About the Job
Originate seniors housing and healthcare real estate loans, primarily long term, ultimately for placement with the following Investors: Fannie Mae, Freddie Mac, FHA/HUD, Life Company, CMBS. Seniors Housing and Healthcare Mortgage Bankers (MB) are responsible for specific KeyBank offices and clients as well as a specific geographic territory with regard to correspondents and brokers. In this role, the MB interacts with KeyBank Relationship Managers (RM) and Regional Managers to bring the full range of Key’s commercial estate loan products to Key’s client relationships. The ultimate objective of the MB is to provide commercial loan products and financing alternatives to Key’s borrower clients that match the investment, disposition or exit strategy of Key and Key’s investor clients.
Essential Job Functions
The objective is to ensure that the client understands KBREC’s commercial real estate product capabilities and that these capabilities are utilized to meet the client’s business needs. Establish strong working relationships with existing and prospective KBREC clients in partnership with designated RMs. Partner with the RMs to work on existing client relationships and to target new relationships that could use the debt products available through Key is essential to success. Actively participate in the creation and implementation of client relationships to include exit strategies and client interaction.
Be an active and visible representative of KeyBank in the marketplace as well as at industry functions, trade groups, and direct meetings with clients, and to a lesser extent, the brokerage community. Utilize a consultative sales process where commercial real estate financing solutions are tailored to the needs of the client. Actively participate in helping KeyBank meet the goals of both on balance sheet efforts as well as off balance sheet efforts.
Interact with KeyBank’s investors in a clear, constructive and professional manner that protects and deepens the relationship between KeyBank and the investor. Proactively manage on balance sheet and off balance sheet loan maturities. Actively call on borrowers for whom we service loans in an effort to provide refinancing alternatives with the current permanent financing. Interact with investors on a loan by loan basis. Develop personal relationships with all appropriate KBREC clients whether they are borrower clients or investor clients.
For all seniors housing and healthcare real estate loan opportunities, obtain required preliminary underwriting information. Review preliminary loan information and provide initial loan sizing, pricing and terms. When required, consult with permanent CRE loan product management to ensure suitability and most competitive loan terms. Recommend to client appropriate financing alternatives. Draft and issue term sheet and/or Loan Application. Negotiate final Loan Application.
Assist Underwriting and Closing personnel in processing loans for issuance of Loan Commitments and Funding. Act as the Client’s central point of contact with respect to all CRE permanent loan issues. Shepherd loans through the process starting with quoting and ending with closing. Respond to mortgage banker and broker inquiries within your region to create relationships that allow us to deliver KeyBank’s commercial real estate products to the marketplace via the correspondents, mortgage bankers and brokers with a goal to create long term relationships with the borrower as opposed to purely a transactional relationship.
Provide frequent, timely and accurate market feedback to commercial product management. Take the initiative to stay current with seniors housing and healthcare real estate finance products and the providers of those products. Maintain strong and current knowledge of the markets that you cover with regard to both commercial real estate as well as overall economics with the ability to counsel Key’s borrowers, Key’s investors and Key’s management with regard to the markets they cover.
Business-related college degree; advanced degree preferred.
Strong working knowledge and experience with all or some of the following Investors: Fannie Mae, Freddie Mac, FHA/HUD, Life Company, CMBS.
Minimum five years of experience in commercial real estate permanent lending, mortgage banking or mortgage brokerage industries with a proven track record of production in seniors housing. Strong sales and marketing skills with specific experience in negotiation of the loan products listed above.
Strong financial analysis skills with the ability to review and evaluate borrower financial statements to include portfolio analysis and projections based upon borrower financial strength and both current as well as projected market conditions.
Computer literate with proficiency in spreadsheet and word processing software. Demonstrated ability to collaborate with teammates.
Strong written and verbal communication skills.
Ability to manage and prioritize multiple tasks in a timely manner.