Senior Manager, Business Development; Real Estate

Position: Senior Manager, Business Development (Real Estate)
Founded in Montreal in 1846, Laurentian Bank is committed to serving its customers and fostering deep relationships with specialized groups. Laurentian Bank runs operations across Canada – primarily in Québec and Ontario – as well as in the United States and competes where it sees market opportunity and has an edge, while harnessing the power of partnerships and collaboration.

This role sits within Laurentian Bank.

The incumbent is responsible for managing a group of real estate clients, developing a diversified portfolio of mortgage loans valued at $15-million and larger, including term loans, construction loans, repositioning loans and lines of credit for real estate. The successful candidate is also expected to maintain excellent business relationships, risk management and portfolio administration.

Responsibilities

Develop and maintain a profitable commercial real estate loan portfolio through service to commercial real estate developers, investors and users.

Develop new loan applications by soliciting both existing and potential clients, including real estate investors, users and intermediaries such as real estate agents and mortgage brokers;

Review new loan applications to determine their acceptability as investments for the Bank, negotiate loan terms and conditions that meet client needs, and provide a secure and profitable investment for the Bank;

Gather required information in support of the preparation of comprehensive loan applications for presentation to the appropriate internal approval authorities;

Upon approval of a loan application, prepare a letter of commitment for acceptance by the client, consult the Bank's Legal department regarding the preparation of security documents, ensure that all financing conditions are met as required, and authorize the advance of funds by the loan administrator in accordance with the credit authorization;

Examine loans soon due for re-evaluation and potential renewal so as to determine if they still represent profitable investments for the Bank, prepare the renewal application and submit it for approval, and negotiate repayment or revised terms and conditions for loans deemed unacceptable;

Periodically review existing loans to ensure the continued security and profitability of the portfolio, and submit them for authorization, if applicable;

Regularly inspect the real estate securing loan portfolios both existing and under construction to ascertain the quality of the security;

Ensure that assigned loan accounts operate as authorized, and take all measures necessary to correct default payments or, in the case of non-performing loans, to enforce the security documentation to ensure loan repayment;

Handle client inquiries, changes to loan terms and conditions, and other account management situations that are not solely administrative in nature;

Other duties delegated by the Management Team as required.

Qualifications

University degree or higher, preferably in Finance, Business Administration,

B. Commerce in Commercial Real Estate

Minimum of 5 years experience as an Account Manager in commercial real estate financing or equivalent with an established financial institution

Strong communication skills within a negotiating context to be able to conclude complex transactions

Good knowledge of Windows, Outlook, Word and Excel.

Ability to establish relationships:
Accurately predicts possibilities; is intellectually curious; is receptive to new ideas focused on solutions; is not afraid to go off the beaten track

Analytical thinking:
Seeks relevant information. Establishes links between situations and questions the underlying causes of problems

Customer focus:
Considers customer satisfaction to be a priority, both for themself and their team.

Helps to develop and implement strategies, according to evolving client needs.

Pays attention to market requirements and adapts the service offer accordingly. Assesses customer satisfaction and encourages process improvement among the members of his/her team in order to provide excellent service

Positive energy:
Projects a dynamic and energetic image. Is able to take on an extensive workload

Keen sense of organization, planning and…