Senior Relationship Manager- Affordable Housing Lending

M&T Bank•New York, NY

About The Position

Overview: In support of the Bank’s Affordable Housing vertical within the Commercial Real Estate Segment of the Commercial Bank, originate affordable housing balance sheet capital transactions with both existing and new clients. Responsible for marketing, outreach, and coordination of the delivery of affordable housing financing and various banking products and services to existing and prospective clients. Primary Responsibilities: Own all aspects of executing balance sheet products. Originate affordable housing balance sheet capital transactions with both existing and new clients. Negotiate, secure and structure transactions to ensure that the projects are in line with the risk appetite of the Bank. Cross-sell all aspects of financial solutions and bank products to clients. Work with a team to obtain and analyze due diligence items including Sponsor financials, project budgets and proformas. Coordinate underwriting and closing process with client, internal partners, counsel, etc. with a focus on client experience. Partner effectively with Credit Officers, UW Teams, PMs in connection with credit decisioning, risk mitigation, and closing. Maintain relationships with high profile clients and prospects, organizations and agencies involved in the affordable housing industry. Ensure that products and services are delivered in a quality manner and in accordance with the Bank’s goal of a high level of customer service. Work to ensure M&T CRA needs are prioritized. Act as a trusted advisor to both current clients and future customers. Actively participate in Industry conferences, meetings and serve on affordable housing-related boards and committees to represent the Bank. Understand and adhere to the Company’s risk and regulatory standards, policies, and controls in accordance with the Company’s Risk Appetite. Identify risk-related issues needing escalation to management. Maintain M&T internal control standards, including timely implementation of internal and external audit points together with any issues raised by external regulators as applicable. Complete other related duties as assigned. Scope of Responsibilities: The Affordable Housing vertical is an integral component of the Bank’s larger affordable housing platform that brings together equity/investment capabilities - balance sheet, equity/investment, and permanent loan products to the Bank’s affordable clients. Incumbent will provide a dedicated source of balance sheet capital and specialized Affordable Housing expertise to the Bank’s existing and future affordable housing clients (includes national and local for-profit, and non-profit affordable housing owner-operators and developers, housing authorities and other providers seeking to build, acquire and preserve affordable housing across the Bank’s footprint). Incumbent will possess a strong initiative and can work independently and proven experience to drive complex balance sheet debt executions for affordable housing clients. Managerial/Supervisory Responsibilities: N/A

Requirements

Bachelor's Degree in Finance, Real Estate or a related field and minimum of 7 years of relevant work experience in affordable housing lending and investment industry, and/ or commercial real estate lending with demonstrated credit acumen or in lieu of a degree, a combined minimum of 11 years higher education and/or work experience in affordable housing lending and investment industry, and/ or commercial real estate lending with demonstrated credit acumen.
Proven experience in balance sheet lending and broad understanding of Low-Income Housing Tax Credit (LIHTC) investments, tax exempt bond financing and other government loan programs for housing development and other non-traditional investment products and programs.
Experience implementing creative selling and innovative problem-solving techniques.
Proven ability to drive a business development effort individually and as a part of a team.
Proven ability to work with a wide range of clients, including for-profit and non-profit developers and housing authorities of all sizes and varying levels of sophistication.
Demonstrated proficiency in executing a disciplined sales process.
Strong knowledge of financial markets.
Strong verbal and written communication skills.
Ability to travel as needed within assigned markets.

Responsibilities

Own all aspects of executing balance sheet products.
Originate affordable housing balance sheet capital transactions with both existing and new clients.
Negotiate, secure and structure transactions to ensure that the projects are in line with the risk appetite of the Bank.
Cross-sell all aspects of financial solutions and bank products to clients.
Work with a team to obtain and analyze due diligence items including Sponsor financials, project budgets and proformas.
Coordinate underwriting and closing process with client, internal partners, counsel, etc. with a focus on client experience.
Partner effectively with Credit Officers, UW Teams, PMs in connection with credit decisioning, risk mitigation, and closing.
Maintain relationships with high profile clients and prospects, organizations and agencies involved in the affordable housing industry.
Ensure that products and services are delivered in a quality manner and in accordance with the Bank’s goal of a high level of customer service.
Work to ensure M&T CRA needs are prioritized.
Act as a trusted advisor to both current clients and future customers.
Actively participate in Industry conferences, meetings and serve on affordable housing-related boards and committees to represent the Bank.
Understand and adhere to the Company’s risk and regulatory standards, policies, and controls in accordance with the Company’s Risk Appetite.
Identify risk-related issues needing escalation to management.
Maintain M&T internal control standards, including timely implementation of internal and external audit points together with any issues raised by external regulators as applicable.
Complete other related duties as assigned.