Senior Director, Capital Markets – Affordable Housing

Position Summary
The Senior Director Capital Markets – Affordable Housing will be responsible for developing and managing relationships with investors and structuring innovative financial solutions to support Berkadia Affordable Housing’s Mortgage Banking team. This role will focus on capital needs beyond permanent Affordable Housing debt, including bridge loans, mezzanine financing, preferred equity, and other similar products. The Senior Director Capital Markets will collaborate across Berkadia’s integrated Affordable Housing platform, including Tax Credit Syndication and Investment Sales, to deliver comprehensive solutions.

This position will also manage third-party capital relationships with Life Insurance Companies, Debt Funds, CMBS providers, Banks, and other capital sources, while supporting the Affordable Housing Mortgage Banking network by identifying and implementing tailored capital markets solutions.

Key Responsibilities

• Manage the interaction between Banking, Underwriting, Proprietary Lending Group, Legal, and internal operations and stakeholders regarding Third Party Lending Relationships related to Affordable Housing loans for which Berkadia retains a risk piece
• Expand on existing relationships developed by banking team
• Facilitate deal workflow focused on high level customer experience
• Partner with Servicing to grow Servicing Retained lending portfolio as appropriate.
• Oversee and make recommendations related to the health of the existing book of Affordable Housing bridge loans
• Work with Mortgage Banking to understand client needs and develop capital markets solutions to meet those needs
• Design and manage process for accessing new sources of capital including efficient market clearing activity to obtain the most competitive terms for clients

 

• Support Mortgage Banking Network – Grow Borrower Relationships
• Support Tier 1 Institutional Business planning on the Debt Side – counsel with Bankers on business plan – support marketing and growth of accounts
• Partner with Affordable Housing Mortgage Bankers to appropriately leverage Berkadia third party capital markets lending products to serve and grow client relationships
• Assist mortgage bankers with marketing, prospecting, selling and structuring deals with third party programmatic lending relationships as appropriate to grow market share
• Appropriate support of business planning and growing capital relationships at an office level
• Grow Berkadia Bank Relationships in partnership with Tax Credit Syndication Team
• Grow national and regional bank correspondent relationships.
• Build relationships and partnership opportunities with banks and other lenders that would provide complimentary programmatic lending products to our existing products
  • A/B notes
  • Loan sharing pari-passu
  • Offloading of Berkadia balance sheet exposure
  • All long and short duration
  • LIHTC bridge loans
  • For all Affordable Housing product type
• Support Affordable Housing production office to build bank correspondent relationships
• Partner with team to raise discretionary Debt Capital from a variety of institutional and high net worth providers to support proprietary bridge lending capabilities.
• Manage Production process for bridge lending, including Proprietary Lending Group
• Support production of bridge lending opportunities from the Affordable Housing group in working with PLG quoting and UW process
• Appropriately market and manage production of bridge lending within Berkadia network.
• Work collaboratively with internal corporate departments including mortgage banking, credit, underwriting, accounting, legal, marketing, and loan servicing.
• Represent and presenting Berkadia to domestic and international banking and capital providers
• Structure innovative capital relationships directly with institutions for new bridge and debt products: longer duration, fixed rate, Affordable Housing, bridge to HUD/GSE, bridge to Sale.

Travel Expectations 

Moderate domestic travel required (20-50%)

Work Location

This role may be required to be onsite within a Berkadia office or designated location periodically at the request of the manager for things such as meetings, trainings, or events.

Supervisory Responsibilities

Directly supervises non-supervisory employee(s). Carries out supervisory responsibilities in accordance with the organization's policies and applicable laws.

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Qualifications

Qualifications to perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the experience required.

• Experience in Affordable Housing real estate finance, with a demonstrated track record of arranging, negotiating and closing programmatic debt and equity transactions with third-party investors.
• Strong relationships with a variety of capital providers including banks, pension funds, life companies, non-bank lenders, and foreign and domestic investors.
• Demonstrated skills and abilities to structure and arrange capital from institutional and high net worth investors, either as a principal or on a fee basis on behalf of third-party institutions, such as private real estate investment companies.
• Broad knowledge of all aspects of Affordable Housing and healthcare, and Agency lending programs a plus
• Highly motivated, self-directed, innovative, and able to work independently or among teams with keen judgement, common sense and resourcefulness
• Spirit of collaboration---we do not work in isolation, and our work must serve the wider organization
• Strong attention to detail, accuracy, and consistency
• Excellent written and verbal communication skills
• Adapts and thrives in a demanding, fast-paced environment

Preferred Education

Bachelor’s degree or equivalent

Preferred Previous Experience

Ten or more years prior experience  in a similar position