Senior Commercial Real Estate Relationship Manager

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Job description

What You Should Know About Us

• Bank Leumi is a relationship-driven boutique bank focused on Commercial & Private Banking with global ties.
• We are driven by the success of our clients and value personal initiative, original thinking and recognize outstanding performance.
• 93% of employees say we're a Great Place to Work
  

Why You Should Consider Applying To This Opportunity

• You're excited to build relationships with Commercial Real Estate Clients in the greater LA area
• You want to work on a small team where you get autonomy to build relationships and have end to end ownership
• You want flexibility on how your day is structured
  

Overview

The Senior Relationship Manager's ("RM") main responsibility is business development in line with Leumi credit quality standards, both in respect to existing relationships as well as new relationships. RMs are the primary owners and key contact persons for each relationship in their portfolio, and they act as a point person for the coordination of all customer interactions with the Bank.

Reports To

• Group Head (Commercial Real Estate)
  

Key Responsibilities

• Overall accountability for driving the profitability, quality and growth of portfolio
• Business development and the acquisition of new clients
• Develops sales plans, builds referral sources and centers of influence and manages their individual pipeline of business development
• Management and growth of existing customers through increasing the use of lending products and cross-sales of non-lending products and service such as cash management, FX, Trade Finance, Interest Rates Swaps to existing customers
• Develops plans for each relationship in partnership with Treasury Solution Sales, Risk, and Private Banking where appropriate
• Overall structure of each transaction based on customer/prospect lending needs to deliver an exceptional client experience
• Negotiates terms (collateral, covenants, pricing and other components) of lending agreements with customer/prospect at the initiation of the process
• Signs off on the credit presentations, asserting that the business description and terms are reflected correctly, including underwriting
• Communicates the business terms of all deals to the customer/prospect once terms are approved
• Bears overall responsibility for the loan closing process, ensuring legal documents reflect all terms as agreed to by customer/prospect and approved by the bank, in addition to making sure required documents and signatures are in place for loan closing
• The RM directs the interactions of Credit Team, Associate Relationship Manager("ARM") and various Service & Delivery team members
• Accountable for the profitability of each relationship and growing the revenue streams
• Overall responsibility for KYC of his/her customers
• Responsible for customer retention and satisfaction - ensures customer is treated appropriately and resolves any issues customer may have directly or by assigning the solution to a team member
• Supported by either Relationship Associates or service delivery branch personnel for routine customer account servicing needs
• Works collaboratively with the credit team to identify and resolve credit issues and covenant non-compliance
  

Qualifications

• 5 - 10 years of commercial banking experience in the Middle Market Sector, specific to Commercial Real Estate
• Construction Lending Experience a plus
• Proven track record of prospecting new business and enhancing existing relationships
• Must have ability to critically review, analyze and structure commercial loans, cross sell bank products, and attract new business
• The Relationship Manager for consideration must be credit trained
  

What Success Looks Like For Someone In This Role

3 months: Develop a top prospect list and have it up to date with salesforce.

6 months: Understand our credit policy and know your portfolio of clients.

12 months: Should have 3 opportunities in package stage (getting financial statements, inventory listing) and 1 deal in underwriting.

Why Us

Our spirit is entrepreneurial. Personal initiative is valued. Original thinking is encouraged. Outstanding performance is recognized. Walk through our doors and you'll see why.

We hire people who want to be catalysts for today's solutions and tomorrow's successes.

We know our employees are our greatest asset. We're committed to helping you invest in yourself - both financially and developmentally. We want our employees to embrace their personal passions.

We work hard but always leave time to unwind and connect. Our employees are doing great things and enjoy spending time together in the office and out. We encourage our people to bring their whole selves to work, embrace individuality and promote diversity of thought.

Company Values

• Passion: We are driven by the positive impact we can have on our clients, colleagues and partners, and go above and beyond to achieve it.
• Accountability: We are dependable, we get things done! We take ownership of our actions and our results. We acknowledge our mistakes and take action to grow from them.
• Care: We care deeply about people and build long-term high trust relationships. We are respectful and empathetic of differences.
• Excellence: We challenge the way things are done and take action. We align our efforts and actions with the priorities of the bank.
• Integrity: We adhere to the highest standards of honesty, morality and ethics, and speak up if we feel these are breached. We champion our values and lead by example. We are transparent with our intentions and communicate openly.