Vice President, Relationship Manager – Multifamily Real Estate Finance
BMOAbout the role
Application Deadline:
Address:
320 S Canal StreetJob Family Group:
Commercial Sales & ServiceWe’re building a best-in-class multifamily lending platform within Business Banking—and we’re looking for a proven originator to join us.
As a Vice President, Relationship Manager – Multifamily Real Estate Finance, you’ll be on the front lines sourcing, structuring, and closing investor-owned multifamily loans while building deep, long-term client relationships.
This is a high-impact role focused on small- to mid-balance multifamily (5–50 units) with a clear mandate:
- generate repeatable production
- build full banking relationships
- drive CRA and community investment outcomes
The Vice President, Relationship Manager – Multifamily Real Estate Finance is responsible for originating, structuring, and managing investor-owned multifamily commercial real estate loans within the Business Banking platform. The role focuses on building a scalable and repeatable production pipeline centered on small- to mid-multifamily assets (5–50 units), while developing full client relationships that include lending, deposits, and treasury services.
This role operates within a specialized CRE vertical, where the Relationship Manager serves as the primary originator and relationship owner, partnering closely with Commercial Real Estate underwriting (credit owners) to deliver disciplined, risk-adjusted transactions. The position supports the bank’s broader objectives of portfolio growth, CRA performance, deposit primacy, and relationship expansion.
Key Responsibilities
- Originate investor-owned multifamily CRE loans within defined credit parameters and Business Banking thresholds (generally < $5MM per transaction and TCR).
- Develop and maintain a consistent pipeline through broker, owner/operator, and community-based sourcing channels.
- Target stabilized and light value-add multifamily assets with experienced sponsors.
- Maintain active calling efforts across designated geographic markets.
- Build and deepen relationships with multifamily investors and operators.
- Establish primary banking relationships by driving operating deposits and treasury management adoption.
- Deliver a holistic banking solution including lending, deposits, and payment services.
- Conduct upfront deal screening including borrower and property analysis.
- Assess transactions against key underwriting metrics, including:
- Debt Service Coverage Ratio (DSCR)
- Loan-to-Value (LTV)
- Debt Yield
- Structure transactions consistent with multifamily credit guidelines (e.g., occupancy, seasoning, leverage, recourse).
- Present viable opportunities to CRE underwriting for full credit adjudication.
- Manage deals through the full life cycle: sourcing, structuring, approval, closing, and onboarding.
- Coordinate with underwriting, portfolio management, and risk partners.
- Ensure a disciplined and repeatable execution process aligned with the CRE vertical model.
- Identify and prioritize CRA-eligible multifamily lending opportunities.
- Contribute to the bank’s Community Reinvestment Act (CRA) and Community Benefits Plan objectives.
- Support portfolio construction objectives emphasizing multifamily growth.
- Annual production: ~6 loans per year
- Annual volume: $15MM–$25MM in originations
- New client acquisition and relationship growth
- Deposit and treasury services penetration
- Credit quality and adherence to underwriting guidelines
- CRA-qualified production contribution
- Develops and executes the assigned regional business development strategy, sales targets, and sales results.
- Proactively develops and executes sales strategies to attract new business clients and expand existing relationships.
- Develops internal and external networks and referral sources to ensure ongoing growth of BMO's business.
- Generates appointments and opportunities to grow business results through targeted sales efforts.
- Identifies prospective customers and cross-sells additional products and services to meet their needs.
- Develops client rapport and instils confidence to develop credibility and earn their trust as relationship manager.
- Understands the local market and proactively develops relationships with centres of influence.
- Delivers exceptional customer service and builds trust by providing expertise, responsive service, and support.
- Develops and maintains long-term profitable relationships and ex
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