Real Estate Relationship Manager

Overview

The Real Estate Relationship Manager is the primary bank contact for professional real estate developers and investors. Originates construction, bridge and term mortgage loans in the context of servicing large dollar volume relationships.

Participates in related business development activities; including the generation of deposits, non-interest, income and the cross-selling of bank products.

Principal Duties & Responsibilities :

Meets or exceeds individual sales and retention goals adhering to corporate, legal, and regulatory policies, guidelines, and requirements regarding compliance.

Independently expands existing relationships and solicits new business through client referrals and cold calling efforts to meet or exceed the Bank’s strategic goals.

Requires significant marketing presentation, sales and relationship building skills.

Responsible for reaching and surpassing individual goals for new client acquisition, new loans, incremental deposits, incremental treasury management revenues and referrals to other of CNB’s Lines of Business

Calls on potential or existing clients to develop new business or retain and expand existing business.

Provides best-in-class service to clients and prospective clients.

Meets with applicants to develop a complete package of information on both the real estate which will serve as collateral and the financial condition of the borrower(s) and / or guarantor(s).

Uses outside contacts and resources in researching the credit history of the borrower(s) / guarantor(s).

Uses outside contacts and resources in researching the market for and value of the real estate collateral.

With independent analysis, ensures full compliance with loan terms. Promptly identifies potential issues and alerts management of any problems in the portfolio.

If the loan is an acceptable risk for the bank, negotiates the terms of the loan with the client based on the risk in the loan, current conditions in the financial markets, overall profitability of the loan and the current internal goals of the bank.

Develops a complete loan committee presentation, using the banks credit department or Real Estate Underwriter.

Proficient in the utilization of client management systems and has a well-defined sales process, including call preparation, follow up, relationship planning, time management and prospecting.

Maintains a high level of calling and prospecting activity.

Qualifications

5-7 years of prior commercial real estate banking experience with thorough knowledge of conventional loan requirements and real estate law;

capable of handling the most complex loans.

• Proven track record in sales ability / aptitude and business development.
• Fully developed understanding of lending and credit approval process as well as bank policies and external regulations.
• Knowledge of sales principles.
• Detailed knowledge of credit analysis practice and procedure.
• Strong analysis, judgment and communication (oral and written) skills.
• Should possess excellent negotiation and problem solving skills.
• Ability to present loan commitments to executive management.
• Must possess a high level of analytical skills.
• Must possess strong, well developed interpersonal skills.
• Ability to be assertive and decisive in arriving at sound business decisions which serve the best interest of the client.
• Motivation and initiative are essential to this position.
• Results-oriented, flexible, and demonstrated ability to prioritize work assignments.

Education

• Bachelor’s degree in Business, Real Estate or related field.
30+ days ago