Description

Summary:

Relationship Manager III for CSG - Corporate Mortgage Finance, will be an integral component to the building out of the Corporate Mortgage Finance Group vertical for Huntington Bank and will serve as a point person in determining the customer’s needs, meeting them through the seamless delivery of the bank's products, services and associated resources. 

You will personally originate, service and maintain an assigned Commercial Loan Portfolio within the Corporate Mortgage Finance Group; work collaboratively with the group’s RM Team Lead, other Banker/RMs, Portfolio Managers and other internal colleagues to support current and prospective client relationship growth.

The Senior Relationship Manager requires a proven track record of success in industry relevant commercial business development and cross-bank relationship building, strong client relationship risk management experience with deep and specific knowledge of the industry and sub-sectors assigned to be covered for the group; proven negotiation and communication skills, strong evidence of collaboration, and the ability to thrive in a fast-paced environment, managing a portfolio of clients while generating new business.

This position reports to the RM Team Lead, or another senior leader determined by the Head of the group.  Note: This position is open to remote work.

In this role, as a Relationship Manager III, you will be performing the following responsibilities:

• Deliver on team and personal growth strategies to attract and retain an increasing number of clients for Corporate Mortgage Finance and across the bank.
• Execute upon senior management approved team strategy to meet assigned goals, mitigate and maintain risk oversight of the assigned credit relationships; operate at a level of proficiency to become a critical member of the CMF group. 

• Ensure all team members, relationships and transactions in your assigned portfolio are in strategic alignment with the risk profile and credit policies of the Bank, including all front-end guidance and senior management directives.
• Initiate and deepen client relationships by leveraging capabilities in other areas of the bank (e.g., CSG, commercial banking, capital markets), thereby gaining market share and developing new areas of opportunity across the bank’s footprint.

• Monitor and provide needed analysis, action plans and successful implementation of new and existing credit portfolio to identify trends and opportunities, including but not limited to:
  • Sourcing additional cross-sell and relationship deepening opportunities
  • Stress Testing/Forecasting/Concentration Analysis
  • Macroeconomic and industry evaluations
  • Conduct portfolio reviews with RM Tead Lead and portfolio management
  • Manage special projects as assigned in coordination with management
  • Maintain up-to-date knowledge of market/industry trends and keep management fully informed on all key factors of the bank, the portfolio, client relationships, market trends and the competitive environment.

Credit Performance: Responsible for maintaining acceptable levels of credit quality of an assigned portfolio consistent with the Bank and CMFG credit policies, procedures, and guidelines. The RM III will ensure the following:

• Satisfactory loan review, audit and OCC review results of all assigned credit relationships.
• Immediate and concise communication of actual or potential counter-party performance, compliance or facility level credit or operational problems.
• Effective oversight and active surveillance of assigned facilities, potential or identified deteriorating credit risk profile situations, and actively remain engaged in working through any problem accounts, along with other internal and external parties at management’s direction.
• Non-credit risk management and mitigation, including effective and proper collaboration with other internal team members involved with each specific client relationship
• Ensure the accurate Risk Grading accuracy of assigned portfolio and provide timely recommendations of potential re-grades when appropriate.

In this role, as a Relationship Manager III, you will be performing the following duties and responsibilities:

• Build relationships and deliver new business development results in the CMFG space, with specific emphasis on Mortgage Servicing Assets(“MSAs), to include MSR financing, Servicing Advance Facilities, Early Buyout lines and related collateral and financing structures).
• Originate and participate in the structure, underwrite, the closing processes for direct lend bilateral and/or syndicated, complex MSA credit facilities, with a secondary focus on warehouse lines and other mortgage related asset-backed and SPE collateralized credit facilities.
• Be a key member of an assigned deal team with responsibility for the preparation and successful presentation of credit approval memorandums and recommendations in compliance with CMFG and bank requirements, acceptable to CMFG leadership and the appropriate level of first- and second-line credit administration.  This includes new credit requests, modification requests, annual reviews, renewals, portfolio reviews and criticized asset reviews
• Review and negotiate loan documentation in consultation with legal counsel, the RM Team Lead Underwriter/Portfolio Manager and CMFG leadership
• Manage a portfolio of commercial customers in partnership with the assigned UW/Portfolio Manager
• Manage risk on an ongoing basis by monitoring customer creditworthiness and facility covenant and compliance, adherence to loan terms and general business conditions, etc.

• Originate, analyze, structure and close profitable loan transactions.
• Maintain and confirm credit worthiness of customers. Gather, review and track appropriate documentation from applicants. Make appropriate decisions on matters within own authority levels, and appropriately escalate matters needing higher level involvement.
• Participate in the underwriting of loan requests for new and existing customers. Due diligence would include verifying financial information provided, analyzing financial statements, conducting credit checks and assuring loan meets all policy and regulatory requirements.
• Promote and cross-sell other bank products and services as appropriate to customer requirements.
• Keep management fully informed on all key factors of the bank, the portfolio, client relationships, and the competitive environment.
• Ensure timely and accurate upline communication and visibility of material market and current and prospective client related topics
• Promote the organization’s values, encourage superior performance, and reward revenue growth and productivity through appropriate incentives.

Basic Qualifications:

• Bachelor's Degree or industry equivalent experience
• 5+ years' experience in mortgage related asset-backed lending experience.
• Proven ability to lead strategic client dialogue and business development/relationship management.

Preferred Qualifications:      

• 7+ years’ experience working directly as a Mortgage Finance Relationship Manager with deep subject matter expertise, with an emphasis on MSA-related transactions
• Extensive network of relationships with middle market and large target market clients and potential new hires.
• Proven ability to generate revenue growth through new client acquisition and cross-selling other banking services, including capital markets, treasury management, wealth management
• Excellent communication, organization and project management skills and ability to articulate and demonstrate thoughtful rationale in design decisions
• Ability to analyze corporate financial statements, client business needs and make appropriate recommendations on credit structure and facility terms.
• Must have knowledge of the Capital Markets (Debt and Equity) and understand how to succeed in a multi-bank/syndicated credit facility environment.

Exempt Status: (Yes = not eligible for overtime pay) (No = eligible for overtime pay)

Workplace Type:

Huntington is an equal opportunity and affirmative action employer and is committed to providing equal employment opportunities for all regardless of race, color, religion, sex, national origin, age, disability, sexual orientation, veteran status, gender identity and expression, genetic information, or any other basis protected by local, state, or federal law.

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