Commercial Banking Pricing and Governance Senior Manager

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 career opportunity that can be remote or hybrid.

The role is responsible for developing and executing the bank's commercial pricing strategy while ensuring consistent governance, profitability optimization, and risk-adjusted return discipline across all commercial banking segments and products, including loans, deposits, and Treasury Management. This role translates complex data into actionable pricing strategies that drive profitable growth while ensuring consistency, accountability, and strong risk-adjusted returns across the Commercial Bank.This leader serves as a strategic advisor to executive leadership, Treasury Management, Lending, Finance, Credit, and Product teams, driving data-driven pricing decisions that balance client acquisition, relationship growth, competitive positioning, and shareholder returns.The role combines the analytical rigor of a CFO, the commercial acumen of a senior banker, and the governance discipline of a risk leader.

Responsibilities

• Pricing Strategy & Optimization • Develop and maintain pricing strategies across loans, deposits, Treasury Management, and fee-based products. • Establish relationship-based pricing frameworks that maximize client lifetime value, relationship profitability, and risk-adjusted returns. • Identify pricing opportunities through market intelligence, competitive analysis, portfolio reviews, and profitability studies. • Partner with Commercial Banking leadership to establish annual pricing objectives, performance targets, and strategic initiatives. • Evaluate pricing effectiveness and recommend adjustments based on market conditions, interest rate trends, client behavior, and competitive dynamics. • Lead initiatives that enhance pricing consistency, transparency, and effectiveness across the Commercial Bank.
• Pricing Governance • Design, administer, and continuously enhance the Commercial Banking Pricing Governance Framework. • Chair Commercial Banking Pricing Committee meetings and facilitate pricing-related decision-making. • Establish and review pricing authority levels, approval thresholds, and escalation procedures. • Ensure adherence to pricing policies, risk-adjusted return requirements, regulatory expectations, and governance standards. • Monitor pricing exceptions and emerging trends, escalating issues and recommending corrective actions as needed. • Maintain enterprise pricing policies, procedures, and governance documentation. • Deliver pricing governance reporting and insights to executive leadership.
• Relationship Profitability Management • Develop and maintain methodologies for measuring relationship profitability across commercial client segments. • Partner with Finance and Credit teams to evaluate relationship returns and risk-adjusted profitability. • Develop scorecards, dashboards, and reporting that provide insight into client, banker, portfolio, and segment profitability. • Identify opportunities to improve wallet share, product penetration, pricing discipline, and overall relationship returns. • Lead initiatives that enhance client profitability while supporting a positive client experience.
• Deal Pricing Advisory • Serve as the primary pricing advisor for complex commercial relationships and strategic opportunities. • Provide pricing guidance and support to Relationship Managers, Treasury Sales Officers, and Credit teams, directly or through a team of pricing analysts. • Evaluate deal economics and recommend pricing structures that align with relationship strategy and return objectives. • Support negotiations by providing profitability analysis, scenario modeling, and pricing recommendations for large or highly competitive opportunities. • Promote consistent application of pricing methodologies across the Commercial Bank.
• Analytics & Reporting • Lead the development and enhancement of commercial pricing and profitability dashboards and analytical tools. • Establish and monitor key pricing, profitability, and governance performance metrics. • Analyze portfolio pricing trends, margin performance, pricing exceptions, and relationship returns to identify emerging risks and opportunities. • Deliver executive-level reporting, actionable insights, and strategic recommendations. • Leverage predictive analytics and data-driven modeling to support pricing decisions and identify growth opportunities.
• Technology & Process Improvement • Lead the implementation, enhancement, and optimization of pricing and profitability technology platforms. • Drive automation, efficiency, and scalability within pricing and profitability workflows. • Establish best practices for pricing analytics, reporting, governance, and decision-support processes. • Champion continuous improvement initiatives that strengthen decision-making, operational effectiveness, and user adoption.
• Leadership Responsibilities • Build, lead, mentor, and develop a high-performing pricing and profitability team. • Foster a culture of accountability, analytical rigor, collaboration, and strategic thinking. • Establish team goals and performance expectations aligned with Commercial Bank growth, profitability, and client relationship objectives. • Develop talent and succession plans to support long-term organizational success.

Additional Responsibilities

• Manage and lead the analyst team.
• Partner with Product, Sales, Support and Delivery.
• Provide data-driven recommendations.

Qualifications

Education

Bachelor's Degree or the equivalent experience. Specialty: finance, economics, accounting, business admin or similar. (Required)

Master's Degree or the equivalent experience. Specialty: business, finance. (Preferred)

Experience

15 or more years commercial banking. (Required)

15 or more years pricing, profitability, commercial lending, finance, or strategic analytics. (Required)

Knowledge, Skills, and Abilities

• Strong understanding of commercial banking products, relationship economics and risk-adjusted returns (Required)
• Experience presenting to executive leadership and governance committee (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

To provide greater transparency to candidates, we share base salary ranges on all job postings regardless of state. We set standard salary ranges for our roles based on the position, function, and responsibilities, as benchmarked against similarly sized companies in our industry. Specific compensation offered will be determined based on a combination of factors including the candidate’s knowledge, skills, depth of work experience, and relevant licenses/credentials. The salary range may vary based on geographic location.

The salary range for this position is $127,800.00 - $213,000.00 annually.

Additional Compensation Components

This job is eligible to receive equity in the form of restricted stock units. This job is eligible to participate in a short-term incentive compensation plan subject to individual and company performance.

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.