Relationship Manager 1

Relationship Manager 1 Commercial Real Estate (CRE)

The 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 Responsibilities

Relationship 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 advisorsas 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 stakeholdersincluding Credit, Operations, Loan Administration, Legal, and Deposit/Treasury teamsto 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.