Senior Franchise Finance Relationship Manager

4 weeks ago

Los Angeles, California, United States Sumitomo Mitsui Banking Corp Full time

About the Role

As a Relationship Manager in the Franchise Finance lending vertical of Sumitomo Mitsui Banking Corp, you will source and build a franchise portfolio comprising of top-tier Quick Service Restaurant (QSR) brands. Your key responsibilities will include serving as the primary point of contact or trusted advisor and acquiring, deepening, and maintaining profitable relationships, including cross-selling ancillary products to clients. You will collaborate with teammates and facilitate client relationships with Product Specialists.

Key Responsibilities

  • Independently source and manage QSR transactions in top-tier brands with annual revenues of $20MM to $500MM in revenues.
  • Manage a portfolio of existing franchisee accounts comprised of small, medium, and large transactions, including syndicated deals.
  • Acquire, deepen, and maintain profitable client relationships through sales, prospecting, and enhancing existing relationships through cross-sell.
  • Understand and interpret financial and cash flow statements to assess and analyze financial conditions of companies and industry trends.
  • Collaborate with Portfolio Managers and analysts in structuring transactions that fit within the Bank's credit appetite.
  • Collaborate with Product partners in credit, deposits, and treasury management to design and deliver a holistic solution to the client.
  • Pre-screen new deals and add-on requests with Credit Administration and present transactions to the Bank's Capital Allocation Committee to secure credit approval.
  • Review and negotiate loan documents with clients/prospects and secure needed approval from Credit Administration as needed.
  • Monitor the portfolio closely and identify any weaknesses in credits and take appropriate credit action to adjust risk rating and develop an exit strategy.
  • Assist PM/analysts in keeping portfolio ticklers current.
  • Coach and mentor peers as needed.
  • Adapt to changes in sales practices and broader market and industry conditions as needed.
  • Regular in-person meetings with clients and prospects, and attending trade shows and lender meetings.

Requirements

  • A minimum of 7-10 years of experience in Commercial Lending with a focus in Franchise lending.
  • Strong knowledge of the various QSR/Fast Food brands and familiarity with underwriting guidelines to this specialized cash flow lending vertical.
  • Demonstrates ability to successfully manage an extensive portfolio of clients.
  • Proven track record of prospecting new business, enhancing existing relationships, and closing profitable transactions.
  • Professional proven sales skills and experience, including planning, execution, and follow-up of client meetings.
  • Financial modeling experience and the completion of formal credit training is required.
  • Outstanding oral and written communication skills.

Equal Employment Opportunity

Sumitomo Mitsui Banking Corp is an equal employment opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, national origin, disability status, protected veteran status, or any other characteristic protected by law.

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