Relationship Manager 2

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

13d•$129,584 - $240,656•Onsite

About The Position

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. This is a new‑origination–focused role responsible for 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 to originate new Commercial Real Estate (CRE) 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. The Relationship Manager 2 is accountable for end‑to‑end relationship ownership, including 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 role requires deep experience across CRE products and the ability to independently communicate and defend credit decisions using industry metrics such as DSCR, LTV, Debt Yield, guarantor analysis, covenant structures, and recourse/non‑recourse considerations. The Relationship Manager 2 independently owns credit recommendations and is accountable for transaction outcomes within delegated authority. This is a lender‑first role. This role is expected to identify and capture core operating deposits and related treasury services that naturally align with CRE lending relationships (e.g., operating accounts, rent collections, reserves, and escrows), in partnership with internal deposit and treasury teams.

Requirements

10+ 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 originating typical transaction sizes in the $2MM–$15MM range or demonstrated ability to originate transactions of similar scope and complexity.
Strong understanding of 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 experience with the ability to independently 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 independently originate new credit and develop client relationships through proactive networking, community involvement, and cultivation of centers of influence (COIs).
Regulation CC (Availability of Funds)
Regulation DD (Truth in Savings)
Regulation E (Electronic Fund Transfers)
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)
Deposit products and account services.
Loan products, with emphasis on Commercial Real Estate (CRE) lending.
Loan documentation and credit file requirements.
General bank operations and servicing processes
Proven business development and relationship‑building skills, supported by an established and active COI network.
Strong credit judgment and underwriting discipline, with the ability to identify, assess, and mitigate risk.
Excellent written and verbal communication skills, including the ability to clearly articulate credit metrics, transaction structure, and risk rationale.
Strong time‑management and organizational skills, with the ability to manage multiple transactions and competing priorities concurrently.
Demonstrated critical thinking, sound judgment, and problem‑solving capabilities.
Ability to actively listen, learn, and communicate effectively with both clients and internal partners.
Demonstrated ability and willingness to collaborate in a team‑oriented environment and contribute to collective objectives.
Experience in a bank lending environment with direct exposure to credit committee and approval processes.
Demonstrated ability to draft, present, and defend credit memoranda, and to communicate transaction rationale effectively to senior credit stakeholders.
Experience across both loan originations and portfolio management, providing full lifecycle relationship ownership.
Must be able to travel to various Bank locations as required.

Nice To Haves

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

Responsibilities

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.
Serve as the primary driver of 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.
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—including covenants, reserves, guarantees, amortization, and recourse/non‑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.
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, including 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.
Identify, position, and capture core operating deposits and related treasury services that align with CRE lending relationships (e.g., 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.
Serve as a lead partner to internal teams—including 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.
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.