Job Summary
The GGL Relationship Manager I is an SBA/Government Guaranteed lender-focused role responsible for supporting the growth and ongoing management of GGL relationships through proactive business development, underwriting support, effective loan structuring coordination, and disciplined portfolio management. This position works closely with the GGL Manager (GGLM) to develop, maintain, and expand existing client relationships, as well as originate new GGL relationships through referrals, centers of influence (COIs), and targeted prospecting. The role does not include lending approval authority and operates within established credit policies and delegated authority limits.
The GGL Relationship Manager I 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 GGL programs, including SBA 7(a), SBA 504, and State Guarantee programs, as well as commercial lending and CRE credit fundamentals. This includes an understanding of key credit metrics such as DSCR, LTV, Debt Yield, guarantor analysis, covenant structures, and recourse frameworks, along with the ability to clearly communicate transaction rationale and risk considerations to internal partners.
This is a lender-first position. The GGL Relationship Manager I is expected to identify and support opportunities to capture core operating deposits and related treasury management services that complement GGL lending relationships in partnership with internal deposit and treasury teams. The role collaborates across business lines to deliver comprehensive financial solutions that strengthen client relationships and support overall portfolio growth.
Key Responsibilities
Relationship Support / Business Development (In Partnership with GGLM)
- Partner closely with the GGL Manager (GGLM) to develop, manage, and execute GGL relationship coverage plans, including branch training and outreach events that promote awareness of GGL programs.
- Support business development efforts through networking, community involvement, cultivation of centers of influence (COIs), including attorneys, CPAs, CRE brokers, property managers, lenders, branch staff, and debt advisors, as well as referrals and targeted prospecting.
- Build and maintain a pipeline of qualified GGL opportunities and execute consistent follow-up activities.
- Participate in client discovery meetings to understand sponsor objectives, portfolio strategy, capital needs, timing considerations, and risk tolerance.
- Support the Bank's competitive positioning by assisting with 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 GGL transactions using key metrics such as DSCR, LTV, guarantor analysis, industry and market analysis and key eligibility requirements for SBA and State Guarantee programs.
- Evaluate collateral quality and market dynamics, including industry trends, liquidity, profitability and credit history.
- Ensure compliance with all established SOPs to ensure SBA guarantee and lender status is maintained with the U.S. Small Business Administration and State Guarantee programs.
- Support loan structuring with appropriate terms and risk mitigants, including covenants, reserves, guarantees, amortization, and recourse/non-recourse structures, consistent with SOPs, Bank policy and risk appetite.
- Prepare and support credit packages for Credit Administration, including financial spreads, documentation collection, and analytical support.
- Recommend approval or decline decisions to the GGLM and Credit Administration, or coordinate analyst review and recommendations, consistent with delegated authority levels.
Portfolio Management / Client Service
- Support active management of the Government Guaranteed loan portfolio to ensure compliance with SBA, State Guarantee programs, 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 GGLM as appropriate.
- Monitor repayment activity and assist with exception management, past-due resolution, and documentation follow-up in accordance with Bank policy.
- Maintain complete, accurate, and current credit files and loan documentation.
Relationship Expansion (Deposits / Treasury – Supporting Expectation)
- Identify opportunities to enhance client relationships through core operating deposits and related treasury services that align with GGL lending activity.
- 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 stakeholders—including Branch personnel, Credit, Operations, Loan Administration, Legal, and Deposit/Treasury teams—to support efficient execution and a strong client experience.
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
- 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 debt service coverage ratio (DSCR), loan-to-value (LTV), guarantor analysis, covenant structures, collateral evaluation, and recourse/non-recourse considerations.
- Ability to identify and assess key credit risks related to borrower strength, cash flow, collateral quality, market conditions, industry trends, and tenancy.
- 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 GGL Manager.
- 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)
- Loan products, with emphasis on Government Guaranteed lending
- Loan documentation and servicing requirements
- Deposit and account services
- General Bank Operations
Knowledge, Skills and Abilities
- Strong business development and relationship management skills, with the ability to support COI development, prospecting activities, referral generation, and relationship expansion efforts.
- Demonstrated credit aptitude and underwriting discipline, with the ability to analyze and articulate key credit metrics, risks, and transaction considerations.
- Effective written and verbal communication skills, with the ability to build credibility and communicate clearly with clients, prospects, and internal stakeholders.
- Strong organizational and time-management skills, with the ability to manage multiple transactions, priorities, and deadlines simultaneously.
- Sound analytical, critical thinking, problem-solving, and decision-making skills.
- Ability to actively listen, ask insightful questions, and communicate effectively with clients, relationship managers, and cross-functional partners.
- Demonstrated 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 effectively present transaction analyses and recommendations to senior credit stakeholders, with guidance as appropriate.
- Experience supporting both loan originations and portfolio management activities, demonstrating understanding of the full client and credit lifecycle.
- Proficiency in Microsoft Office applications, including Excel, Word, and PowerPoint, and the ability to learn and utilize bank systems and lending platforms.
Equipment Operated
- Operates standard electronic computers and customary office equipment required to perform essential job functions.
- Use of equipment is required, with or without reasonable accommodation, in accordance with the Americans with Disabilities Act (ADA) and the California Fair Employment and Housing Act (FEHA).
Physical Requirements & Work Environment
The physical demands and work environment characteristics described below are representative of those that must be met by an employee to successfully perform the essential functions of this position. Nothing in this description is intended to limit the availability of reasonable accommodation under applicable law.
- Ability to perform repetitive movements associated with office and computer-based work.
- Ability to sit and or stand for extended periods of time to perform essential job functions.
- Ability to lift, carry, or move objects weighing up to 25 pounds, with or without reasonable accommodation.
- Ability to use hands and fingers to manage, manipulate, or feel objects and operate standard office equipment.
- Work is primarily performed in an office environment with a controlled temperature and standard office conditions.
Education and Experience
- Bachelor's degree in Business, Finance, Accounting, Economics, or a related field, or equivalent combination of education and experience.
- Minimum five (5) years of experience in Government Guaranteed lending or a related credit role, with emphasis on underwriting support, client service, business development support, and credit portfolio management.
- Demonstrated experience supporting GGL transactions in the $1MM–$25MM range, with familiarity across SBA, State Guarantee, and USDA programs.
- Experience supporting loan origination, underwriting, portfolio management, and relationship management activities.
Minimum Absence Requirement
Some positions within the Bank have been designated as sensitive positions due to access to critical systems, records, or processes. In accordance with Bank policy and sound internal‑control practices, employees in sensitive positions are required to complete a mandatory consecutive absence from essential duties each calendar year to support segregation of duties and independent review.
The required absence will be scheduled in coordination with management to ensure continuity of operations. Administration of absence, including paid or unpaid status, will comply with all applicable federal, state, and local wage and hour and leave laws, including California requirements.
Required Minimum Absence for This Position: Two (2) Consecutive Weeks
Officer Title Eligibility
For qualified positions, the Bank may designate an Officer Title based on the role’s job level, scope of responsibility, and alignment with established competency frameworks. Eligibility for an Officer Title designation is contingent upon the employee meeting defined competency, performance, and experience requirements and is governed by applicable Bank policies, governance standards, and required approval processes.
- This position is eligible for the following Officer Title(s): Vice President, First Vice President
Compensation
The listed range represents the full compensation range for this position. Placement within the range will be determined based on factors including skills, relevant experience, job‑related qualifications, geographic location, and internal equity, in accordance with Bank compensation policies.
- Exempt Salary Range: $113,880 – $193,960 per year
Disclaimer
This job description is intended to describe the general nature and level of work being performed and is not intended to be an exhaustive list of all duties, responsibilities, or qualifications. Employees may be required to perform other duties as assigned, consistent with business needs and applicable law.
Farmers and Merchants Bank of Long Beach reserve the right to modify, amend, or discontinue job duties or requirements at any time. Nothing in this job description creates a contract of employment, either express or implied, or alters the at‑will nature of employment.
10/21/2026
