Commercial Mortgage Account Manager - GVA & Lower Mainland BC

The Commercial Mortgage Account Manager is responsible for developing and managing commercial mortgage business within an assigned territory, with a primary focus on opportunities generated through a referral-based model. Working closely with internal banking partners, independent financial advisors, and other select referral sources, this role identifies and develops new lending opportunities, assesses deal viability, guides applications through underwriting and approval, and supports clients through closing and ongoing portfolio management. The position requires a strong combination of business development, credit judgment, relationship management, and market knowledge, with accountability for both new business growth and prudent portfolio performance.

This position supports a defined territory covering the Greater Vancouver Area, the Lower Mainland and Victoria requiring the successful candidate to build a visible market presence and maintain strong referral and client relationships across multiple communities. The Account Manager is expected to understand regional market conditions, property types, borrower profiles, and competitive dynamics within the territory, while organizing regular in-person meetings, site visits, and business development activity to support sustained origination and retention results.

Position Responsibilities:

Originations

• Develop new commercial mortgage opportunities through a referral model supported by internal bankers, independent financial advisors, and other approved relationships.

• Build and maintain a robust pipeline of qualified lending opportunities across the assigned market, with a focus on profitable and risk-appropriate growth.

• Pre-qualify prospective borrowers and transactions by reviewing financing needs, borrower strength, property fundamentals, cash flow, leverage, and overall fit with lending guidelines.

• Analyze client & property financial statements and information, appraisals, and other due diligence materials required to assess credit quality and structure recommendations.

• Prepare complete, well-supported credit submissions and present recommendations in accordance with internal policy and applicable regulatory requirements.

• Negotiate loan structure, pricing, terms, conditions, and required security in a manner that balances client needs with sound risk management and portfolio objectives.

• Coordinate with internal stakeholders including underwriting, credit, legal, funding, and administration teams to move approved transactions efficiently from commitment through closing.

• Serve as the primary relationship contact for clients and referral partners throughout the full lifecycle of each lending relationship, from origination through renewal, amendment, and discharge where applicable.

• Maintain accurate pipeline, portfolio, and client records, ensuring timely follow-up, documentation tracking, and compliance with service standards.

• Support retention and cross-sell opportunities by identifying additional financing needs and maintaining a high level of client service.

Portfolio Management & Monitoring:

• Manage an assigned portfolio of commercial mortgage relationships on an ongoing basis, ensuring accounts remain in good standing and aligned with approved risk parameters.

• Conduct annual client reviews where required, site inspections, and property visits as required to monitor performance, verify collateral condition, and maintain current knowledge of borrower operations and market conditions.

• Track covenant compliance, reporting requirements, maturity dates, insurance, taxes, and other post-funding obligations, escalating issues as appropriate.

• Identify early warning signs of credit deterioration and work proactively with internal partners and clients to resolve issues, mitigate risk, and protect the organization’s interests.

• Maintain strong working relationships with referral sources by providing responsive communication, timely status updates, and a consistently professional client experience.

Required Qualifications:

• Post-secondary education in business, finance, commerce, real estate, or a related discipline is typically required; a university degree is preferred.

• Several years of progressive experience in commercial mortgage lending, commercial banking, real estate finance, credit adjudication, or a closely related field.

• Demonstrated experience in sourcing, underwriting, structuring, and closing commercial mortgage transactions, ideally including income-producing real estate and construction-related financing exposure.

• Working knowledge of commercial mortgage documentation, security registration, appraisals, environmental reports, and standard due diligence requirements within the Canadian market.

• Familiarity with applicable compliance obligations, including privacy, anti-money laundering requirements, and internal credit policy standards.

• Proficiency with Microsoft Office applications, particularly Excel, Word, and Outlook, as well as CRM and lending or portfolio management systems.

• Strong business development skills with the ability to cultivate referral relationships and convert opportunities into funded transactions.

• Sound credit judgment and analytical ability, with a disciplined approach to underwriting and risk assessment.

• Excellent verbal and written communication skills, including the ability to explain financing structures and requirements clearly to clients, advisors, and internal stakeholders.

• High level of professionalism, responsiveness, and relationship management capability across a diverse client and partner base.

• Strong organizational and time-management skills, with the ability to manage multiple files, deadlines, and competing priorities in a fast-paced environment.

• Self-motivation and accountability, with the ability to work independently within a defined territory while contributing effectively to a broader commercial team.

• Knowledge of local market conditions across the Greater Vancouver Area, the lower Mainland and Victoria including key industries, commercial property segments, and referral networks, is considered an asset.

• The ability to travel regularly throughout the assigned territory

When you join our team:

• We’ll empower you to learn and grow the career you want.

• We’ll recognize and support you in a flexible environment where well-being and inclusion are more than just words.

• As part of our global team, we’ll support you in shaping the future you want to see.

The role being advertised is an existing vacancy.

About Manulife and John Hancock

Manulife Financial Corporation is a leading international financial services provider, helping people make their decisions easier and lives better. To learn more about us, visit https://www.manulife.com/en/about/our-story.html.

Manulife is an Equal Opportunity Employer

At Manulife/John Hancock, we embrace our diversity. We strive to attract, develop and retain a workforce that is as diverse as the customers we serve and to foster an inclusive work environment that embraces the strength of cultures and individuals. We are committed to fair recruitment, retention, advancement and compensation, and we administer all of our practices and programs without discrimination on the basis of race, ancestry, place of origin, colour, ethnic origin, citizenship, religion or religious beliefs, creed, sex (including pregnancy and pregnancy-related conditions), sexual orientation, genetic characteristics, veteran status, gender identity, gender expression, age, marital status, family status, disability, or any other ground protected by applicable law.

It is our priority to remove barriers to provide equal access to employment. A Human Resources representative will work with applicants who request a reasonable accommodation during the application process. All information shared during the accommodation request process will be stored and used in a manner that is consistent with applicable laws and Manulife/John Hancock policies. To request a reasonable accommodation in the application process, contact hr@manulife.com.

Salary & Benefits

Employees also have the opportunity to participate in incentive programs and earn incentive compensation tied to business and individual performance. The actual salary will vary depending on local market conditions, geography and relevant job-related factors such as knowledge, skills, qualifications, experience, and education/training. If you are applying for this role outside of the primary location, please contact hr@manulife.com for the salary range for your location.

Manulife offers eligible employees a wide array of customizable benefits, including health, dental, mental health, vision, short- and long-term disability, life and AD&D insurance coverage, adoption/surrogacy and wellness benefits, and employee/family assistance plans. We also offer eligible employees various retirement savings plans (including pension and a global share ownership plan with employer matching contributions) and financial education and counseling resources. Our generous paid time off program in Canada includes holidays, vacation, personal, and sick days, and we offer the full range of statutory leaves of absence. If you are applying for this role in the U.S., please contact hr@manulife.com for more information about U.S.-specific paid time off provisions.

We use data and analytics technologies, such as artificial intelligence (AI), and automated processing tools, to analyze and process the information you provide to us or third parties in the application process. For more information, please refer to our personal information collection statement.