Wealth Lending Advisor III

Lending Advisor

The Lending Advisor is a geographically (or segment) based, client-facing role, partnering directly with Wealth Advisors to recommend highly customized, complex credit strategies to meet the needs of high net worth and ultra-high net worth clients and prospects. The Lending Advisor is an active member of the client relationship team, providing loan structure and credit advisory solutions while ensuring a seamless end-end experience for wealth clients and prospects. Lending Advisors are responsible for achieving credit portfolio growth and meeting loan profitability goals for supported markets. This includes presenting innovative sales ideas and tailored lending solutions to prospective and existing clients. The role involves developing and delivering compelling sales strategies to attract and retain clients, while proactively identifying opportunities to generate new business and expand existing relationships. Additionally, Lending Advisor will manage the credit pipeline for all new and increased loan requests, ensuring timely execution and delivering an exceptional client experience. Lending Advisors target clients with investments in excess of $1MM or operating revenue size of at least $5MM. Typical credit needs of up to $10MM. Borrower credit needs can be in excess of $100MM. The Lending Advisor 3 consults with Wealth Advisors on credit solutions and strategies for HNW or UHNW clients, or for some groups, certain specialty firms (such as medical and legal practices) with at least $5MM in revenue. Develops deal sheet memoranda. Consult with clients, Wealth Advisors, and centralized commercial-loan underwriting teams to structure complex, custom cash flow-based loan transactions and facilitate the loan origination process from end to end to ensure a streamlined client experience.

Essential Duties and Responsibilities

Following is a summary of the essential functions for this job. Other duties may be performed, both major and minor, which are not mentioned below. Specific activities may change from time to time.

• Facilitate the deal life cycle from deal proposal to loan closing.
• Serve as the first point of contact for Wealth Advisors and internal deal fulfillment partners.
• Escalate backlogs and issues as needed to move the transaction along the deal life cycle.
• Build relationships as an active and engaged member of an advisor team, focusing on delivering planning-based loan solutions to wealth clients.
• Structure highly customized, complex loan structures to clients and prospect within Truist's prescribed credit risk appetite, procedures and other regulatory requirements. Credit requests have a variety of ownership structures and deal complexity, and could include both owner-occupied and investor-owned commercial real estate, yacht/airplane financing, concentrated stock/highly structured securities-backed and unsecured facilities.
• Drive new business generation and manage credit pipeline for all new and increased loan requests
• Balance risk-reward expectations to meet client needs and the revenue and asset quality expectations of the bank
• Prepare deal sheet memorandum for business-purpose (i.e. wholesale) loan requests, identifying loan structure, financial document analysis/ overview, probability model with rate recommendation and risk mitigates.
• Partner effectively with credit portfolio team, credit risk management, in-house/external counsel, compliance and other cross-functional partners to support the timely delivery of the credit processes to market partners and clients.
• Have a strong understanding of industry trends, including knowledge of competitors and loan market dynamics. Typical competitors for the Wealth Advisory portfolio include: Goldman Sachs, Bank of America, or J.P. Morgan. Act as a credit market ambassador for assigned regions, building credit solution awareness and actively coaching the market on profitability, credit policies and procedures.
• Ensure lending solutions are a core component of the Truist Wealth value proposition across all target client segments.
• Actively identify gaps in the credit process and stays abreast of industry and market changes to improve credit solutions and client experience.

Qualifications

Required Qualifications:

The requirements listed below are representative of the knowledge, skill and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Bachelor's degree in business-related field, or equivalent education and training. NMLS/Safe Act Registration within days of hire.
• Five years of training and experience related to Lending Advisor role.
• Experience in evaluating a client's financial statements and overall profile to structure complex, custom credits that are part of a client's overall financial plan. Must be familiar with complex client entity structures, commercial lending products and/or complex, custom cash-flow based wealth lending solutions
• Excellent proven oral and written communication skills.
• Strong client relationship skills and demonstrated ability to work with a team.

Preferred Qualifications:

• Advance degree or related industry designation (CFA, CFP, etc).
• Knowledge of relevant legal, regulatory and compliance issues.
• Solid legal and loan structuring fundamentals.
• Ability to operate independently with minimal supervision.
• Ability to manage multiple deals simultaneously and different constituents depending on deal stage.
• Strong organizational skills.
• Demonstrates strong decision-making skills and ability to balance business development and risk mitigation.
• Demonstrates strong negotiation and persuasion skills during external interactions with clients/prospects and internally with Relationship Management partners and Credit Risk Management.
• Knowledge of financial markets, products and related transactions.
• Self-starter
• Proven organizational skills