The Senior Relationship Manager manages a portfolio of mortgage banking clients, develops new business, structures financing solutions, and ensures risk management and compliance.
Position Summary: The Senior Relationship Manager is responsible for acquiring, expanding, and managing a portfolio of complex warehouse lines of credit for independent mortgage bankers and correspondent lenders. Acting as the primary point of contact for the President of Warehouse Lending, the SRM drives growth by identifying new business opportunities, structuring tailored financing solutions, and ensuring high levels of client engagement. This role requires deep industry knowledge of mortgage finance to manage risk while driving revenue through a collaborative approach with internal credit and operations teams.
Essential Functions
- New Business Development:Originate and acquire new, profitable warehouse lending facilities through aggressive networking, calling strategies, and leveraging industry contacts.
- Relationship Management:Serve as the primary relationship manager for a portfolio of mortgage banking clients, focusing on nurturing relationships with CEOs, CFOs, and heads of capital markets.
- Deal Structuring & Negotiation:Structure complex financing solutions, including revolving warehouse lines, gestation lines, and MSR-backed facilities.
- Credit Risk Management:Work closely with credit teams to underwrite, analyze, and monitor deal quality, ensuring adherence to bank risk frameworks, covenant compliance, and regulatory standards.
- Portfolio Management:Conduct regular client reviews, monitor collateral performance, and manage concentration risks.
- Regular, reliable, and predictable attendance.
Marginal Functions
- Cross-Selling:Partner with internal teams (Treasury Management, Investment Banking) to deepen client relationships and provide holistic financial solutions.
- Mentorship:Mentor junior analysts and associates on technical skills, client management, and professional growth.
- Industry Expertise:Stay informed on mortgage market trends, agency guidelines, and margin trends to advise clients and mitigate risk.
- Maintain compliance with and adhere to all state and federal regulations and Bank policies and procedures, including, but not limited to Bank Secrecy Act, SAR, CTR, FACT ACT, Community Reinvestment Act, EEO, and fair employment practices.
- All other duties as assigned.
Minimum Educational & Experience Requirements
- Bachelor’s degree in finance, accounting, business, or a related field is preferred.
- 7–10+ years of experience in corporate/commercial banking, with at least 5+ years specializing in mortgage warehouse finance or mortgage secondary markets.
Minimum Skill Requirements
- Strong understanding of mortgage warehouse facilities, collateral, purchase and sale agreements, and custodial functions.
- Proven track record of portfolio growth and new business development.
- Expertise in credit analysis, financial statement analysis, and structuring complex deals.
- Exceptional interpersonal and negotiation skills, comfortable interacting with C-suite stakeholders.
- Self-starter with a "drive to win" mentality.
- Strong analytical thinking and attention to detail.
- Ability to work independently and under pressure.
Physical Demands
In terms of an 8-hour workday, “occasional” equals 1% to 33%, “frequent” equals 34% to 66% and “continuous” equals 67% to 100%. However, some duties are performed monthly, annually or sporadically throughout the year and are essential functions. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions of the position, if the accommodation does not impose an undue hardship that would require significant difficulty or expense.
- Continuous stationary position, particularly, but not limited to, at a desktop computer
- Continuous repetitive use of hands/arms; particularly concerning to typing, writing, phone & computer use
- Continuous communication: verbal and written, in-person, phone and electronic
Work Environment
- Requires up to 20-30% travel for client meetings and industry conferences.
This employer is required to notify all applicants of their rights pursuant to federal employment laws. For further information, please review the Know Your Rights notice from the Department of Labor.
Top Skills
Credit Analysis
Finance
Financial Statement Analysis
Mortgage Banking
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