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Vice President, Origination

2 weeks ago

Albert Street Waterloo Ontario Canada NL V MarshallZehr Careers Full time
Vice President, Origination   Who is MarshallZehr? MarshallZehr Group Inc ("MZ") provides customized construction and development financial solutions for high-performing real estate developers. Since 2008, MarshallZehr has grown to become one of Canada's most trusted real estate capital partners. We add value beyond capital – our team's decades of experience help deliver the strategic insight and vision necessary to craft tailored financial solutions, all backed by our industry recognized mortgage administration services.    The Opportunity   With a solid reputation as a reliable, service-oriented and high-quality lending partner to the Canadian real estate development and construction industry, MarshallZehr has enjoyed significant growth to date and enabled a number of notable multi-residential and commercial real estate developments. As the firm's positive trajectory continues and with it primed for scale, the Vice President, Origination will play a key role in building the business and driving MarshallZehr's future growth. With a hunger for sales and results, the Vice President will actively build and manage relationships with clients and directly originate and secure new lending opportunities with prospective and existing borrowers. They will leverage their excellent relationship building and consultative selling skills to develop productive partnerships across the developer community, to structure and close profitable loan agreements and deals, and to produce sales results that meet their individual and team targets and help the company fulfil its performance and business growth goals.   An energetic player/coach, the Vice President will also lead and mentor a team of sales and account management executives, motivating them to develop and close transaction opportunities and to achieve team targets. They will support the team in their business development pursuits as the senior salesperson and, by implementing best practice sales processes and a culture of sales discipline, they will help to foster and develop a successful and performance-driven sales organization.   Location   Waterloo, ON Regular weekly presence in the office and travel is required.   Responsibilities
  • In collaboration with the President, develop and lead the execution of the firm's business development strategy and sales plan.
  • Lead direct origination of lending opportunities with borrowers, identifying and establishing new prospective partnerships while strengthening relationships with the firm's existing client base.
  • Uncover and pursue potential business opportunities, remaining active and immersed in the market to gain intelligence, to attract new borrowing partners, and to ensure that relevant opportunities are identified early and secured.
  • Structure and negotiate suitable, compliant, and risk-adjusted lending agreements that meet borrower needs and align with lenders' investment mandates and expectations.
  • A hands-on leader, manage and energize the business development team, guiding and motivating the team to expand market reach, achieve growth in lending agreements, and to meet sales targets.
  • Develop and implement performance metrics, best practice sales processes, and training and development programs for the business development team, monitoring and reviewing performance results with each member of the team.
  • Evaluate borrowers' financing information for prospective project/financing opportunities and monitor project performance against loan agreements, timelines, and budgets; identify and address any potential issues, ensuring borrowers meet their obligations and compliance requirements.
  • Partner with senior management and with the capital and investor relations team on syndication opportunities and to secure investments from lenders that are tailored to deals and transactions.
  • Work collaboratively with the broader team at MarshallZehr to structure, monitor, and report on loan agreements and projects, and to ensure robust account management and service-oriented mortgage administration.
  • Maintain current awareness and knowledge of up-to-date market information and intelligence in the real estate development and construction industry.
  • Travel as required to meet and build relationships with existing and prospective clients and lenders.
  First Year Success
  • This is a performance-driven role that will be measured by and rewarded for successfully achieving individual and team sales goals.
  • Set and achieve sales targets that are geared towards growth in mortgage agreements and deals.
  • Actively establish relationships with existing and prospective borrowers, building a sales pipeline and securing new deals and loan agreements.
  • Manage and motivate an engaged and committed business development team, fostering a results-oriented mindset and a culture that is driven by team and company success.
  • Build trusted and collaborative relationships with the senior team and across the organization.
  The Candidate   Education / Certifications
  • Bachelor's degree required; advanced degree or MBA is preferred.
  • Mortgage license required.
  Skills, Knowledge, and Experience
  • Senior sales and origination leader with experience in loan and commercial mortgage origination or similar complex solutions sales, ideally serving the real estate development and construction industry.
  • An achievement-focused business development leader, brings a proven track record of originating, negotiating, and closing transactions, and who drives towards company success alongside individual results.
  • Experienced in sales management; has led and developed a high-performing and productive sales and business development team.
  • A motivating and engaging team leader who is able to guide and energize others while remaining active in the field.
  • Ideally has a solid understanding of the real estate development and construction process and possesses a well-established network within the Canadian real estate community.
  • Ability to draft and review legal financing documents, with a working knowledge of real estate law and familiarity with federal and provincial laws and regulations that affect real estate lending.
  • Well-developed business and sales acumen with strong analytical, negotiation, and closing skills.
  • An outstanding communicator and relationship builder; is credible and highly effective engaging and working with sophisticated clients and partners.
  • Collaborative and hands-on; able to partner effectively with others across the organization.

Leadership Competencies
  • Achiever – Gets things done by setting clear expectations, promoting high levels of accountability, monitoring performance, and getting directly involved when needed to achieve desired business results; uses business and financial acumen to create value and drive profitability.
  • Engager – Uses effective communication skills, influence strategies and compelling messages to inspire and motivate others to excel; fosters trust and empowers people to act.
  • Developer – Attracts, hires, and retains top talent; continually elevates performance by leveraging constructive feedback, accurate assessment of individual capabilities, coaching, and development opportunities to improve self and others.

Personal Characteristics
  • Energetic and with a bias for action.
  • Highly-regarded and respected in the industry for a high level of professionalism and integrity.
  • Unquestionable moral character with strong work ethic; embraces and promotes a culture of accountability.
  • Self-motivated with a high degree of energy; is results-oriented and driven by individual achievement and company success.
  • Collaborative team player that thrives in a high-pressure and demanding environment.
  • Decisive, mature and confident leader; knows when to make decisions and when to delegate.
  • Articulate and engaging; is able to lead and influence others to reach a common goal.
  • Reliable, committed, and builds trust quickly.
  Interested individuals can apply directly by visiting   Accommodations are available during all stages of the recruitment process in accordance with the Human Rights Code and the Accessibility for Ontarians with Disabilities Act (AODA), to provide an inclusive, barrier free workplace. We will accommodate the accessibility needs of individuals with disabilities to support participation in all aspects of the recruitment process. Should you require this accommodation, please contact