit portfolio. Coach team members to successfully navigate through the sales negotiation, underwriting, approval, documentation and closing processes. Demonstrate leadership and set examples in fostering teamwork, effective communication, and employee development. Ensure that all RMs are making sound lending decisions and recommendations and following established policies, procedures and regulatory and risk compliance matters. Encourage center of influence networking to gain exposure as well as participation in a leadership role in civic and community service activities in order to be a good corporate citizen.
• Identify, source and develop prospective customers with lending, deposit and other financial service needs. Utilize the 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. Develop strategies to attract and retain high value Centers of Influence such as Attorneys, Accountants, Architects, Appraisers, Community Leaders, Commercial Real Estate Brokers, EDC's, Realtors, Insurance Agents, Title Companies. Create value added experiences for clients and prospective clients. Entertain clients, prospective clients and Circles of Influence 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 for un-reviewed action or decisioning. Plans, conducts and manages assignments. Recommends changes in procedures. Manages a large commercial portfolio with more complex and or high profile relationships. 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 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 and Retail Relationship Managers to enhance client relationships. Exemplify the delivery of a superior customer experience. Participate in joint calling efforts for existing and prospective customers with Retail Relationship Managers, Fulton Partners and Senior Management.
• 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, and 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.

Qualifications

• Education
• Bachelor Degree or the equivalent experience. Specialty: Business or equivalent. (Required)
• Experience
• 5 or more years Commercial Credit and Commercial Real Estate Banking relationship management experience. (Required)
• 5 or more years Managing a sales team with accountability for individual and team results. (Preferred)

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