Job SummaryThe Relationship Manager 1- 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 position works closely with the Regional Relationship Manager (RRM) to develop, maintain, and expand existing client relationships, as well as to originate new Commercial Real Estate (CRE) relationships through referrals, centers of influence (COIs), and targeted prospecting. The role does not include lending approval authority for unsecured loans and secured loans, consistent with policy and delegated authority.
The Relationship Manager 1 supports end-to-end relationship coverage, including prospecting, client interviews and character assessment, financial analysis, underwriting support, credit positioning, transaction structuring, documentation coordination, closing support, and ongoing portfolio monitoring.
The role requires a working knowledge of key CRE credit metrics, including DSCR, LTV, Debt Yield, guarantor analysis, covenant structures, and recourse frameworks, as well as the ability to clearly communicate transaction rationale and risk considerations to internal partners.
This is a lender-first position. The Relationship Manager 1 is expected to identify and support opportunities to capture core operating deposits and related treasury services that align with CRE lending relationships (e.g., operating accounts, rent collections, reserves, and escrows), in partnership with internal deposit and treasury teams.
Key ResponsibilitiesRelationship Support / Business Development (In Partnership with RRM)- Partner closely with the Regional Relationship Manager (RRM) to develop, manage, and execute CRE relationship coverage plans.
- Support business development efforts through networking, community involvement, cultivation of centers of influence (COIs)including attorneys, CPAs, CRE brokers, property managers, lenders, and debt advisors-as well as referrals and targeted prospecting.
- Assist in building and managing a pipeline of qualified CRE opportunities and maintaining consistent follow-up activity.
- Participate in client discovery meetings to understand sponsor objectives, portfolio strategy, capital needs, timing considerations, and risk tolerance.
- Support competitive positioning of the Bank by assisting with appropriate product recommendations across construction, bridge, permanent, and revolving/line-of-credit structures.
Underwriting / Credit Analysis / Structuring Support- Analyze borrower financial statements and guarantor strength, including global cash flow, liquidity, contingent liabilities, and sponsor experience and track record.
- Support underwriting of CRE transactions using key metrics such as DSCR, LTV, guarantor analysis, Debt Yield, break-even occupancy, scenario analysis.
- Assist in evaluating collateral quality and market dynamics, including submarket trends, tenant concentration and lease rollover, rent comparables, capital expenditure needs, and exit liquidity.
- Support loan structuring with appropriate terms and risk mitigants, including covenants, reserves, guarantees, amortization, and recourse/non-recourse structures, consistent with Bank policy and risk appetite.
- Prepare and/or support credit packages for Credit Administration, including documentation collection, financial spreads, and analytical support.
- Recommend approval, decline to RRM and Credit Administration, or submit transactions to credit analysts for review and recommendation, as directed by the RRM and consistent with delegated authority levels.
Portfolio Management / Client Service- Support active management of a CRE loan portfolio to ensure compliance with Bank policy, regulatory requirements, and credit standards.
- Assist with annual reviews, covenant monitoring, tickler tracking, and collection of borrower and guarantor financial reporting.
- Participate in client discussions to review portfolio performance, covenant compliance, and key risk drivers; escalate concerns and recommendations to the RRM as appropriate.
- Monitor repayment activity and assist with exception management, past-due resolution, and documentation follow-up in accordance with Bank policy.
- Ensure credit files and loan documentation are complete, accurate, and current.
Relationship Expansion (Deposits / Treasury - Supporting Expectation)
- Identify opportunities to enhance client relationships through core operating deposits and related treasury services that align with CRE lending activity (e.g., operating accounts, rent collections, reserve and escrow accounts).
- Coordinate introductions and collaborate with internal deposit and treasury partners to support implementation when beneficial to the client relationship and the Bank.
Cross-Functional Collaboration- Partner with internal stakeholders-including Credit, Operations, Loan Administration, Legal, and Deposit/Treasury teams-to support efficient execution and a strong client experience.
- Collaborate with management on employee development initiatives and operational activities, as needed.
Compliance Responsibilities
Complies with all applicable state and federal banking laws, regulations, and internal policies related but not limited to lending, operations, and deposit requirements, including Bank Secrecy Act (BSA), Anti-Money Laundering (AML) requirements, Office of Foreign Assets Control (OFAC) regulations, Customer Identification Program (CIP) requirements, Financial Elder Abuse reporting laws, Sexual Harassment prevention policies, information security and privacy requirements.
Required Knowledge- 5+ years of experience in Commercial Real Estate (CRE) lending, including origination support and portfolio management.
- Working knowledge of CRE product types, including Bridge, Permanent (Perm), and Lines of Credit.
- Experience supporting typical transaction sizes in the $2MM-$15MM range or demonstrated ability to support transactions of similar scope and complexity.
- Familiarity with core CRE property types, including Industrial, Retail, Office, and Multifamily.
- Demonstrated credit competency sufficient to discuss DSCR, LTV, guarantor analysis, covenant structures, and recourse/non-recourse considerations.
- Underwriting support experience with the ability to identify and assess key risks related to sponsor strength, market conditions, tenancy, cash flow, and collateral quality.
- Local market knowledge of Orange County and Los Angeles CRE dynamics.
- Demonstrated ability to develop client relationships and contribute to new originations under the guidance of the Regional Relationship Manager (RRM).
- Regulation CC (Availability of Funds)
- Regulation DD (Truth in Savings)
- Regulation E (Electronic Fund Transfers - EFT)
- Regulation B (Equal Credit Opportunity Act - ECOA)
- Regulation BB (Community Reinvestment Act - CRA)
- Regulation X (Real Estate Settlement Procedures Act - RESPA)
- Regulation Z (Truth in Lending Act - TILA)
- Bank Secrecy Act (BSA) / Anti-Money Laundering (AML)
- Fair Credit Reporting Act (FCRA)
- Privacy and data protection laws
- FDIC deposit insurance requirements
- Uniform Commercial Code (UCC)
Banking Products & Operations- Loan products, with emphasis on Commercial Real Estate (CRE) lending
- Loan documentation and servicing requirements
- Deposit and account services
- General bank operations
Knowledge, Skills and Abilities- Strong business development and relationship-building skills, with the ability to support COI strategies, prospect follow-up, and relationship expansion efforts.
- Demonstrated credit aptitude and underwriting discipline, with the ability to articulate key credit metrics, risks, and transaction considerations.
- Effective written and verbal communication skills, with the ability to communicate clearly with clients and internal stakeholders.
- Strong time-management and organizational skills, with the ability to manage multiple transactions, priorities, and deadlines concurrently.
- Sound critical thinking, judgment, and problem-solving skills.
- Ability to actively listen, learn, and communicate effectively with clients, relationship managers, and cross-functional partners.
- Demonstrated ability and willingness to collaborate in a team-oriented environment and contribute to collective goals.
- Experience working in a bank lending environment, with exposure to credit committee and approval processes.
- Ability to draft or materially contribute to credit memoranda and present transaction components effectively to senior credit stakeholders, with guidance as appropriate.
- Experience supporting both loan originations and portfolio management, providing full lifecycle exposure.
Additional Requirements
- Must be able to travel to various Bank locations as required.
Equipment Operated
- Operates standard electronic computers and customary office equipment required to perform essential job functions.
- Use of equipment is required, with or without reasonable accommodation, in accordance with the
Physical Requirements & Work EnvironmentThe physical demands and work environment characteristics described below are representative of those that must be met by an employee to successfully perform the essential functions of this position. Nothing in this description is intended to limit the availability of reasonable accommodation under applicable law.
- Ability to perform repetitive movements associated with office and computer-based work.
- Ability to sit and or stand for extended periods of time to perform essential job functions.
- Ability to lift, carry, or move objects weighing up to 25 pounds, with or without reasonable accommodation.
- Ability to use hands and fingers to manage, manipulate, or feel objects and operate standard office equipment.
- Work is primarily performed in an office environment with a controlled temperature and standard office conditions.
Education and Experience- Bachelor's degree in Business, Accounting, Finance, or a related discipline preferred, but not required.
- Minimum 5+ years of experience in Commercial Real Estate (CRE) lending or a related credit role, with emphasis on underwriting support, client service, business development support, and credit portfolio management.
- Demonstrated experience supporting CRE transactions in the $2MM-$25MM range, with familiarity across property types including Industrial, Retail, Office, and Hospitality (preferred).
Minimum Absence RequirementSome positions within the Bank have been designated as sensitive positions due to access to critical systems, records, or processes. In accordance with Bank policy and sound internal-control practices, employees in sensitive positions are required to complete a mandatory consecutive absence from essential duties each calendar year to support segregation of duties and independent review.
The required absence will be scheduled in coordination with management to ensure continuity of operations. Administration of absence, including paid or unpaid status, will comply with all applicable federal, state, and local wage and hour and leave laws, including California requirements.
Required Minimum Absence for This Position:
Two (2) Consecutive Weeks Officer Title EligibilityFor qualified positions, the Bank may designate an Officer Title based on the role's job level, scope of responsibility, and alignment with established competency frameworks. Eligibility for an Officer Title designation is contingent upon the employee meeting defined competency, performance, and experience requirements and is governed by applicable Bank policies, governance standards, and required approval processes.
This position is eligible for the following Officer Title(s):
Vice President and First Vice President CompensationThe listed range represents the full compensation range for this position. Placement within the range will be determined based on factors including skills, relevant experience, job-related qualifications, geographic location, and internal equity, in accordance with Bank compensation policies.
Exempt Salary Range: $102,440 - $174,200 per year 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 be required to 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.
