Senior Relationship Manager

This role will be in the Commercial Real Estate team. The Relationship Manager (RM) III is highly independent and is considered a subject matter expert with significant experience and knowledge in commercial real estate and managed assets. This role will not have sales responsibility and will pro-actively manage a portfolio of loans assigned by the Team Lead and/or Group Head that are considered to require hands on management.

The RM III will have a highly developed sense of deal quality and be comfortable discussing sophisticated transactions with credit and the senior management team. Will be used by other staff as a sounding board. Will have an extensive network and deep relationships. RM III will likely be supported by dedicated Portfolio Manager (PM).

Primary responsibilities include maintenance of portfolio with customer contact and oversight of PM's management of the portfolio.

Portfolio Management

• Work with PM to maintain strong portfolio quality, including covenant testing & risk ratings

• Ongoing awareness of risk factors within the portfolio (major lease roll etc.), and be prepared to pro-actively adjust risk ratings based on expected outcomes, and communicate concerns (as well as recommend strategies) as appropriate

• Work in conjunction with the Construction Management Group on active construction loans

• Extensive knowledge and understanding of underwriting procedures, including ability to recommend complex structures

• Deep understanding of risk acceptance criteria (RAC's) and an appreciation of appropriate occasion to seek exceptions

• Understand importance of due diligence including strong awareness of specific areas of risk (inc fraud)

• Supervise and assist (as appropriate) in writing of Predeal’s and credits to a high quality, requiring limited overview from TL/GH

• Engage with internal risk review and external reviewers in a credible manner, answering queries in an appropriate manner

• Present complex credits for discussion comfortably, addressing key issues, and answer probing questions.

• Deep understanding of loan documents and legal structures.

• Ability to negotiate complex loan documents, highlighting issues to TL/GH as appropriate

• Can negotiate effectively with borrowers obtaining optimal outcomes

• Ability to guide AVP/VP on their roles in absence of TL/GH. May have a coach role with PM and is required to impart knowledge to PM for underwriting purposes. Will be asked to serve as a mentor to more junior staff.

• Extensive knowledge of policy and procedures and will make recommendations to Team Leader (TL) for policy enhancements / exceptions

• Proficient user of relevant technology including market research data.

• Proficient with nCino and using nCino covenant and tracking reports for portfolio management

Underwriting and Due Diligence

• Extensive knowledge and understanding of underwriting procedures, including ability to recommend complex structures

• Deep understanding of risk acceptance criteria (RAC's) and an appreciation of appropriate occasion to seek exceptions

• Understand importance of due diligence including strong awareness of specific areas of risk (including fraud)

Credit Interactions

• Supervise and assist (as appropriate) in writing of Predeal’s and credits to a high quality, requiring limited overview from TL/GH

• Engage with internal risk review and external reviewers in a credible manner, answering queries in an appropriate manner

• Present complex credits for discussion comfortably, addressing key issues, and answer probing questions.

Legal / Loan Closings

• Deep understanding of loan documents and legal structures.

• Ability to negotiate complex loan documents, highlighting issues to TL/GH as appropriate

• Can negotiate effectively with borrowers obtaining optimal outcomes

Training Responsibilities

• Ability to guide AVP/VP on their roles in absence of TL/GH. May have a coach role with PM and is required to impart knowledge to PM for underwriting purposes. Will be asked to serve as a mentor to more junior staff.

Policy and Procedures

• Extensive knowledge of policy and procedures and will make recommendations to Team Leader (TL) for policy enhancements / exceptions

Technology

• Proficient user of relevant technology including market research data.

• Proficient with nCino and using nCino covenant and tracking reports for portfolio management

Special Projects

• May be requested to assist in deeper administrative or strategic projects

REQUIREMENTS:

• Bachelor's Degree or equivalent experience required

• Proven underwriting abilities, including 10 + years’ experience as a Commercial Lender

• Formal Bank credit training preferred

Skills/Knowledge

• Well versed in Microsoft Office: Excel and Word

• nCino/Salesforce experience preferred