Relationship Director, Structured Real Estate

Key Responsibilities

• The Senior RM will need proven experience negotiating complex facilities and structures, which may include working with other lenders on joint ventures, and will act as a technical reference point for other RMs and Assistant RMs on structuring and credit matters. Work in collaboration with the Portfolio Management providing ongoing customer support throughout the life of the loan.
• Responsible for developing relationships with customers and brokers seeking finance for large or complex lending opportunities, with sourcing, origination and relationship management remaining the primary objective of the role.
• The Senior RM is expected to bring a higher order of technical credit capability than the standard RM population: expertly structuring financial proposals in line with bank risk appetite, demonstrating detailed analysis of key risks (including rental and market sensitivities, covenant performance, and exit strategy viability) and structuring an appropriate security package to protect the bank from downside risk. They will present well-evidenced credit papers to senior stakeholders that clearly articulate why the bank is, or is not, comfortable with a proposal, and will own the customer journey from application through to completion whilst providing a high level of quality service throughout.
• Work closely with the ‘sales’ and distribution teams to support sourcing opportunities to work with professional real estate investors. This will include both intermediary sourced clients as well as new to bank direct client opportunities.
• Demonstrable expertise in structuring credit proposals for complex Real Estate transactions, including detailed rental/market sensitivity analysis, covenant and security package structuring, and articulating a clear, well-evidenced credit rationale to senior stakeholders and second line Risk
• Expertise and deep understanding of complex corporate lending structures for Professional Real Estate Investors, (i.e. REIT’s, Trust Structures, Offshore vehicles).
• Experience in preparing and presenting good quality credit proposals to senior stakeholders
• An excellent understanding of mortgages and the financial services market
• Must have experience in a client facing role
• Seasoned experience in dealing with customers and introducers and providing them with high levels of customer service