GGL Relationship Manager I

Farmers and Merchants Bank of Long Beach•Seal Beach, CA

5d•$113,880 - $193,960

About The Position

The GGL Relationship Manager I supports the growth and ongoing management of Government Guaranteed Lending (GGL) relationships through business development, underwriting support, loan structuring coordination, and portfolio management. Working closely with the GGL Manager (GGLM), this role helps maintain and expand existing client relationships and originate new ones through referrals, centers of influence, and targeted prospecting. The position does not have lending approval authority and operates within established credit policies and delegated authority limits. The role supports relationship coverage across the lending lifecycle, including prospecting, client interviews and character assessment, financial analysis, underwriting support, credit positioning, transaction structuring, documentation coordination, closing support, and portfolio monitoring. It requires working knowledge of programs including SBA 7(a), SBA 504, and State Guarantee programs, as well as commercial lending and commercial real estate credit fundamentals. Relevant credit considerations include DSCR, LTV, debt yield, guarantor analysis, covenant structures, and recourse frameworks. This is a lender-first position. The Relationship Manager identifies opportunities for core operating deposits and treasury management services that complement lending relationships, coordinating with internal deposit and treasury teams. The role collaborates across business lines to provide financial solutions and support client relationships and portfolio growth.

Requirements

Bachelor's degree in Business, Finance, Accounting, Economics, or a related field, or an equivalent combination of education and experience.
At least five years of experience in Government Guaranteed lending or a related credit role, emphasizing underwriting support, client service, business development support, and credit portfolio management.
Experience supporting GGL transactions in the $1 million–$25 million range, with familiarity across SBA, State Guarantee, and USDA programs.
Experience supporting loan origination, underwriting, portfolio management, and relationship management activities.
Knowledge of commercial and government-guaranteed lending, including SBA, USDA, and State Guarantee programs.
Understanding of SBA eligibility requirements, underwriting standards, loan structure, servicing, and guaranty requirements.
Working knowledge of commercial credit analysis, including DSCR, LTV, guarantor analysis, covenant structures, collateral evaluation, and recourse and non-recourse considerations.
Ability to identify and assess credit risks related to borrower strength, cash flow, collateral quality, market conditions, industry trends, and tenancy.
Local market knowledge of Orange County and Los Angeles commercial real estate dynamics.
Demonstrated ability to develop client relationships and contribute to new originations under the guidance of the GGL Manager.
Knowledge of applicable banking rules and regulations, including Regulations CC, DD, E, B, BB, X, and Z; BSA/AML; FCRA; privacy and data protection laws; FDIC deposit insurance requirements; and the Uniform Commercial Code.
Knowledge of loan products, particularly Government Guaranteed lending, loan documentation and servicing, deposit and account services, and general bank operations.
Strong business development and relationship management skills, including COI development, prospecting, referral generation, and relationship expansion.
Credit aptitude and underwriting discipline, including the ability to analyze and articulate credit metrics, risks, and transaction considerations.
Effective written and verbal communication skills for working with clients, prospects, and internal stakeholders.
Strong organizational and time-management skills and the ability to manage multiple transactions, priorities, and deadlines.
Sound analytical, critical-thinking, problem-solving, and decision-making skills.
Ability to listen actively, ask insightful questions, and communicate effectively with clients and cross-functional partners.
Ability to work collaboratively in a team-oriented environment and contribute to departmental and organizational objectives.
Working knowledge of commercial lending and bank credit processes, including exposure to loan approval and credit committee processes.
Ability to prepare or materially contribute to credit memoranda and present transaction analyses and recommendations to senior credit stakeholders, with guidance as appropriate.
Proficiency in Microsoft Office applications, including Excel, Word, and PowerPoint, and ability to learn and use bank systems and lending platforms.
Ability to complete a mandatory two-consecutive-week absence from essential duties each calendar year, scheduled in coordination with management.

Responsibilities

Partner with the GGL Manager to develop, manage, and execute relationship coverage plans, including branch training and outreach events.
Support business development through networking, community involvement, centers of influence, referrals, and targeted prospecting.
Build and maintain a pipeline of qualified GGL opportunities and conduct consistent follow-up.
Participate in client discovery meetings to understand sponsor objectives, portfolio strategy, capital needs, timing, and risk tolerance.
Support competitive positioning through product recommendations for construction, bridge, permanent, and revolving line-of-credit structures.
Analyze borrower financial statements and guarantor strength, including global cash flow, liquidity, contingent liabilities, sponsor experience, and track record.
Support underwriting of GGL transactions using credit metrics, industry and market analysis, and SBA and State Guarantee program eligibility requirements.
Evaluate collateral quality and market dynamics, including industry trends, liquidity, profitability, and credit history.
Ensure compliance with established standard operating procedures to maintain SBA guarantee and lender status and State Guarantee program compliance.
Support loan structuring with appropriate terms and risk mitigants, including covenants, reserves, guarantees, amortization, and recourse or non-recourse structures.
Prepare and support credit packages for Credit Administration, including financial spreads, document collection, and analytical support.
Recommend approval or decline decisions to the GGLM and Credit Administration, or coordinate analyst review and recommendations, within delegated authority levels.
Support active management of the Government Guaranteed loan portfolio in compliance with program requirements, Bank policy, regulations, and credit standards.
Assist with annual reviews, covenant monitoring, tickler tracking, and collection of borrower and guarantor financial reporting.
Participate in client discussions about portfolio performance, covenant compliance, and risk drivers; escalate concerns and recommendations to the GGLM.
Monitor repayment activity and assist with exception management, past-due resolution, and documentation follow-up.
Maintain complete, accurate, and current credit files and loan documentation.
Identify opportunities to expand relationships through core operating deposits and treasury services, and coordinate introductions to internal partners.
Collaborate with Branch, Credit, Operations, Loan Administration, Legal, and Deposit/Treasury teams to support efficient execution and a strong client experience.
Comply with applicable banking laws, regulations, and internal policies, including requirements related to BSA, AML, OFAC, CIP, elder abuse reporting, harassment prevention, information security, and privacy.