GGL Relationship Manager I

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

4d•$113,880 - $193,960

About The Position

The GGL Relationship Manager I supports the growth and ongoing management of Government Guaranteed Lending relationships through business development, underwriting support, loan-structuring coordination, and portfolio management. Working closely with the GGL Manager (GGLM), this lender-focused role helps maintain and expand client relationships and originate new relationships through referrals, centers of influence, and targeted prospecting. The position has no lending approval authority and operates within established credit policies and delegated authority limits. The role 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 portfolio monitoring. It requires working knowledge of SBA 7(a), SBA 504, State Guarantee, and other government-guaranteed lending programs, as well as commercial lending and commercial real estate credit fundamentals. The role also identifies opportunities for core operating deposits and treasury services, coordinating with internal partners to support comprehensive client relationships. The position collaborates with branches, Credit, Operations, Loan Administration, Legal, and Deposit/Treasury teams. It must comply with applicable banking laws, regulations, and internal policies, including requirements involving BSA/AML, OFAC, CIP, information security, privacy, and customer protection. Work is primarily performed in an office environment with standard office conditions. The role operates computers and customary office equipment and may require repetitive office and computer-based movements, extended sitting or standing, and lifting or moving objects up to 25 pounds, with or without reasonable accommodation. The position requires a bachelor's degree in Business, Finance, Accounting, Economics, or a related field, or an equivalent combination of education and experience, and at least five years of experience in Government Guaranteed lending or a related credit role. The listed exempt salary range is $113,880–$193,960 per year. The position is eligible for the titles Vice President or First Vice President, subject to applicable qualifications and approvals. Employees in this sensitive position must complete a mandatory two consecutive weeks of absence from essential duties each calendar year, scheduled with management.

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/non-recourse considerations.
Ability to identify and assess credit risks related to borrower strength, cash flow, collateral, market conditions, industry trends, and tenancy.
Local knowledge of Orange County and Los Angeles commercial real estate dynamics.
Ability to develop client relationships and contribute to originations under the GGL Manager's guidance.
Knowledge of applicable banking rules and topics listed in the posting, including Regulations CC, DD, E, B, BB, X, and Z; BSA/AML; FCRA; privacy and data protection; FDIC deposit insurance; UCC; loan products and servicing; deposit and account services; and general bank operations.
Strong business development and relationship management skills, including support for COI development, prospecting, referrals, and relationship expansion.
Credit aptitude and underwriting discipline, including the ability to analyze and explain credit metrics, risks, and transaction considerations.
Effective written and verbal communication skills 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 perform repetitive office and computer-based movements, sit or stand for extended periods, operate standard office equipment, and lift, carry, or move objects up to 25 pounds, with or without reasonable accommodation.

Responsibilities

Partner with the GGL Manager to develop, manage, and execute relationship coverage plans, including branch training and outreach events promoting GGL programs.
Support business development through networking, community involvement, COI cultivation, referrals, and targeted prospecting.
Build and maintain a pipeline of qualified GGL opportunities and conduct consistent follow-up.
Participate in discovery meetings to understand sponsor objectives, portfolio strategy, capital needs, timing, and risk tolerance.
Support competitive product recommendations across 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, market and industry analysis, and SBA and State Guarantee eligibility requirements.
Evaluate collateral quality and market dynamics, including industry trends, liquidity, profitability, and credit history.
Ensure compliance with applicable 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, documentation collection, and analysis.
Recommend approval or decline decisions to the GGLM and Credit Administration, or coordinate analyst review and recommendations, consistent with delegated authority.
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 key risks; escalate concerns and recommendations to the GGLM as appropriate.
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 for core operating deposits and related treasury services; coordinate introductions and implementation with internal partners when beneficial.
Collaborate with Branch, Credit, Operations, Loan Administration, Legal, and Deposit/Treasury teams to support execution and client service.
Comply with applicable banking laws, regulations, and internal policies, including BSA/AML, OFAC, CIP, information security, privacy, and customer protection requirements.