Relationship Manager 2

About the role

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.

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.
• 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.

Qualifications

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).