Account Manager (Commercial Real-estate)

Scope of Position

The Account Manager will ensure that Alterna Financial Group ("Alterna") attains its growth objectives and manages its existing commercial real estate portfolio by assisting both new and current commercial real estate accounts in meeting their business needs. The Account Manager will further the member relationship by identifying and providing for account needs for credit, deposit and other products and services. The Account Manager will manage a portfolio of small to large sized commercial real estate credits, and accountabilities will include all aspects of portfolio management including performance of revenue growth initiatives and credit quality assessment. Proactive involvement in business development activities will be expected, for the purposes of generating and retaining business from existing and new members.

Major Responsibilities

Contributes to the growth and on-going maintenance of the commercial real estate portfolio:

• Sources, receives, investigates and analyzes requests for commercial services and products from a variety of sources, including brokers, individual accounts, small and medium sized enterprises, Corporations, Associations, Co-Operatives, Not-for-Profit organizations, and other lenders, and assists with larger and/or more complex requests.
• Manages Alterna's commercial real estate relationships, requiring superior analytical and inter-personal skills, superior levels of general business knowledge, and advanced mathematical aptitude.
• Delivers Alterna's credit, savings and other products and services to both existing and new accounts by assessing their specific needs, having a thorough knowledge of our available products and services, and identifying appropriate solutions, either directly or through referral to the appropriate service provider (e.g. Retail branch network).
• Prepares and presents, as required, supporting detailed loan summary or product delivery recommendations which include all appropriate supporting documentation, underwriting review, risk analysis, and clear, concise, and unequivocal recommendations.
• Applies sound and supportable judgment within the parameters of accepted commercial business banking practices and procedures, as well as Alterna's By-Laws and Policies.
• Liaises with Commercial Services management and assists in the completion of directives in line with departmental and corporate initiatives.
• Provides general member account and portfolio support to Account Managers and Senior Account Managers.

Provides a high level of service to members/clients/accounts:

• Demonstrates resourcefulness, creativity, innovation, and a helpful attitude, while striving to meet the needs of both the accounts and Alterna.
• Ensures members/clients/account's needs are being met, by managing, or assisting to manage the account relationship, and by communicating effectively and openly with the accounts to explain our product and service offerings and processes.
• Ensures member/client/account satisfaction by cross-selling products and services, or referring them to appropriate channels as required.
• Demonstrates a member centric attitude when dealing with service delivery challenges,

Contributes to the departments' business development activities:

• Keeps abreast of local business opportunities, general economic indicators, and commercial real estate industry trends.
• Utilizing acquired sales management and sales planning techniques, contributes to the departments' sales growth targets and annual revenue objectives.
• Ensures that every member/client/account included in assigned portfolio is contacted proactively to discuss product needs.
• Increases public awareness of Alterna's products and services by planning, scheduling, and conducting activities that promote Alterna's products and services.
• Devotes time and energy to cultivating relationships with entrepreneurs, bankers, associations, accountants, lawyers, and real estate professionals, prospective accounts and depositors, and other key individuals in a position to influence the decision making of business/commercial clientele, with the scope and conduct of such activities undertaken, at all times, with a high degree of professionalism, in keeping with the provisions of the Alterna Code of Conduct.
• Maintains a profile and develops professional relationships within the local business community on behalf of Alterna through participation in organizations such as the Board of Trade, Chamber of Commerce, Local Real Estate Board, industry associations, and trade shows/exhibits.
• Keeps abreast of business sectors with significant growth potential and potential for decline, so as to proactively manage the growth and maintenance of the commercial services portfolio.

Ensures safety of account's deposits:

• Recommends an adequate/appropriate rate of return on credit products.
• Ensures a close monitoring of accounts in his/her assigned portfolio, applying sound and appropriate management/administration techniques.
• Identifies potential problems, recommends corrective measures, and implements approved courses of action.
• Demonstrates resourcefulness and creativity in developing action and realization plans that, whenever possible, satisfy both Alterna and the account.
• Keeps abreast of business sectors showing signs of potential negative trends, and recommends and carries out appropriate commercial banking portfolio management plans.

Supports internal staff as required:

• Shares his/her expertise with new employees or staff from other departments, as required.
• Assists the Director, Commercial Services in duties related to the operations of the department, or on request.
• Supports colleagues, including the Director, Commercial Services, Senior Account Managers, in departmental duties, as required
• Acts as a mentor, to Commercial Services support/administrative staff, in an effort to meet member/client/account service requirements, and develop other staff in their respective roles.
• Maintains positive working relationship with other departments within Alterna Savings to ensure that he/she is up to speed with any new developments that may impact the delivery of Commercial products.

Expectations / Outcomes

• The expectations of Alterna Savings commercial clients will be met and exceeded
• The value of the Alterna Savings commercial portfolio will continue to increase (through the opening of new accounts and servicing of existing ones) and the quality of the credit decisions will be high with a reducing delinquency rate
• Corporate goals for Commercial growth will be met and exceeded
• The expectations of The Director Commercial Services will be met and exceeded

Contacts

• Current and prospective commercial members
• Management and Senior Management
• Members of the local Business Community
• Members of partner organizations
• Professionals in the community (i.e. brokers, lawyers, accountants, etc.)
• Professionals engaged in a consulting capacity by, or on behalf of, Alterna.
• Various Departments within the organization

Qualifications

Education / Certifications / Experience

• Post-Secondary education in a related discipline, ideally at the University level, typically in Business Administration, Economics, Real Estate Finance, Real Estate Appraisal, Applied Geography, Accounting, Finance or Urban Planning.
• Minimum 3-5 year' experience in a financial institution, ideally in a commercial real estate account management role, with direct borrower/member contact, or with related experience.
• Demonstrated experience in recommending and/or approving commercial credit is essential.

Knowledge / Skills

• Knowledge of principals, practices, and techniques related to banking generally and commercial real estate credit assessment specifically.
• Knowledge of general market conditions, industry trends, and best practices in the financial services industry, in regards to commercial credit and savings product and service delivery.
• Knowledge of management principles, practices, and techniques.
• Knowledge of legal requirements as they relate to the delivery of commercial credit and banking products and services.
• Knowledge of general macro-economic trends affecting our economy, and the market within which we operate specifically.

About Alterna Savings

Alterna Savings and Credit Union Limited (Alterna) has delivered The Good in Banking^® for over 115 years creating financial services that transform lives for the better, all while giving back to our community. Alterna is made up of Alterna Savings and Credit Union Limited and its wholly owned subsidiary, Alterna Bank.

Alterna is the first full-service, member-owned cooperative financial institution outside Quebec, sharing its expertise with over 210,000 members through a network comprised of 40 branches across Ontario, a call centre and multiple digital channels. Members and customers also benefit from an industry-leading online brokerage and investment management services.

To learn more about Alterna Savings, please visit alterna.ca, X, Facebook, Instagram, or LinkedIn.

Working at Alterna

We are incredibly proud of our corporate culture, embodying our core values: Collaboration, Integrity, and Respect, where everyone works together towards a common goal; the financial wellbeing of our employees, members, and customers. This commitment has earned us several prestigious employer awards, including the National Capital Region's Top Employers award for eight years running.

* We appreciate all applicants; however, preference will be given to candidates who most closely meet the qualifications, key skills, and competencies outlined above.

* Alterna is compliant with the Ontarians with Disabilities Act and our team strives to provide an accessible accommodation experience. If you have a disability and require accommodations during the recruitment process, please contact our Recruitment Team and let us know how we can accommodate you.