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Relationship Manager
Union Bank
Los Angeles, CA, United States
Job Details - this job has expired, please see similar jobs below
Under limited guidance, responsible for developing new commercial real estate credit relationships and managing an existing moderately complex portfolio of commercial real estate clients, as assigned. Facilitate underwriting and structure credit transactions to obtain credit consent with the initial pipeline process and ensure loan is properly documented and closed via final credit approval. Engages clients to present solutions to short and long-term strategic objectives which may include, but not limited to, commercial real estate debt offerings as well as other cross sell products offered by the bank.
Major Responsibilities:
Business Development: Commercial Real Estate Loans / Cross-Sell Products (50%-70%):
• Will typically lead client meetings, but will be accompanied by Regional Manager and/or more senior RMs.
• Focus on the achievement of new business goals, as determined by their Regional Manager and Division Manager.
• Develop and call on a qualified list of prospects and referral sources with result oriented goals.
• Will work on complex Regional REI accounts and may work in collaboration of Regional Manager in the structuring of credit actions.
• Ongoing business activity with existing client base with continued origination of new commercial real estate loans and obtaining “share of wallet” through cross-selling bank products.
• Demonstrate the ability to initiate, advance and close new commercial real estate loan business opportunities in an efficient manner.
• Responsible for cross-selling a wide range of bank products and services to both existing clients and prospects, including products from capital markets (swap), treasury, syndications, private wealth, CMBS, and DUS lending platforms.
• Financial responsibilities include increasing annual NOI of existing portfolio, originating well-structured commercial real estate debt, as well as contributing towards region's annual new business goals of cross sell initiatives.
• Must meet minimum financial capacity metrics and real estate investment strategy as set by Credit Administration, Regional Manager, and Division Manager.
Portfolio Management (20%-30%):
• Working effectively with portfolio management team to collaborate in the underwriting, structuring and completing all approval requests.
Risk Management / Audit / Training (10%-30%):
• Demonstrate knowledge of and is sensitive to the current regulatory environment; adhere to the bank's Risk Vision, and risk management policies and programs; recognize and proactively address risk (including but not limited to those associated with Bank Secrecy Act, anti-money laundering, consumer compliance, fair lending, fiduciary responsibilities, and privacy);
Identify and appropriately manage risks.
• Cooperate with internal and external bank audits including interfacing with portfolio management team, credit administration, and field auditors to obtain necessary loan and sponsor information.
• Completion and proficiency in all bank required ongoing training and certifications.
Qualifications
Business and Technical Knowledge
• Extensive knowledge of a wide range of bank products and services from capital markets (swap), treasury, syndication, private wealth, CMBS, and DUS lending platforms.
• Deep knowledge of a wide array of commercial and commercial real estate related credit products to include construction, bridge, and permanent loans.
• Strong understanding of bank’s Credit Policies and Procedures as it relates to the loan origination and ongoing management process.
Experience and Education
• Experience with a wide range of bank products and services from capital markets (swap), treasury, syndications, private wealth, CMBS, and DUS lending platforms.
• Normally requires 5+ (7-10) years commercial real estate banking experience or equivalent real estate related industry.
• Strong sales and real estate analytic skills with knowledge of all major real estate product types.
• Undergraduate degree in business or equivalent as well as master’s degree in applicable field preferred.
• Understanding of credit underwriting, structuring skills and banking/capital markets products.
• Results oriented with the ability to work autonomously.
• Good interpersonal and negotiating skills (both internal and external)
The above statements are intended to describe the general nature and level of the work being performed. They are not intended to be construed as an exhaustive list of all responsibilities, duties, and skills required of personnel so classified.
We are proud to be an Equal Opportunity / Affirmative Action Employer and committed to leveraging the diverse backgrounds, perspectives, and experience of our workforce to create opportunities for our colleagues and our business. We do not discriminate in employment decisions on the basis of any protected category.
A conviction is not an absolute bar to employment. Factors such as the age of the offense, evidence of rehabilitation, seriousness of violation, and job relatedness are considered in all employment decisions. Additionally, it’s the bank’s policy to only inquire into a candidate’s criminal history after an offer has been made. Federal law prohibits banks from employing individuals who have been convicted of, or received a pretrial diversion for, certain offenses.