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Wells Fargo Real Estate Capital Markets Director United Kingdom, England, London 791045187
About this role:
The role will also require structured finance experience, including securitization (CMBS & potentially CRE CLO structures) and loan on loan and a proven ability to transact across Europe and with the US financial sponsors. With regard to structured finance requirements, Initially, the role will assist with CMBS new product approval in EMEA and execute and implement the associated build out. Subsequently, they will analyse new transactions to help determine the optimum route to market and should be able to effectively tranche out a loan for CMBS working closely with the sales and trading desk. They will also work closely with the U.S. Securitization team and the EMEA on execution to enhance and broaden our distribution capabilities and provide additional capital efficient products to our U.S. financial sponsor clients.
In this role, you will:
Grow the Business= deepen key relationships + drive new revenue: Maintains awareness of market trends, business economics, competitors’ acquisition strategies and prospect trends.
Leverage CRE’s #1 lending platform to grow fee based products and services that are important to our core clients, produce more balanced revenue streams, optimize our balance sheet and improve returns.
Undertake periodic client planning alongside the client coverage captain and frequent dialogue with our strategic clients and ensure appropriate updates to Salesforce
Maintain salesforce pipeline
Provide guidance on developing effective relationships, managing highly complex clients / customers and positioning recommendations in order to increase trust and loyalty.
Advise on best practices for remaining current with market trends in order to provide highly relevant, competitive insights and recommendations to clients / customers.
Advise on best practices for driving revenue growth for various customer or client / customer types and effectively expanding client relationships by recommending new product / service opportunities;
Product partner collaboration: Develop or support cross-functional initiatives to promote awareness, product / service understanding and generate expansion opportunities
Originating, underwriting & structuring loans for direct lending or loan on loan opportunities on investment, development, single asset, portfolio, corporate and fund financings across Europe;
Evaluating new lending opportunities and undertaking risk analysis:
Running cashflow models to scrutinize income, debt serviceability and other key loan metrics; Evaluating creditworthiness of counterparties, tenant credit strength and property fundamentals;
Running internal pricing or credit rating models, as applicable including tranching loans to determine best route to market through either Real Estate Syndicated Finance or CMBS or CRE CLOs
Preparing recommendations for senior management;
Drafting heads of terms documents and negotiating commercial clauses
Preparing the formal deal Credit Memo and participating in any subsequent credit approval discussions
Managing all parties involved in the deal closing process to ensure effective loan execution; specific
responsibility for all facility documentation {via external counsel), KYC clearance, CP satisfaction and completion of the formal Loan Approval Report
Assist with CMBS new product approval in EMEA and execute and implement associated build out
Strcuture new CMBS and / or CRE CLO transactions and then work closely with the U.S. Securitization team on execution
Understand risk retention requirements and structures to ensure effective implementation
Act as the main liaison with the rating agencies and typical securitisation parties developing a clear understanding of ratings and sizing methodologies to help inform loan tranching together with developing comprehensive plan to educate and train staff in such methodologies
Collaborate with the DCM desk and sales and trading desk on priding and distribution
Grow the practice: Act as a mentor and coach to staff in CRE including developing the team’s structured finance knowledge with a particular emphasis around CMBS.
Collaborate with peers, process partners and internal partners, including on product knowledge and market intelligence. Identify and recommend opportunities for improvement: simple, better, faster.
Required Qualifications:
- Experience in Commercial Real Estate Relationship Management, or equivalent demonstrated through one or a combination of the following: work experience, training, military experience, education
- Ability to originate, structure and underwrite CRE transactions with proven track record across Europe
- Structured finance and capital markets background
- Strong client relationships with good knowledge of US financial sponsor structures
- Proven track record in the execution and negotiation of legal documentation
- Experience of monitoring and managing complex real estate finance transactions
- Strong cash flow, credit analysis and modelling skill
- Thinks with a global mindset
- Ability to work across functions and work collaboratively with the coverage teams
- Commercial and business acumen
- Strong client relationship skills, professional personal
- Self-motivated, takes initiative on transactions & activities whilst also being a strong team player
- Proven pan European commercial real estate experience
Desired Qualifications:
- In depth knowledge of commercial real estate market inclusive of associated risks
- Strong understanding of CMBS structures and risk retention requirements
- Knowledge of rating agency process and requirements
- Excellent Communication Skills
- Experience in Stakeholder Management
- Be licensed and hold appropriate Regulatory and Securities qualifications
Job Expectations:
This position is deemed to be a Certified Person function under the FCA and PRA Certification Regime. You must at all times remain fit and proper to perform your role, and this will be assessed on at least an annual basis
In addition to the responsibilities summarised in your job description, you are also required to comply at all times with the FCA/PRA Conduct Rules:
- You must act with integrity.
- You must act with due skill, care and diligence.
- You must be open and cooperative with the FCA, the PRA and other regulators.
- You must pay due regard to the interests of customers and treat them fairly.
- You must observe proper standards of market conduct.
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