Relationship Manager 2

Overview
The Relationship Manager 2–Commercial Real Estate (CRE) is a lender-focused role responsible for supporting the growth and ongoing management of CRE lending relationships through proactive business development, underwriting support, effective loan structuring coordination, and disciplined portfolio management.

This role works closely with the Regional Relationship Manager (RRM) and serves as the primary relationship manager for new and existing CRE clients. It focuses on developing and expanding a CRE loan portfolio through proactive business development, strong credit and underwriting judgment, effective loan structuring, and disciplined portfolio management, as well as origination of new relationships through referrals, centers of influence (COIs), and targeted prospecting. The role includes lending approval authority for unsecured loans up to $50,000 and secured loans up to $250,000, consistent with policy and delegated authority.

Accountability includes end-to-end relationship ownership: prospecting and deal sourcing, client interviews and sponsor assessment, financial analysis, underwriting and credit positioning, loan structuring, documentation coordination, closing execution, and ongoing portfolio monitoring. The Relationship Manager 2 independently owns credit recommendations and is accountable for transaction outcomes within delegated authority.

Key Responsibilities
Business Development / Originations (Primary – RM 2 Ownership)

Independently originate and develop new CRE lending relationships through proactive networking, community involvement, and cultivation of centers of influence (COIs), including attorneys, CPAs, CRE brokers, property managers, lenders, and debt advisors.

Own and manage a robust pipeline of new CRE opportunities within assigned territories and target segments, from initial contact through closing.

Lead client discovery and qualification discussions to assess sponsor quality, portfolio strategy, capital needs, deal feasibility, timing considerations, and risk tolerance.

Drive transaction strategy by recommending appropriate product structures across construction, bridge, permanent, and revolving/line‑of‑credit facilities.

Consistently meet or exceed annual loan production goals.

Underwriting / Credit Analysis / Structuring (Decision‑Making Role)

Lead underwriting and credit analysis for CRE transactions, including evaluation of borrower financials, guarantor strength, global cash flow, liquidity, contingent liabilities, and sponsor experience.

Apply market‑standard credit metrics (DSCR, LTV, guarantor analysis, covenanting, Debt Yield, break‑even occupancy) and scenario analysis to independently assess transaction viability and risk.

Evaluate collateral and market fundamentals, including submarket conditions, tenant concentration and rollover, rent comparables, capital expenditure needs, and exit strategies.

Structure transactions with appropriate terms, pricing, and risk mitigants—covenants, reserves, guarantees, amortization, and recourse
on‑recourse structures—consistent with Bank policy and risk appetite.

Exercise assigned lending authority and present transactions to RRM and Credit Administration, clearly articulating credit rationale and risk considerations.

Oversee documentation and closing execution in coordination with Credit, Loan Operations, and Legal.

Portfolio Management / Client Retention (Primary Relationship Manager)

Maintain primary ownership of an assigned CRE loan portfolio, ensuring ongoing compliance with Bank policy, regulatory requirements, and credit standards.

Proactively manage client relationships through regular portfolio reviews, financial performance discussions, covenant compliance monitoring, and risk assessments.

Identify and execute appropriate portfolio actions—renewals, refinances, restructures, modifications, and risk‑mitigation strategies.

Monitor loan performance and repayment activity; take timely action on delinquencies, exceptions, and risk rating changes.

Ensure credit files remain complete, accurate, and current.

Relationship Expansion (Deposits / Treasury – Integrated Expectation)

Identify, position, and capture core operating deposits and related treasury services that align with CRE lending relationships (operating accounts, rent collections, reserve and escrow accounts).

Partner with internal deposit and treasury teams to implement solutions that enhance relationship profitability and client engagement.

Cross‑Functional Leadership

Serve as a lead partner to internal teams—Credit, Operations, Loan Administration, Legal, and Treasury—to ensure efficient execution, sound risk management, and a high‑quality client experience.

Provide guidance and support to junior relationship managers or analysts, as applicable, and collaborate with management on broader business and portfolio initiatives.

Compliance Responsibilities
Complies with all applicable state and federal banking laws, regulations, and internal policies related to lending, operations, and deposit requirements, including BSA, AML, OFAC, CIP, financial elder abuse reporting laws, sexual harassment prevention policies, information security and privacy requirements.

Required Knowledge

10+ years of experience in Commercial Real Estate (CRE) lending, including origination support and portfolio management.

Working knowledge of CRE product types—Bridge, Permanent, and Lines of Credit.

Experience originating typical transaction sizes in the $2MM–$15MM range or demonstrated ability to origin similar transactions.

Strong understanding of core CRE property types—Industrial, Retail, Office, and Multifamily.

Demonstrated credit competency to discuss DSCR, LTV, guarantor analysis, covenant structures, and recourse
on‑recourse considerations.

Underwriting experience with independent risk assessment of sponsor strength, market conditions, tenancy, cash flow, and collateral quality.

Local market knowledge of Orange County and Los Angeles CRE dynamics.

Demonstrated ability to originate new credit and build client relationships through proactive networking and COIs.

Regulation CC; Regulation DD; Regulation E; Regulation B; Regulation BB; Regulation Z; Privacy and data protection laws; Uniform Commercial Code (UCC).

Banking Products & Operations

Deposit products and account services.

Loan products with emphasis on CRE lending.

Loan documentation and credit file requirements.

General bank operations and servicing processes.

Knowledge, Skills and Abilities

Proven business development and relationship‑building skills, supported by an active COI network.

Strong credit judgment and underwriting discipline, ability to assess and mitigate risk.

Excellent written and verbal communication skills; ability to articulate credit metrics and transaction structures.

Strong time‑management and organizational skills; manage multiple transactions and priorities concurrently.

Demonstrated critical thinking, sound judgment, and problem‑solving capabilities.

Effective listening, learning, and communication with clients and internal partners.

Collaboration in a team‑oriented environment to achieve collective objectives.

Experience in a bank lending environment with credit committee and approval processes.

Ability to draft, present, and defend credit memoranda and communicate rationale to senior credit stakeholders.

Experience across both loan originations and portfolio management, providing full lifecycle relationship ownership.

Additional Requirements

Must be able to travel to various Bank locations as required.

Equipment Operated

Operate standard electronic computers and office equipment required for essential job functions.

Use of equipment is required, with or without reasonable accommodation, in accordance with ADA and California FEHA.

Physical Requirements & Work Environment

Perform repetitive office and computer-based work.

Sit or stand for extended periods to perform essential job functions.

Lift, carry, or move objects weighing up to 25 pounds.

Use hands and fingers to manipulate objects and operate standard office equipment.

Work primarily in an office environment with controlled temperature.

Education and Experience

Bachelor’s degree in Business, Accounting, Finance, or related discipline preferred but not required.

Minimum 10+ years of CRE lending experience, with emphasis on new originations, underwriting, and credit portfolio management.

Experience originating CRE loans in the $2MM–$25MM range across Industrial, Retail, Office, and Hospitality property types, including construction, bridge, permanent, and line‑of‑credit structures.

Minimum Absence Requirement
Some positions are designated as sensitive positions requiring a mandatory consecutive absence of two (2) weeks each calendar year. The absence will be scheduled in coordination with management to ensure continuity of operations and will comply with all applicable wage and hour and leave laws.

Officer Title Eligibility

Eligible for Vice President, First Vice President, Senior Vice President officer titles.

Compensation
The listed range represents the full compensation range for this position. Placement within the range will be determined based on skills, experience, job‑related qualifications, geography, and internal equity, per Bank compensation policies.

Exempt Salary Range: $129,584 – $240,656 per year

Disclaimer
This job description is intended to describe the general nature and level of work being performed and is not intended to be an exhaustive list of all duties, responsibilities, or qualifications. Employees may perform other duties as assigned, consistent with business needs and applicable law.

Farmers and Merchants Bank of Long Beach reserve the right to modify, amend, or discontinue job duties or requirements at any time. Nothing in this job description creates a contract of employment, either express or implied, or alters the at‑will nature of employment.

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