Relationship Manager - Real Estate Finance

Objective

The Relationship Manager, Real Estate Finance (REF) is a key sales role responsible for growing profitability in Real Estate Finance by developing, building, and maintaining relationships with professional real estate developers, investors, and builders. This role requires meeting or exceeding annual sales, revenue, volume, and new customer targets. The Relationship Manager maximizes profitability, revenue, and retention of new relationships by cross selling the full range of products and services.   *Hybrid Position*

Firstrust Bank is an Affirmative Action Contractor and is an Equal Opportunity Employer.

Minority/Female/Disabled/Veteran

Responsibilities/Duties

• Independently develop new business with prospects that have complex credit needs in Real Estate Finance

• Works independently to develop new business with prospects that have complex credit needs in Real Estate Finance

• Maintains or establishes a large portfolio segment and geography for growth goals (loans, deposits, fees), both individually and as a part of a team, through the development of new clients and cross-selling existing clients.
• Collaborate with Credit partners to effectively structure transactions that meet Bank standards for credit and profitability.
• Originate loan transactions generally ranging from $2 to $10 million.
• Facilitate the referral of other transactions and relationships to Commercial and Consumer Banking as appropriate
• Develop a thorough knowledge of loan policy, documentation, structuring, and regulatory requirements
• Contribute to the coaching, training, development and team leadership of less experienced Portfolio Managers, Credit Analysts, and other staff
• Make sales calls independently or assist in sales calls, gather financial and general business information, and explain products and services offered
• Coordinate financial analysis needed to make credit decisions
• Negotiate terms and conditions within parameters defined by credit decisions; finalize loan agreements with prospects and clients, while also closing sales
• Develop market expertise in the assigned territory; maintain an established market presence and cultivate an extensive network of outside referral sources for the new business
• Works with SVP Team Leader to develop sales strategies
• Actively generates referrals to all business partners in the bank to help meet the complete financial needs of sponsors
• Maintain relationships with internal referral sources and develop a network of outside referral sources for new business
• Develop a broader knowledge base of commercial and small business, other Firstrust products, and services
• Develop community relationships, through membership in civic and professional organizations, including active participation in networking events
• Prepare management reports summarizing individual and team loan activity as needed
• Assist in the development of new business for Firstrust by being alert to expressed customer/prospect needs and suggesting appropriate services. Direct customers to appropriate person to establish business relationships
• Other duties as assigned.

Essential Functions

While performing the essential functions of this position, the employee may be required to ascend/descend stairs and work atop a small ladder to store and retrieve files.  The employee will need to position self to lift up to 20 pounds of materials for file maintenance.   The worker sits most of the time; however, some amount of mobility is necessary to accomplish tasks.  The ability to communicate and exchange information verbally and written is required.  The incumbent will operate a computer terminal and phone with repetitive motion, while analyzing or preparing data.  Temperature changes may occur during the workday in the office setting. 

Knowledge - Skills & Abilities

• Bachelor of Science Degree in Finance, Business Administration preferred
• Five to seven years of Commercial Real Estate Banking or related experience in private equity
• Thorough understanding of the real estate finance industry, business development, and credit decisions
• Proven business development track record, with ability to find and close new business
• Extensive network of outside referral sources for new business
• Excellent credit and financial analysis and negotiation skills
• Proven communication skills, both verbal and written
• Proficient in Microsoft