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Commercial Real Estate Manager
Job Objective: The role is for an experienced real estate business development/relationship manager with a proven, revenue generating capability with medium to larger sized commercial and residential real estate developer, builder and investor clients. Primary goal is efficiently and effectively meeting the client’s financial services needs with the focus on the growth and retention of existing profitable relationships as well as the acquisition of new clients. Overall responsibilities include generating new business opportunities, being involved with underwriting and credit risk management of real estate credits of varying complexity, cross-selling other bank financial products/services, and managing existing relationships. The CRE Relationship Manager will be expected to become a trusted advisor to clients, identifying needs and recommending appropriate solutions. Responsible for the comprehensive management and continuous development of the Fredericksburg commercial real estate banking market with emphasis on developing commercial real estate clients. The incumbent is responsible for the division’s performance by coaching and leading the commercial real estate relationship managers in a development plan that includes a strong officer calling program, partnering with supporting divisions developing centers of achievement and managing ongoing credit and operational risks.
Essential Functions: Business Unit Management- • Manages the markets commercial real estate business development and customer service activities. • Works within corporate financial goals in regards to proper loan pricing, loan fee income and expense control. • Assists Director of the Commercial Real Estate Division with annual budget preparations and establishing departmental objectives. • Maintains proper credit risk ratings and maintains loan documentation exceptions at an acceptable level. • Monitors individual past-due loans and takes appropriate action to maintain delinquency rate at an acceptable level. • Appropriately identifies and addresses problem credits. Works with Collections/Recovery departments and Special Assets Officer, as necessary. • Monitors and renews lines of credit appropriately and keeps line maturities at an acceptable level. • Monitors the department’s receipt of and reviews required ongoing documentation. • Monitors the department’s loan covenants, as appropriate. • Maintains acceptable department charge-off ratio • Directs the department’s loan document preparation. • Ensures timely loan turnaround on loan approvals and loan closings to exceed market expectations. • Conforms to bank policies and procedures and complies with all banking regulations that affect commercial lending operations.
Market Development- • Leads market in the development and expansion of existing and prospective relationships, considering quantitative goals for loan, deposit, treasury management, fee production, and credit quality. • Coaches team members in relationship growth assessment, strategic portfolio planning, and prospect development. Engages in joint calling efforts to support coaching process and assess skill development. • Manages the loan sales cycle for the commercial team, ensuring timely turnaround for clients. Utilizes individual credit authority to approve loans for new and existing clients. Mentors the commercial staff’s efforts toward risk assessment, structure, and pricing consideration for relationships that exceed individual loan authority. • On an as needed basis, but no less than monthly, conduct a market meeting in order to manage the ongoing relationship building and sales process of StellarOne • Advocates and facilitates joint calling activity with StellarOne partners representing treasury management, trust, investment, credit card, merchant card, and specialized services. • Assists in annual budget planning and establishes and monitors departmental objectives.
Leadership- • Directs, coaches and manages the activities of commercial lending staff to achieve established bank goals • Makes authoritative recommendation regarding selection of new employees, salary increases, promotions, transfers, disciplinary actions, and terminations. Maintains documentation on recommendations and actions taken. • Sets performance standards and monitors performance in conjunction with scorecard objectives for exempt personnel • Monitors performance, gives on-going performance feedback, and conducts effective annual performance appraisals for exempt and nonexempt personnel.
Portfolio Management/Client Service- • Engages in dialogue with client to evaluate loan, deposit, and service requests and uncover underlying financial needs. Requests, assesses and evaluates appropriate data to analyze identified needs. Works to align StellarOne products and services accordingly. Strives to exceed client expectations while nurturing trust and confidence in commercial relationships. • Manages a portfolio that makes up the most substantial and complex commercial real estate loan accounts • With the current loan portfolio assigned and limited future portfolio developed, gathers appropriate information and underwrites loans/letters of credit in compliance with bank policies and industry regulations • Develops strategy to meet client loan needs. Includes risk assessment, analysis and underwriting of request, development of credit request materials, and negotiation with internal credit administration partners. May include oversight of process with assistance from credit analyst. • Executes on approved loan strategy. Negotiates loan commitment with client and directs closing process with administrative assistance. Ensures that perfected security interest in all collateral is attained and all legal documents are properly executed. • Incorporates strategy to meet client deposit and treasury management service needs. Includes analysis of existing services and evaluation of potential opportunities to enhance information, improve cash collection, or create efficiency for client. • Services portfolio to retain credit quality. Monitors client financial condition, financial trend changes, loan performance, and repayment record. Takes appropriate corrective action as necessary. Coordinates ongoing inspection and review of collateral. Evaluates and renews client loan facilities in a timely manner. • Manages portfolio risk. Maintains proper credit risk ratings and manages loan documentation exceptions to an acceptable level. Monitors past-due loans and takes appropriate action to manage delinquency to an acceptable level. Identifies and addresses emerging credit weaknesses and develops plans to manage recovery or exit strategy. • Manages and budgets each individual officer’s goals in the Commercial Incentive Plan. • Represents StellarOne in a positive and professional manner, internally and externally. • Strives for positive working relationships with internal and external clients.
Community Engagement: Participates in civic and community activities to generate visibility, contact, and community engagement for StellarOne.
StellarOne in Action: Supports and practices StellarOne Core Values of Excellence, Partnership and Service and follows StellarOne in Action protocol.
Compliance: Maintains current operating knowledge of all job-relevant legal and regulatory requirements through the successful completion of mandatory compliance and regulatory training and attendance at all mandatory regulatory compliance activities.
Non-Essential Functions: Performs other duties that may be assigned.
Education, Skills and Experience: Required- • Holds a bachelor’s degree in business, finance or related field or equivalent commercial banking experience. • Has attained five years of direct commercial real estate banking experience at an account manager level, with demonstrated commercial services sales experience. • Formal credit Training Preferred • Uses active listening skills and shows respect in communication with others. • Excellent public relations and communication • Maintains analytical and problem solving skills, with enhanced ability in oral and written communication. • Understands standard commercial banking industry policy and procedures, laws, and regulations. • Is proficient in MS Excel. • Excellent organizational skills
ADA Specifications (Work Requirements): The physical demands here are representative of those that must be met by an associate to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform these essential functions. The associate is regularly required to stand, walk, bend, stoop and reach and is frequently required to use hand and finger association to handle for feel objects. The work environment is a typical office setting and does not have any extreme conditions.
This job description may be added to, modified, streamlined and/or changed at any time to meet the organization’s needs.
