Director, Relationship Management

Ascent Developer Solutions•Los Angeles, CA

2d•$210,000 - $225,000•Hybrid

About The Position

The Director, Relationship Management (“DRM”), leads Ascent Developer Solutions' Relationship Management function and is responsible for the overall performance, strategy, and execution of said function and team throughout the loan lifecycle. This role provides leadership to the Relationship Management team while serving as the division's subject matter expert on the types of transactions that Ascent funds including: bridge, renovation and construction loans across multiple asset classes and business lines. The Director is recognized as a trusted leader who builds organizational capability in a high growth, fast paced environment. The DRM is expected to possess expert-level mastery of all Relationship Manager responsibilities and provide strategic oversight of the team and their responsibilities including loan assessment and structuring, analyzation of Borrower approval documentation, pipeline management, inter-departmental collaboration, among other items. Working closely with Loan Officers, Credit, Underwriting, Construction Risk, Operations, Valuations, Servicing, Legal, and Executive Leadership, this role ensures consistent execution, exceptional borrower service and scalable operational excellence.

Requirements

10+ years of experience in commercial real estate lending including: SFR, multi-residential and homebuilder / bridge, renovation and construction loans.
5+ years of leadership experience managing client-facing lending, relationship management, or operations teams.
Strong understanding of construction lending, bridge lending, underwriting, loan structuring, closing, servicing, and portfolio management.
Proven ability to lead cross-functional teams while influencing outcomes across Sales, Credit, Operations, Construction, and Executive Leadership.
Experience managing and scaling efficient operational workflows, service-level agreements, KPIs, and continuous process improvement initiatives in a fast paced, high growth and deadline-oriented environment
Demonstrated ability to develop high-performing teams through coaching, mentoring, goal setting, performance management and individual development plans
Strong analytical skills with experience using reporting and metrics to drive business decisions.
Excellent communication, executive presence, and relationship-building skills with the ability to manage sophisticated Borrowers and internal stakeholders.
Flexible, agile and resourceful, ability to create the new & different and manage change effectively.
Proficiency in Microsoft Excel, MS Office, CRM platforms, and other business applications.
Bachelor's degree preferred or equivalent professional experience.

Nice To Haves

California Real Estate License (or ability to obtain) preferred.

Responsibilities

Lead, mentor, develop, and evaluate a high-performing team of Relationship Managers while fostering a culture of accountability, collaboration, sound judgment, and continuous improvement.
Establish departmental goals, KPIs, service standards, and best practices that drive Borrower satisfaction, loan execution and operational efficiency.
Recruit, onboard, train, and develop Relationship Management talent, ensuring each team member builds the technical expertise required to assess Borrowers, structure loans across multiple asset classes and business lines and communicate effectively with sophisticated Borrowers.
Allocate resources, balance workloads, and oversee team performance to ensure consistent execution across the Borrower portfolio and loan pipeline. Use analytical reporting and analysis to inform decisions regarding staffing, workload allocation and workflow improvements. Standardize Borrower approval, onboarding, transaction review and pipeline management workflows across the Relationship Management function.
Establish clear ownership, escalation paths, and communication standards for transaction, Borrower, and portfolio issues requiring cross-functional resolution.
Identify process, automation, and technology enhancements that improve speed, accuracy, visibility, and scalability while reducing errors and rework.
Develop and maintain department-wide policies, procedures, controls, and training standards that promote consistent execution and compliance with company requirements.
Act as the executive representative and change agent for the Relationship Management function to influence initiatives that improve Borrower experience, operational performance and loan execution.
Serve as the functional leader of the Relationship Management team and ensure Relationship Managers consistently: Serve as the primary relationship owner and cultivator for an assigned portfolio of existing Borrowers, building trusted long-term partnerships that drive exceptional client satisfaction, repeat business, and increased wallet share across Ascent's lending platform.
Analyze and structure Multi-Family, Single Family, Homebuilder, Build-to-Rent and Manufactured Housing bridge, renovation and construction loan opportunities by reviewing project budgets and proformas and creating DSCR and other models as necessary. Determine pricing and run profitability and revenue models. Assess overall project feasibility while proactively identifying and communicating mitigants for credit, construction, and execution risks. Write conditions and covenants as part of overall loan structures.
As part of reviewing loan opportunities, evaluate Borrower financial statements, organizational structures, capital stacks, equity partners, track record, SREOs, and overall operational capability of the Borrower to determine Borrower qualifications, financial strength and ability to successfully execute the proposed project.
Conduct an initial review of appraisal reports to evaluate collateral value, identify valuation concerns or inconsistencies, and confirm the appraisal supports the proposed loan structure.
Collaborate with Loan Officers to prepare and present loan opportunities to internal and external approval authorities
Lead first time Borrower approval processes by managing Borrower expectations, coordinating with internal teams, and ensuring a seamless operational execution from receipt of initial Borrower needs lists through closing. Review, prepare and package borrower approval documentation, prior to sending to Lending Team and Credit for review and approval.
Have a strong command and comprehensive understanding of the loan pipeline and collaborate with other departments to identify and resolve issues to improve loan execution and speed to closing.
Manage loan portfolio for assigned Borrowers by monitoring covenant compliance and partnering with internal departments to develop solutions for issues related to exposure limits, interest reserves, post-closing conditions, annual renewals, and servicing activities. Clearly communicate outcomes, expectations, and next steps to Borrowers while ensuring timely issue resolution and ongoing portfolio performance.
Perform other duties as assigned by Sales and/or Credit leadership.