Position Summary
We are looking for a Relationship Manager who thrives in a fast-paced, entrepreneurial growth environment. This individual is responsible for assisting the sales team in developing and maintaining a quality network of business relationships that serve as a source of referrals for new commercial mortgage lending opportunities. The RM will be responsible for determining if assigned prospects are a good fit for available loan programs. This individual will work with their assigned sales team members to enter prospective loans into the loan origination system and manage the collection of borrower documentation for processing. The RM will also work with the loan processing team to manage the file through closing and relay loan changes or questions to the sales team and/or borrower. This person is also responsible for building wallet share within their assigned book of business, including new opportunity identification, extensions, and refinances. As a customer facing person, this individual must provide our borrowers with exceptional customer service and transparency into the process.
Responsibilities
- Maintain client referral relationships with builders, developers, realtors, brokers, appraisers, title agents, as well as professional and personal contacts
- Prospect lending opportunities and report information to assigned sales team members
- Ensure timely follow up on new leads generated by referrals and marketing programs
- Collect and report on prospect and lead conversion data in CRM and/or reports
- Interview potential borrowers to determine their product requirements and program qualifications
- Assist in completing loan applications and collecting borrower documentation to issue term sheet and move to processing
- Work with sales team to structure loans to address customer requirements within lending guidelines
- Ensure required information and documentation is submitted to the loan processing department and properly recorded in the loan operating system upon acceptance
- Order and verify third party services (e.g., credit, flood, appraisals, environmental reports, zoning reports), as required
- Collect and verify documentation related to borrower, asset, entity, and construction
- Communicate with external parties to the loan including but not limited to borrower, realtor, title, closing agent, and appraisal management company
- Maintain thorough knowledge of the loan origination system and proactively identify and implement work flow improvements within the system
- Maintain a professional image and standards consistent with the company
- Evaluate processes and procedures for efficiency opportunities and implement process improvements
- Ad hoc projects, as assigned
Qualifications
- Dedication to providing customers with an exceptional experience with the organization and its products at every touch point
- Strong sales skills including effective prospecting, customer needs assessment, solution development, and ongoing relationship management
- Strong communication and interpersonal skills with external and internal stakeholders
- Analytically minded with an ability to read, interpret and draw accurate conclusions from financial statements, appraisals, reports, and other sources
- Ability to exercise good judgment in assessing and effectively managing risks associated with business objectives and activities
- Deep knowledge of mortgage products and the origination process
- Pipeline management experience required
- Strong working knowledge of MS office and SharePoint
- Knowledge of Encompass and/or Salesforce a plus
- Knowledge of loan structuring a plus
- Demonstrated ability to maintain confidentiality and use discretion in daily activities
- Ability to meet production goals in a fast-paced environment with tight deadlines and constant interruptions; Ability to flexibly adjust priorities in a changing environment
- Self-motivated team player with a strong work ethic and high level of personal accountability
- Positive personality with a high level of integrity
Education & Experience
- 2+ years of sales, relationship management, and/or mortgage loan processing experience required
- Mortgage sales or relationship management experience preferred; commercial mortgage sales experience a plus
- Bachelor’s degree from an accredited college/university preferred
