Commercial Community Real Estate Banking Executive

• Manages and maximizes a team’s sales performance utilizing the Fulton Sales process routines. Focuses team on the full customer relationship and at the same time prioritizing profitability. Actively coaches both high and low performers, holding each team member accountable to activity and pipeline expectations. Communicates progress towards team goals. Holds whole team accountable when consistent and widespread underperformance exists across team members.
• Works collaboratively with team to provide view of overall team performance to Senior Leaders and Banker Leaders. Provides visibility into team's pipeline and activities for Senior Leaders. Proactively flags when additional team support is needed from Senior Leaders and/or other Bank Leaders on a team or individual team member challenge.
• Manages credit focus by supporting the team in structuring and standardizing credit offerings. Advises on how to integrate Fulton credit risk guidance into offerings. Proactively identifies loans that RMs should help move forward in underwriting process. Assists team members with more complex relationships in their credit portfolios by joint calling and rendering underwriting and analysis assistance as necessary. Escalates unresolved issues to appropriate credit leaders. Ensures team is actively identifying and managing upcoming loan renewals/reviews as per standard expectation.
• Fully embraces and cultivates a deep understanding of latest technology features to improve efficiency. Holds team accountable to use technology during sales routines.
• Leads team dynamics and expectations. Clearly establishes and facilitates a positive team culture. Fosters aspirational team culture that seeks to exceed expectations. Engages with other LOB leaders in aligned geographies to ensure team collaboration and encourage selling the whole bank to customers. Cultivates a shared responsibility for team performance and encourages team members to supportively work together with one another irrespective of personal benefit. Creates space for team members to share successful tactics and constructive lessons learned.
• Enhances and supports development of team knowledge. Frequently checks for team's understanding of vital information (internal or external knowledge). Identifies gaps in team's education including Fulton product offerings, internal tools, major client news, and key banking dynamics. Helps develop learning interventions to increase team's knowledge. Generalizes lessons learned by individual RMs to strengthen overall team learning.
• Understands intricacies of Fulton's credit risk guidance while communicating it to team. Grasps and spreads education on what contributes to credit risk Develops meaningful subject expertise within core industries serviced by team, team geography, and general banking industry. Shares expertise with team and clients tactically to maximize sales performance and improve confidence in Fulton.
• Oversee the management of overall portfolio risk and compliance management for the team. Active participation in Asset Quality monitoring, review and reporting processes.
• Maintains a role as a credit decision maker in the Bank’s formal credit approval processes (centralized, signature, and committee).
• Participate in structured leadership meetings that facilitate a unified and consistent approach to sales, credit and risk compliance matters across the bank and Fulton Financial Corporation. Makes recommendations for changes in procedures as needed.
• Responsible for overall human resources management for the assigned team. Responsible for retention of team members, employee engagement, and positive morale.

• Requires business knowledge of Commercial Real Estate to include construction lending, real estate credit underwriting, and relationship management.

• Effective leadership and managerial skills (Required)
• Ability to lead, influence, motivate and develop others (Required)
• Excellent interpersonal and presentation skills (Required)
• Effective at goal setting and measuring results (Required)
• Strong analytical, decision making and problem-solving skills (Required)
• Considerable tact, diplomacy and people skills (Required)
• Skilled at collecting/evaluating supporting metrics and data against goals (Required)
• Informed on market and competitor developments (Required)

Fulton Bank