Legal Client Services Relationship Manager

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

16d

About The Position

The Relationship Manager will work closely with the Legal Client Services Director in developing and maintaining strong relationships with clients and providing quality customer service. The LCS Banker / Relationship Manager acts as a strategic advisor to the legal community, responsible for developing and expanding relationships with law firms and attorneys. This role provides consultative banking solutions encompassing both Firm needs (operational capital, IOLTA/Trust accounts) and Attorney needs (capital buy-in loans, wealth management). The LCS Relationship Manager partners closely with LCS leadership, credit, treasury management, and branch teams to deliver consistent “white glove” client experience, ensure sound risk management, and achieve deposit and revenue goals while maintaining compliance with Bank policies and regulatory requirements.

Requirements

Legal Sector Dynamics: Eager to learn about law firm lifecycle stages, partner/owner structures (Equity vs Non-Equity), and industry revenue benchmarks.
Ethical Banking Rules: Understanding of Legal Ethics rules regarding commingling of funds and specific compliance requirement for IOLTA/Client Trust accounts.
Credit Acumen: Ability to identify and structure new deals based on Credit Policy and Guidelines.
Consultative Skills: Ability to identify and structure complex financing needs of LCS clients
Regulatory Knowledge
Regulation CC
Regulation DD
Regulation E (EFT)
Bank Secrecy Act
Anti-Money Laundering
OFAC
CIP
Fair Credit Reporting
FDIC Insurance
Privacy Laws
Regulation BB (CRA)
Regulation B (ECOA)
Regulation X (RESPA)
Regulation Z (Truth about Lending)
UCC Filings
Consultative Selling: Proven ability to navigate high-net-worth and sophisticated professional circles, ability to sell “advice” rather than just “product”.
Influence and Collaboration: Ability to coordinate across internal Bank divisions (Branch Banking, Treasury, Credit) to deliver a unified solution to the client.
Technical proficiency: Proficiency in Microsoft Office (Excel, Word, PowerPoint). Clear understanding of English (spoken and written).
Presentation skills (client-facing and internal) and strong written communication
Time management: Ability to manage multiple deadlines/priorities. Critical thinking and problem-solving; ability to work independently.
Bachelor’s degree or equivalent required
Minimum of 5 years of relevant work experience with a strong emphasis on customer service, sales, and relationship/portfolio management.
Ability to travel to various Bank locations as needed.
Some evening and weekend hours required.

Responsibilities

Establish and maintain an excellent rapport with bank customers, including those with complex financing and depository requirements by making monthly retention calls on selected customers
Manage and grow a portfolio of law firm clients by understanding their specific practice mix, partner compensation models, and growth cycles.
Drive deposit growth through specialized legal products, specifically IOLTA, escrow management and operating accounts.
Actively build Centers of Influence (COIs) within the legal community by participating in Bar Associations and legal industry networking events.
Identify and structure complex financing needs, including Lines of Credit Partner capital loans, and other lending peculiar to law firms and their professionals.
Maintain primary responsibility for the risk rating of the portfolio, partner with the Portfolio Banker to collect financial reporting and address credit issues early.
Assist with risk management and ensure all team members are protecting the interests of Farmers & Merchants Bank while enhancing the customer experience
Act as the escalation point for complex servicing issues, ensuring rapid resolutions.
Mentor support staff to ensure documentation and service delivery meet the “high-touch” standards required by legal professionals.
Utilize Bank systems and technology to review electronic credit files, client documentation, relationship profitability metrics, and account opening
Complies with all State and Federal Banking regulatory requirements, including but not limited to: BSA, AML, OFAC, CIP, Financial Elder Abuse Reporting, Sexual Harassment, Information Security and privacy requirements. Acts as the control point for the Department to ensure that all BSA-related requirements, procedures and time frames are met.