CRE Relationship Manager - TN

The CRE Relationship Manager assumes the overall responsibility, development and management of their borrowing and non-borrowing portfolio and underwrites, originates and effectively manages a portfolio of loans generally secured by commercial real estate collateral. Provides advice and guidance on policies and manages larger and more complex loan relationships as well as more complex lending structures. Participates in the development of new business by acquiring, retaining and expanding client relationships and may assist other lenders with underwriting of commercial real estate loans.
 
Position Accountabilities

• Responsible for growing a high-quality portfolio of real estate loans and associated deposits within designated market area
• Develop and maintain a quality loan portfolio
• Maximize bank profitability through appropriate pricing of new loan originations, fee income, and cross selling of all bank products & services, including deposits and Treasury Services products
• Pre-screen potential new loans with credit officer to determine appropriate structure
• Prepare loan approval packages for approval and facilitate through process
• Monitor loan portfolio and maintain updated financial information
• Manage the bank's complex commercial real estate loan relationships
• Responsible for making business development calls and contributing to overall Bank objectives of quality new loan and deposit growth
• Sell and cross-sell deposits and other bank products such as Treasury services in a profitable manner
• Make recommendations to management on procedural improvements
• Assist other Relationship Managers as needed with customer requests and serves as a source for real estate lending knowledge
• Assist in mentoring teammates, to include credit analysis, financial spread sheet preparation and underwriting
• Maintain pipeline of existing relationships and new prospects
• Ensure that own work is in compliance with applicable policies, procedures, laws, regulations and guidelines
• Participate in community and business functions/groups to ensure a positive image for the bank within the region's marketplace. Establishes referral contacts and Centers of Influence (COI) within the community
• Regularly corresponds with Senior Credit Officer(s); Loan Review Department; attorneys, loan support and loan processing areas
• Seek out largest and most complex CRE customers

 
Position Qualifications
Education & Experience
 

• Bachelor's degree in Business, Economics, or finance preferred or equivalent banking experience
• Minimum 10 years of commercial real estate banking experience in the Middle TN market and a proven track record of generating deposit and fee income

 
Knowledge & Skills

• Very strong credit skills are required
• Ability to manage large and complex relationships and more complex lending structures
• Proficient in analyzing commercial real estate credit applications
• Advanced knowledge of typical CRE collateral documentation - title insurance, deeds of trust, assignment of rents & leases, hazard insurance, flood insurance, UCC filings, etc.
• Thorough knowledge of financial and credit aspects of commercial real estate lending such as credit analysis, global cash flow analysis and Debt Service Coverage
• Comprehensive knowledge of commercial appraisal and loan underwriting methodologies
• Possess high level interpersonal, verbal and written communication skills
• Ability to plan and implement a targeted marketing and sales program to attract new customers and improve quality of existing customer relationships