Job Description

Real Estate Relationship Manager at City National Bank of Florida summary:

The Real Estate Relationship Manager serves as the primary banking contact for professional real estate developers and investors, originating construction, bridge, and term mortgage loans while managing large-volume portfolios. This role involves developing new business, maintaining existing client relationships, conducting credit analysis, and ensuring compliance with lending policies and risk management. The position requires strong sales, negotiation, and analytical skills to meet individual and team sales goals and support overall bank profitability.

Overview:

The Real Estate Relationship Manager is the primary bank contact for professional real estate developers and investors. Originates construction, bridge and term mortgage loans in the context of servicing large dollar volume relationships. Participates in related business development activities; including the generation of deposits, non-interest, income and the cross-selling of bank products. Involved in the credit process including Credit Underwriting, Portfolio Management and Review, Risk/Credit Grading and Risk Identification and management. Portfolio management will include servicing covenant compliance, collateral monitoring.

Principal Duties & Responsibilities:

• Consistently meets and exceeds individual and/or team sales goals, including but not limited to deposit, loans and other, as applicable.

• Independently expands existing relationships and solicits new business through client referrals and cold calling efforts to meet or exceed the Bank’s strategic goals.

• Independently analyzes credit checks worthiness, and conducts preliminarily financial statement analysis against bank risk standards and applicable product requirement to preliminarily determine potential credit worthiness.

• Requires significant marketing presentation, sales and relationship building skills.

• Responsible for reaching and surpassing individual goals for new client acquisition, new loans, incremental deposits, incremental treasury management revenues and referrals to other of CNB’s Lines of Business

• Calls on potential or existing clients to develop new business or retain and expand existing business.

• Meets with applicants to develop a complete package of information on both the real estate which will serve as collateral and the financial condition of the borrower(s) and/or guarantor(s).

• Uses outside contacts and resources in researching the credit history of the borrower(s)/guarantor(s).

• Uses outside contacts and resources in researching the market for and value of the real estate collateral.

• Conducts independent analysis, ensures full compliance with loan terms.

• Promptly identifies potential issues and alerts management of any problems in the portfolio.

• If the loan is an acceptable risk for the bank, negotiates the terms of the loan with the client based on the risk in the loan, current conditions in the financial markets, overall profitability of the loan and the current internal goals of the bank.

• Develops a complete loan committee presentation, using the banks credit department or Real Estate Underwriter.

• Proficient in the utilization of client management systems and has a well-defined sales process, including call preparation, follow up, relationship planning, time management and prospecting.

• Maintains a high level of calling and prospecting activity.

• 5-7 years of prior commercial real estate banking experience with thorough knowledge of conventional loan requirements and real estate law; capable of handling the most complex loans.
• Proven track record in sales ability/aptitude and business development.
• Fully developed understanding of lending and credit approval process as well as bank policies and external regulations.
• Knowledge of sales principles.
• Detailed knowledge of credit analysis practice and procedure.
• Strong analysis, judgment and communication (oral and written) skills.
• Should possess excellent negotiation and problem solving skills.
• Ability to present loan commitments to executive management.
• Must possess a high level of analytical skills.
• Must possess strong, well developed interpersonal skills.
• Ability to be assertive and decisive in arriving at sound business decisions which serve the best interest of the client.
• Motivation and initiative are essential to this position.
• Results-oriented, flexible, and demonstrated ability to prioritize work assignments.

• Bachelor's Degree in Business, Real Estate or related field.

• Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities.
• Please view Equal Employment Opportunity Posters provided by OFCCP here.
• The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor's legal duty to furnish information. 41 CFR 60-1.35(c)
• Reasonable accommodation may be made to assist individuals with disabilities to complete the online application process. Please contact our Human Resources Department at 305-577-7680 or by e-mail at employment@citynational.com.

Keywords:

real estate lending, commercial loans, credit analysis, portfolio management, business development, mortgage loans, risk management, client relationship, loan underwriting, sales and negotiation

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