commercial real estate
associate

What is the role of a Commercial Real Estate Banker?

SunTrust Commercial Real Estate is a specialized, full-service banking group dedicated to providing financial solutions to commercial developers, real estate investors, national and local residential homebuilders, affordable housing groups, and real estate investment trusts across the SunTrust footprint. Commercial Real Estate Relationship Managers work as business partners with their clients, understanding their goals and objectives, in order to offer strategic financial alternatives designed to meet their needs. Relationship Managers work closely with other SunTrust specialty areas such as Treasury Management, Capital Markets, and Private Client Services to deliver the full spectrum of products and services required.

Commercial Real Estate clients are a combination of privately-held and publicly-traded companies ranging in size and complexity, and a number of them have market capitalization of over $1 billion. Relationship Managers typically deal directly with the president or owner of the company and often function in a consulting or advisory capacity for both their business and personal needs.

How does SunTrust prepare its Associates to succeed?

Commercial Real Estate Associates participate in an eleven-month company-wide training program that begins their progression towards a Relationship Manager position. Much of the training takes place on-the-job, however Associates also have the opportunity to build a professional network with their peers and Commercial Real Estate Managers throughout the SunTrust system by participating in centralized classroom training. Typically, this training focuses on three key areas - sales abilities, analytical skills and product knowledge.

CORE TRAINING
During the first seven weeks of the program, Associates participate in core training in Atlanta, Georgia. This training focuses on developing financial analysis skills through courses such as Financial Accounting for Bankers and Commercial Loans to Business. Associates participate in a series of seminars that introduce them to topics such as the business lifecycle, SunTrust credit policies, loan structuring, and personal financial statement analysis. To help bring the classroom experience to life, Associates also prepare case studies and practice exercises to further reinforce their analytical skills.

After completing core training, Associates return to the bank location where they were hired to begin on-the-job training, focusing on the specifics of real estate financing. During this time, the Associates work directly with Relationship Managers and Portfolio Specialists to review current bank clients. This process involves analyzing companies, industries, markets and real estate projects, performing financial statement analysis, and reviewing the clients' current credit relationship with SunTrust.

INTERMEDIATE TRAINING
In preparation for their next assignments, Associates return to Atlanta to participate in two additional weeks of intermediate classroom training. This phase of training focuses on further refining analytical skills and enhances Commercial Real Estate knowledge through seminars covering topics such as appraisals, project pro formas, and income producing loans. Intermediate training also reinforces developing sales skills through attendance at seminars on pricing, loan documentation, and sales culture.

Upon completion of intermediate training, Associates return to the location where they were hired and progress to their sales and advanced credit analysis assignments. These assignments emphasize SunTrust’s business development process and broaden an Associate's analytical abilities. During this time, Associates conduct call preparation, participate in client/prospect calls and Risk Management presentations, and gain additional exposure to loan structure and documentation by completing annual review packages.

FINAL EVALUATION
To conclude the program, Associates return to Atlanta to participate in a one-week job simulation that requires preparation of a deal from start to finish. Each Associate makes a presentation to a panel of senior professionals for a final evaluation.

Throughout the program, Associates also participate in a number of professional development seminars such as Persuasive Speaking, Business Etiquette and Team Dynamics. They gain extensive product knowledge and are exposed to other areas of the bank through seminars and workshops. Additionally, each Associate is assigned a mentor who is an experienced Relationship Manager or Portfolio Specialist.

What are some of the Associate’s job responsibilities?

• Assisting with client call preparation
• Researching and qualifying prospects for sales opportunities
• Analyzing financial statements and Commercial Real Estate opportunities
• Conducting and presenting industry and market research
• Developing a working knowledge of SunTrust products and services
• Participating in risk management presentations

What is the career path?

Upon successful completion of the training program, Associates are promoted to a Portfolio Specialist in a specific Commercial Real Estate group, where they are a part of a client support team. In this role, they broaden their sales exposure through active participation in prospect and client calls, perform financial and industry analysis, and develop a working knowledge of SunTrust products. Once a Portfolio Specialist has demonstrated proficiency in defined skill areas and a position is available, he or she will be promoted to a Relationship Manager position.

Relationship Managers are responsible for managing and growing a portfolio of accounts. SunTrust expects Relationship Managers to combine the challenges of sales and developing long-term client relationships with the complexities of credit analysis.

Where are the opportunities?

SunTrust Commercial Real Estate has offices throughout the company’s footprint in Georgia, Florida, Maryland, South Carolina, Tennessee, Virginia and the District of Columbia.

What do you need to get started?

• BA/BS; any major; Accounting, Finance or equivalent analytical coursework strongly preferred
• Overall grade point average of 2.8, or above
• Interest in business and finance
• Strong sales orientation
• Solid interpersonal and communication skills
• Analytical aptitude

What is the next step?

Due to the structure of the Associate Training Program recruiting cycle, we will accept resumes for the 2005 Programs during the following timeframe: