Senior Relationship Manager - CMHC Commercial
About The Position
This position is primarily accountable for the development and administration of a large, complex full service CMHC commercial loan and deposit portfolio including the competent management of that portfolio. Emphasis will be placed on, Portfolio Management, Loan Administration and Underwriting, Coaching and Business Development, Growth and Center of Influence Management. Working closely with the Managing Director CMHC Commercial, the individual will implement a proactive approach to sales and business development by cultivating a strong working relationship with the Controllers, CFO's, CEO and owners of Alberta based corporations in the CMHC Multi-Family market segment. The individual will build centers of influence with Commercial Mortgage Brokers, Syndication Partners, Industry Experts and members of the professional community. This position is accountable for the analysis and approval and or recommendation of complex commercial credit applications generally over $5MM, loan syndications and large deposit proposals. The individual will be directly accountable for management of a portfolio of high value, large connections within the unit. Working with the Business Solutions team, this position will be accountable to source and manage large stable and institutional deposit relationships.
Requirements
- Bachelor's degree in a business discipline or sufficient experience in lieu of education.
- Minimum of five years of progressive experience in CMHC Commercial and Business lending and Business Development
- Demonstrated ability in all facets of structure, negotiation, and sales of Commercial and Business Banking products. Essential sales skills include business development and deposit/loan origination, product cross selling and referral generation, and exceptional member service.
- Demonstrated ability in all facets of Commercial Credit underwriting and Risk Management. Essential knowledge and skills include strong analytical abilities and a sound knowledge of portfolio management.
- Experience developing relationships with internal partners, members, potential members, centers of influence, and industry experts and partners.
Responsibilities
- Provide proactive relationship management and advice to a large and complex portfolio of high value and sophisticated borrowing and non-borrowing members.
- Understand and evaluate complex financial statements of companies generating over $10MM in annual revenues and recommend tailored credit solutions based on that analysis. Lending solutions may include large operating loans, syndicated facilities and complex cash flow-based lending structures and may involve collaboration with lending partners including subordinated and mezzanine debt providers.
- Work closely with business solutions to provide expert cash management solutions to commercial members with over 20 employees. Provide tailored solutions to complex business where standard products do not meet the unique needs of the business.
- Understand and evaluate CMHC Multi-family opportunities with borrowing requirements generally in excess of $5MM.
- Understand the value of member site visits and doing business at the member's place of business.
- Connect and collaborate with internal partners as subject matter experts in large loan pricing, credit structuring and risk management.
- Develop and maintain a close working relationship with Commercial Credit Department to encourage collaboration and an appropriate balance between commercial loan growth and Risk Management.
- Develop and maintain a close working relationship with Treasury Department to encourage collaboration and an appropriate balance between risk and return.
- Ensure review of CMHC credits are completed as required by established lending guidelines.
- Ensure vigorous pursuit to collect problem CMHC loans.
- Understand policy and procedures to support complex applications and relationships.
- Generate organic loan growth, deposit growth, fee income, and product referrals by providing proactive advice to our Commercial Members that offers tailored solutions to meet their financial needs.
- Originate new high value loan and deposit relationships that align with Servus Credit Union’s risk tolerances and profitability hurdles along with the Managing Director Commercial Services. The focus will be on new full service relationships wherever possible.
- Develop and maintain a network of Centers of Influence including Commercial Mortgage Brokers, Industry Experts, Members of the professional community, and Syndication Partners.
- Maintain a high profile and professional image in business and social communities.
- Provide coaching and direction to team members relating to credit underwriting, member negotiation, pricing, and evaluation of large loan requests.
- Foster a positive/supportive team relationship with Core Business Banking and Small Business Advisors.
- Mentor and coach Credit Analysts and trainees while being a role model for Commercial and Business Banking employees.
Benefits
- Competitive compensation including performance-based incentive pay and profit share
- Training & Development Opportunities
- Career Advancement Potential
- Flexible work options
- Meaningful work towards individual and corporate goals
- Opportunities to get involved and give back through an employee volunteer program
- Profit sharing
- Voting for the board of directors
- Financial services
- Health and wellness
- Vacation
- Retirement savings programs
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What This Job Offers
Job Type
Full-time
Career Level
Senior
