Senior Director and AVP of Commerical Real Estate Production

Date: Aug 9, 2019

Location: Greensboro, NC, US

Company: Lincoln Financial

Alternate Locations: Greensboro, NC (North Carolina)

Relocation assistance will be considered/provided for this opportunity within our company guidelines.

Requisition #60318

About the Company

Lincoln Financial Group, a Fortune 250 company with over 10,000 employees, provides advice and solutions that help empower Americans to take charge of their financial lives with confidence. Our core business areas — Life Insurance, Annuities, Retirement Plan Services and Group Protection — focus on supporting, preserving and enhancing over 17 million customer’s lifestyles and retirement outcomes.

Headquartered in Radnor, Pennsylvania, Lincoln Financial Group is the marketing name for Lincoln National Corporation (NYSE: LNC) and its affiliates. The company had $238 billion in assets under management as of December 31, 2018.

Ranked one of the Best Large Employers in America by Forbes magazine, Lincoln Financial Group makes a serious investment in our employees’ futures through a broad range of wealth accumulation and protection plans, health and wellness programs, and career development resources designed to help each individual reach their personal and professional goals.



The Role


This position will develop and execute commercial mortgage loan origination and production strategies and business plans for his/her assigned area(s) of responsibility to optimize net investment income for Lincoln Financial Group (LFG). S/he will consistently achieve or exceed individual and team annual commercial mortgage loan origination targets.





Commercial Mortgage Loan and Real Estate Investments


  • Contributes to the overall strategic vision for the Commercial Mortgage Loan and Real Estate functional area(s) by developing and executing commercial mortgage loan origination and production strategies/business plans for his/her assigned area(s) of responsibility and territory.
  • Ensures his/her assigned area(s) of responsibility’s strategic plans and programs are aligned with the divisions and Lincoln Financial Group’s (LFG) overall business plans and specific strategic and tactical initiatives.
  • Ensures that his/her assigned area(s) of responsibility are meeting all objectives pertaining to quality, compliance, regulations, productivity, budget and project management.
  • Consistently achieves or exceeds individual and team annual commercial mortgage loan origination targets including, but not limited to:
    • identifying business opportunities, enhancing and managing existing client base (e.g. mortgage bankers, real estate developers and borrowers), and developing new client relationships; 
    • analyzing and evaluating commercial mortgage loan and real estate investment opportunities;
    • ensuring transactions are screened to fit underwriting standards and pricing;
    • making recommendations; prudently investing corporate funds to achieve the best possible risk/reward within established investment guidelines.
    • negotiating commercial loan origination transactions with applicable parties;
  • Supports and enhances commercial mortgage loan organization by managing and leading team members to consistently achieve commercial mortgage loan origination targets and profitability, including but not limited to:
    • mentoring team members and providing feedback intended to enhance individual team member performance;
    • sharing technical expertise and market experience;
    • providing support and guidance to team members through complex business/credit issues;
    • collaborating with manager to ensure team member performance expectations are achieved.
  • Manages the commercial mortgage loan portfolio for his/her area(s) of responsibility to maximize investment income while simultaneously minimizing risk, including:
    • Collaborating with portfolio and asset management team to proactively assess existing holdings.
  • Contributes to the achievement of department commercial mortgage loan origination targets and objectives by providing support to other assigned territories or accounts, as needed.
  • Builds, maintains, and leverages key relationships with external business partners, including correspondent mortgage bankers, real estate developers, borrowers, and external legal teams.
  • Partners with closing and legal team to ensure an efficient, customer focused closing experience and reviews, and if necessary resolves, business related closing matters. 
  • Monitors economic and market trends, peer trends and activities for his/her area(s) of responsibility to assess competitive opportunities in the marketplace.
  • Analyzes benchmarks, metrics and performance monitoring systems to track new commercial mortgage loan origination strategy and business plan strategy/plan progress, effectiveness, return on investment and bottom-line impact. Recommends mitigation strategies.


  • Develops and implements for his/her area(s) of responsibility effective commercial mortgage loan marketing and messaging consistent with broader strategies/business plans which optimize Lincoln’s return on investment and gain market share.


  • Provides commercial mortgage loan and real estate investment expertise and partners with product line and other key internal stakeholders to determine investment platforms offered to clients/customers.
  • Provides commercial mortgage loan and real estate investment expertise to stakeholders to facilitate an in-depth understanding of investment products, performance and risks.
  • Maintains knowledge on current and emerging developments/trends for assigned area(s) of responsibility, assess the impact, and collaborates with executive/senior management to incorporate new trends and developments in current and future strategies.
  • Manages the collaboration and effective leveraging of key internal stakeholders (e.g. Investment Management organization, Corporate Finance, Compliance, Internal Audit and Law) to accurately and timely complete commercial mortgage transactions/processes and optimize net investment income for the enterprise




  • 4 Year/Bachelors Degree or equivalent work experience (4 years of experience in lieu of Bachelors)
  • MBA preferred



  • Ten plus years of experience in commercial real estate finance, national platform lending, or asset management.
  • Three plus years of management, supervisory and/or demonstrated leadership experience including influencing senior management and critical stakeholder responsibility.
  • Advanced knowledge of commercial real estate principles and fundamentals.
  • Advanced knowledge of national commercial real estate and mortgage markets and macro-economic trends that affect those markets.
  • Advanced ability to understand and evaluate real estate financial statements.
  • Advanced knowledge and understanding of commercial real estate valuation.
  • Expert knowledge of real estate legal concepts and understanding of loan documents.
  • Advanced ability to understand and apply financial concepts such as but not limited to Future Value, Present Value, Compound Interest, Discounting, Capitalization Rates, and Internal Rate of Return (IRR).
  • Proficiency with Microsoft Office Suite (Word, Excel, PowerPoint, Outlook).
  • Strong interpersonal skills and the ability to lead/manage in a matrix influenced organization.
  • A demonstrated track record of consistently meeting and/or exceeding performance expectations
  • Possesses a bias for execution and avoids workplace distractions.
  • Drives performance targets to completion.


This position may be subject to Lincoln’s Political Contribution Policy.  An offer of employment may be contingent upon disclosing to Lincoln the details of certain political contributions. Lincoln may decline to extend an offer or terminate employment for this role if it determines political contributions made could have an adverse impact on Lincoln’s current or future business interests, misrepresentations were made, or for failure to fully disclose applicable political contributions and or fundraising activities.

Any unsolicited resumes/candidate profiles submitted through our web site or to personal e-mail accounts of employees of Lincoln Financial Group are considered property of Lincoln Financial Group and are not subject to payment of agency fees.

Lincoln Financial Group (“LFG”) is an Equal Opportunity employer and, as such, is committed in policy and practice to recruit, hire, compensate, train and promote, in all job classifications, without regard to race, color, religion, sex (including pregnancy), age, national origin, disability, sexual orientation, gender identity and expression, veterans status, or genetic information.  Applicants are evaluated on the basis of job qualifications.  If you are a person with a disability that impedes your ability to express your interest for a position through our online application process, or require TTY/TDD assistance, contact us by calling 260-455-2558.


Nearest Major Market: Greensboro

Job Segment: Real Estate, Realtor, Underwriter, Manager, Mortgage, Sales, Insurance, Management, Finance