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Commercial Lending Relationship Manager
3 months ago
Responsible for new business development and relationship management within the assigned line of business. Generate revenue by developing and maintaining relationships with identified companies/sponsors/developers/managers, generating deal flow directly from these clients/prospects and orchestrating a team approach to the relationship. The position is supported by product specialists (capital markets, rates and FX derivatives, treasury management, etc.), portfolio managers (credit underwriting, transaction approvals/processing, portfolio management routines) and operational support specialists but remains accountable for all aspects of the relationship.
New Business Origination: Developing and maintaining relationships to generate direct deal flow; Coordinate the team approach to approving and closing new deals to grow assets and revenues while optimizing profitability (ROE).
Relationship Management: Working with assigned portfolio managers, engage with sponsors and borrowers on idea generation and relevant opportunities to expand our relationship.
Strategic Planning: Partnering with Division management to create a strategic plan for the CRE Group and creating action plans to ensure the achievement of the plan including setting and tracking individualized goals for each team member in regards to production and revenue, and forecasting results for management based on existing pipelines.
Credit Quality: Working with assigned portfolio managers, ensure pro-actively monitoring credit quality of portfolio through timely financial statement gathering, monitoring client’s compliance with ongoing required reporting, properly analyzing financial information and taking or recommending appropriate corrective actions based on acceptable levels. Ultimately responsible for managing the banks risk exposure to acceptable levels
Maintaining Knowledge: Staying abreast of industry trends and market conditions that could impact the Sponsor Coverage group as a whole and the assigned portfolio of relationships and borrowers
Required Skills:
Bachelors Degree - Business Finance, or related field required
Formal Credit Training preferred
10+ years of Commercial financing or equivalent lending experience
Established relationships and demonstrated direct origination track record with relevant CRE companies
Expertise in negotiating, structuring, and closing complex loans
Proven ability to generate significant cross-sell revenues
Strong analytical and credit skills
A high level of oral and written interpersonal and sales skills are necessary to compete effectively, present proposals to client and recommend loan transactions to bank senior management
Expertise in due diligence, credit underwriting, and legal documentation
Excellent interpersonal and verbal and written communication skills
Excels in a team environment
Mentor less experienced Relationship Managers and Portfolio Managers as appropriate
Cross-sell banking services including treasury management, interest rate protection, and syndication products and capabilities (foreign exchange & commodity hedging is a plus)
Recognize issues; early problem recognition, remedial management and appropriate coordination with workout is an important part of on-going portfolio management
Keep management fully informed on all key factors of the bank, the portfolio, client relationships and the competitive environment
Involved in industry-related associations, committees, and boards outside of the bank (i.e., Special Olympics, etc.) that provide marketing and community services for the Bank
Adhere to all REGULATORY AND COMPLIANCE issues linked to the job and the team and understand how these issues help the bank achieve the vision of remaining an independent bank.
Staff member is expected to consistently adhere to regulatory and compliance policies and standards linked to their job as listed. Staff member will not repeatedly act in a manner signifying intentional or willful noncompliance, nor exhibit gross negligence or a general disregard for compliance and regulatory standards. Staff member must ensure compliance with applicable federal, state and local laws and regulations. Staff member must complete all required compliance training on a timely basis. Staff member will maintain knowledge of and adhere to Flagstar’s internal compliance policies and procedures. Staff member must take responsibility to keep up to date with changing regulations and policies.
