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This is a remote role, but candidates must be based in Florida.


This is a tremendous opportunity for ambitious and talented CRE or Commercial Banking Relationship Manager to move in to Commercial Property Accessed Clean Energy Finance and Commercial Senior Mortgage Business Development.


The organization:

Employing c.300 people, Ygrene is the national leader in commercial and residential clean energy real estate financing. With over $2.7B in private capital provided to date in 500+ local communities. We have created thousands of jobs and invested millions in local economies across the United States. Ygrene supports the market need for clean energy real estate financing through our residential and commercial divisions.


The residential business is the larger business, contributing c.70% of revenues and will grow at c.17% this year. We provide our residential financing through construction partners who manage the complete project lifecycle directly with consumers.


The commercial business has recently been restructured and received significant investment to address the growth opportunity within Commercial PACE lending across the United States. In addition, the business is also broadening its lending platform to include Senior Mortgage. This will enable nuanced and blended C-PACE/Senior Mortgage solutions to be developed and sold by our originations team.


The commercial business works directly with large property developers and property owners, as well as debt and equity brokers to deliver from small balance to financing over $100 million.


The Business/Division/Function:

Our commercial business has recently been restructured to support and deliver our goal of c.100% year on year revenue growth going forward. This has involved effectively rebuilding the business from the ground up under a new leader with significant Commercial Real Estate and Capital Markets leadership experience.


We have invested in building a new originations team across our core and new markets and added talent in all of the key supporting functions - Underwriting, Capital Markets, Sales operations & Enablement, Financial Analysis and other systems, tools and process roles. When completed, we will have hired c.60 new people, creating a high energy, start-up culture within a well-financed, stable and mature lending business.


Ygrene’s commercial financing supports lending across multiple property types, from small and medium retail to large industrial complexes. It is available for a wide variety of properties including multifamily units, retail spaces, hospitality, mixed use buildings, offices, healthcare facilities, industrial complexes, non-profits, special use, and other types of structures. We help our customers increase property revenue, preserve capital and increase net operating income, whilst saving energy, preserving property value and supporting business continuity.


Culture: What are the values and ‘norms’ surrounding the job?

This is an environment with a culture of respect and empowerment. The focus is external, on delivering high levels of service and building profitable long term relationships with clients. Internally, it is a collegiate and collaborative culture with a very strong results orientation.


The leadership has a talent and development mind-set, aimed at bringing in the highest quality talent and developing and empowering them to reach their potential. Talented people are hired, not just for the role to be filled, but with a view to further development towards succession planning and career development for future roles within the business.


· Growth mind-set

· Long term sustainable client relationships

· Results orientation

· Operational efficiency

· Growth oriented culture that celebrates creativity, accountability and driving change

· Fast paced, high energy environment


Purpose: Why does this job exist?

Ygrene is seeking a Director of Institutional Sales to source, structure and close commercial PACE (and soon to include senior mortgage) financings for new commercial property developments and sustainable commercial improvements in Florida. Financings range from 3 to 100 million dollars.

The Director will build and manage relationships with property owners, debt and equity brokers and other intermediary affiliates. They will be accountable for all financings from $3,000,000 and above.


Accountabilities: What are the key deliverables?

· Long term sustainable client relationships.

· Deal flow

· Brand awareness of the Ygrene value proposition


Activities: What does the jobholder have to do?

Activities include the following:

· Business Development: 60%

  • Establish productive, professional relationships with key capital advisors, deal sponsors, commercial contractors, developers, and property owners
  • Preparing for client meetings, including development of background material and presentations
  • Educate the Florida market on the value of leveraging PACE to finance new developments and sustainable property improvements
  • Increasing market awareness of Ygrene Commercial
  • Source financing opportunities directly with property owners, through commercial contractor and affiliate channels
  • Train affiliate and channel partners on Ygrene’s financing options, qualification criteria, and sales tools

· Transaction Management: 20%

  • Managing a diverse pipeline of C-PACE projects of various complexity
  • Act as the intermediary between underwriting/processing/funding and the property owner and/or affiliate
  • Work cross functionally to troubleshoot issues when they arise as you move from application to funding
  • Hold internal teams accountable for meeting SLAs

· Business Planning: 10%

  • Work with cross functional stakeholders (marketing, institutional sales, technology, etc.) to build and execute a San Florida go-to-market strategy
  • Submit business case requests for resources
  • Refine business strategy as you learn from experience
  • Reporting: 10%
  • Keep diligent notes related to pipeline in Salesforce
  • Establish accurate sales forecasts
  • Regularly communicate forecast adjustments
  • Other Duties as assigned



Relationships: Who does the jobholder have to work with?


· Sales Operations and support functions

· Key capital advisors, deal sponsors, commercial contractors, developers, and property owners

· Affiliate and channel partners



History: How has the vacancy arisen? What expectations has the previous/current jobholder(s) created? What have been the key successes and failures?

This is a new role supporting our entry into the Florida market. The role will be responsible for establishing and building our business in Florida which will be progressively blended with our new Senior Mortgage lending products.


Culture: What are the values and ‘norms’ surrounding the job?

This is an environment with a culture of respect and empowerment. The focus is external, on delivering high levels of service and building profitable long term relationships with clients. Internally, it is a collegiate culture with a very strong results orientation. The leadership has a development mind-set, aimed at bringing in the highest quality talent and developing them to reach their potential.


· Fast paced, high energy environment

· Growth mind-set

· Long term sustainable client relationships

· Results orientation


Future: Where might the jobholder move to?

· Broader geographical commercial and leadership roles within Ygrene


Experience and Education:

  • Bachelor’s Degree in real estate, Finance, Accounting, or related discipline or an equivalent combination of education and experience.
  • 7+ years Commercial Real estate experience gained in one of the following areas: Relationship Management (Lending environment), Underwriting, Asset Management, investment, Mortgage Backed Securities, Syndication, Credit, Origination or Capital Markets.
  • Business development experience is helpful. However, candidates with a strong motivation to move into a CRE Origination/Business Development role are welcome, as mentoring, coaching and development support is available.
  • Strong attention to detail, commitment to achieving high quality client deliverables
  • Ability to distill and communicate complex concepts clearly and concisely
  • Broad commercial real estate network throughout San Francisco


Compensation

The compensation for the Director of Institutional Sales is C. $250,000 (base and bonus).


In year one, the first quarters bonus is guaranteed. The bonus in quarter 2, 3 and 4 is paid on qualified applications, essentially, a negotiated term sheet with an engaged counterparty. In addition to the above bonus, they will also pay 50bps commission on closed deals in year one.


In year two, the bonus plan changes to uncapped 75bps on funding, paid monthly.


Ygrene estimate that a median performer should be able to reach a base and bonus compensation of C. $500,000 within 3 years.


Why us?

Imagine a career that offered challenge and growth that impacts not only the bottom line, but the daily lives of our customers and the global environment. Imagine working at a company that empowers its employees at all levels.


Here at Ygrene, the employees are at the heart of our success. Their dedication and commitment to excellence is what has made Ygrene a rapidly growing, industry leading provider of clean energy financing.


Whether you’re a Sales Leader, an up-and-coming Underwriter, a veteran Project Manager, or a dedicated professional who shares our vision for a better world, there’s a place for you at Ygrene. Let’s work together to support the clean energy movement, while helping people make their homes safer, healthier, more comfortable and energy efficient. If a meaningful career and a fun, inclusive company culture is what you’ve been seeking, Ygrene is the company for you.


Job country: United States

City:

Category: Leasing Non-residential Real Estate,Banking

Location: , FL, United States

Job posted 2022-05-22

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