Northern California Director , Lending
Summary of Qualifications:
The Director of Northern California will be wholly responsible for business relationships and Century’s brand awareness and policy direction in the region, with a focus on the Bay Area and Sacramento. The Director will be responsible for growing existing relationships Century has in Northern California as well as sourcing new borrowing relationships. The Director will prepare and present underwriting packages for Board review and approval. Loan packages will include a feasibility analysis, credit, financial, and risk analyses of borrower and loan transactions in accordance with lending policy and procedures.
The Director is responsible for all grant opportunities, managing internal teams and/or consultants to plan, prepare and submit responses for the CDFI Fund’s FA and CMF programs, the CCCI program, HCD and County RFP’s, and occasional philanthropic RFP’s such as opportunities with CZI, The Ballmer Group and Santa Cruz County.
Director of Northern California
The Director reports to the Senior Vice President, Lending, and is responsible for new and existing loan originations. The Director of Northern California will maintain existing relationships and will also build new lending relationships within the affordable and workforce housing sectors. After the onboarding/training period, the Director of Northern California will be wholly responsible for business relationships and Century’s brand awareness and policy direction in the region, with a focus on the Bay Area and Sacramento.
The Director will be responsible for the feasibility analysis of each client, while managing, preparing, and presenting, the credit memo to Loan Committee, with support from a Loan Analyst, Director of Underwriting and the Senior Vice President. The Director will negotiate loan terms with borrowers and will be required to balance the needs of the client with the appropriate risk mitigants and profitability hurdles for Century Housing.
The Director will be responsible for growing existing relationships Century has in Northern California as well as sourcing new borrowing relationships. The Director may also originate new business in Southern California, handing those relationships off to members of the Southern California relationship management team as appropriate. The Northern California market is defined as North of Fresno, but including projects developed in the Central Valley by developers primarily identified with Northern California or Rural California networking events. The Director is supported by a professional, customer focused, lending organization including underwriting, loan administration, legal, and accounting. The Essential Duties and Responsibilities as described below are not intended to be all- inclusive.
Marketing and Business Development— In coordination with the Director of Communications, the Director will work within Century’s strategic marketing plan to maintain existing relationships and build new relationships in Northern California. Responsibilities will include originating new business through referrals from the Senior Vice President, independently sourced business, setting up meetings with developers, consultants, banks, other CDFI’s, policy participants and philanthropies, attending industryrelated events, representing Century individually at conferences and trade shows and coordinating with government agencies to discuss future business opportunities. The Director will conduct follow-up activities, including phone, email, correspondence, and personal visits as required to maximize potential lending opportunities. The Director will coordinate with the Director of Communications to plan and schedule marketing events for existing and potential clients, which will include venue selection, budgeting, negotiating vendor contracts, and working with marketing to design invitations and program materials. The Director will also work with the Director of Communications to help craft a specific marketing plan for Northern California, as well as work on initiatives at the State level to help increase awareness and resources for affordable housing throughout California. The Director is responsible for staying apprised of new funding opportunities, forming strategic partnerships related to those opportunities, educating executive staff and translating new funding opportunities into lending-wide action plans.
Financial Analysis/Package—The Director will prepare and present underwriting packages for Board review and approval. Loan packages will include a feasibility analysis, credit, financial, and risk analyses of borrower and loan transactions in accordance with lending policy and procedures. Structure and negotiate business terms while considering the communities’, clients’, and Century’s interests. Interact with appraisers, investors, lenders, environmental, title, and credit authorities in collecting and verifying appropriate due diligence documentation. Maintain ongoing dialogue with borrower/client to maximize service opportunity. Ability to present the final memorandum for Loan Committee review/approval.
Strategic Planning- The Director is responsible for all grant opportunities, managing internal teams and/or consultants to plan, prepare and submit responses for the CDFI Fund’s FA and CMF programs, the CCCI program, HCD and County RFP’s, and occasional philanthropic RFP’s such as opportunities with CZI, The Ballmer Group and Santa Cruz County. The Director is responsible for educating staff on implementation around received grants and ensuring compliance with program requirements. The Director is also responsible for managing Century’s relationships with other California CDFI’s and negotiating strategic alliances with other companies where a mutual benefit can be achieved. The Director is also responsible for interpreting gaps in the overall lending marketplace, developing new product theses such as climate lending, B bond and mezz debt lending, new market expansion, NOAH acquisition, and permanent lending and in conjunction with the Senior Vice President, liaising with the CFO’s office and other executive team members to implement new products and working with the industry to market those new products. The Director is also responsible for maintaining a knowledge of market specific trends and policies and updating the Senior Vice President, CEO and/or Board as to their applications with Century’s business.
Required, Knowledge, Skills, and Abilities:
1.Perform credit analyses and determine repayment probability using risk management matrices.
2.Analyze completed application packages, conduct due diligence and financial analysis, and work with the underwriter to draft credit memoranda.
3.Present loan recommendations to the Sr. Vice President of Lending and the President & CEO, as needed
4. Prioritize and track the loan underwriting process in order to meet deadlines and ensure timely submission of loan packages for review.
5. Provide end-to-end application support from processing to closing, as needed.
6 Represent Century Housing in the community, at developer events, and with policy makers, and government agencies.
7. Knowledge of loan underwriting criteria and compliance requirements.
8 Ability to prepare and present a critical analysis of sponsors’ financials and project feasibility, risks, and mitigants.
9. Skilled in word processing (Word), spreadsheets (Excel), generation of overhead
presentations (PowerPoint), relational database (Agiloft), and Outlook.
10. Ability to make presentations to potential borrower clients, local authorities, community leaders, and Century Board, Loan Committee, and Staff.
11. Ability to remain calm and professional in demanding situations.
12. Skilled in managing time, multiple demands, and competing priorities effectively to accomplish goals on time and on budget.
13. Access to reliable transportation, current drivers' license, and insurance.
14. Ability to keep established hours of operation and maintain excellent attendance and on-time arrival.
15. Ability to work overtime on relatively short notice.
16. Travel throughout California required. Most travel will be within the Counties of the Bay Area.
17. Attend conferences in Los Angeles, San Diego, San Francisco and Sacramento, as necessary. The Director has the option to attend conferences outside of California, if there is a compelling educational or business development opportunity.
Education and Experience:
BS/BA Degree or Masters in Urban Planning, Economics, Public, Business Administration, or Finance with a minimum of 15 years’ experience in affordable housing through either real estate lending, community development or real estate development. Relevant experience in a non-affordable housing field will also be considered.
