Lending Relationship Manager, National HOA

JOB SUMMARY: The National HOA lending relationship manager is primarily responsible for generating and maintaining portfolios of HOA & Commercial loans, as well as providing client service, cross-sales and retention of inherited and acquired bank relationships.

ESSENTIAL DUTIES AND RESPONSIBILITIES

• Originates, services and grows a portfolio of commercial banking (credit and non-credit) relationships. Meets and exceeds stated individual goals via the full adoption of the commercial banking structured sales process including: direct origination efforts, managing a prospect portfolio, owning key, segment relevant centers of influence, participation in relevant business networking organizations, and nurturing internal relationships with, for example, business banking and corporate banking.
• Develops intimate knowledge of local $15-$100-million-dollar operating companies in A and B designated industries and maintains an active cadence of calling into pre-identified and researched "top 100" in market targets, regularly adding new names to this list through active prospect research and calling.
• Manages a portfolio of inherited and originated credit and depository relationships, with a focus on: a) exceptional client service, and b) proactive portfolio management / credit quality through the Structured Credit Process.
• Demonstrates proficiency in the credit process, with a focus on the identification and screening of viable credit opportunities with full package submissions to the Credit Center (smaller credit opportunities) and well written, thorough pre-screen memorandums submitted via the OnePATHE process for custom channel (larger credits) deal submissions.
• Delivers credit and non-credit product proposals, prepares for same with pre-call planning and joint calling techniques, takes a needs-dialogue approach to delivering client solutions, demonstrates independent ability to overcome objections & problem solve, and convert incremental business opportunities to BankUnited.
• Works closely with Credit partners, Portfolio Managers, and Portfolio Administrators to ensure proactive management of the credit portfolio. Focus on renewals well prior to any maturity, timely annual review completion, early problem identification, loans with deteriorating credit trends are identified and escalated expeditiously to management and credit administration.
• Possesses proficient knowledge of BankUnited credit policy, as well as credit and non-credit products the organization offers to prospective and existing clients.
• Achieves client and prospective client calling objectives.
• Utilizes Bank contact management and sales tracking systems to retain prospective client names and records, as well as standard bank templates (such as term sheet template).
• Attends and actively participates in regularly scheduled division meetings and on-going training.
• Collaborates with internal business partners to ensure full "cross-sale" penetration of client relationship.
• Works in corroboration with teammates and Bank partners to escalate their level of performance within the organization.
• Must be able to drive new business in order to meet annual lending goal established by management
• Must ensure all loans presented for underwriting and approval meet the guidelines established by the bank and include any mitigants if needed
• Manages a pipeline of new prospects and loan requests in salesforce and any other mechanism required by manager
• Completes up front due diligence and site visits as required
• Works with portfolio administrator and deposit support team to ensure all accounts and loans are up to date and in compliance.
• Adheres to and complies with applicable, federal and state laws, regulations and guidance, including those related to anti-money laundering (i.e. Bank Secrecy Act, US PATRIOT Act, etc.).
• Adheres to Bank policies and procedures and completes required training.
• Identifies and reports suspicious activity.

QUALIFICATIONS

Education

• Bachelor's Degree or equivalent combination of education and experience required

Experience

• 4-6 Years Commercial and/or HOA Banking experience required

Knowledge, Skills, and Abilities

• Must demonstrate consistent above-average sales skills and results relative to goals and expert level knowledge and implementation of sound credit risk/portfolio management skills.

Additional Information

• Candidates residing in locations within BankUnited's footprint may be given preference.