Law Practice Banking. AVP, Relationship Manager

General Summary

The Specialty Deposit RM handles both client-facing business development and portfolio management responsibilities. The role identifies and brings new specialty deposit clients to the Bank while managing a portfolio of such clients, including Title & Escrow, Property Management, HOA, Retentions, Law Firms, and QSF deposits.

• Identify and bring new specialty deposit clients to the Bank; meet a yearly goal set by the manager.
• Ensure compliance with Bank and regulatory requirements while maintaining best‑in‑class client service and meeting required time frames.
• Negotiate and structure primary loan terms with clients; circulate concept memos as needed before issuing term sheets or LOIs.
• Collaborate with designated underwriters, loan assistants, and loan support staff to prepare Credit Commitment Reports (CCRs) for new loans, renewals, amendments, and annual reviews.
• Present each CCR to the requisite approval authority levels.
• Be ultimately responsible for the content of the finished CCR, though it is a team effort.
• Ensure all items required for loan closing are in process and well‑managed.
• Review loan documents, whether internally prepared or by outside counsel, to guarantee accuracy.
• Confirm each credit is properly risk‑rated according to the Bank’s risk rating system.
• Analyze client accounts to identify, evaluate, and determine appropriate actions on potential credit quality issues, maximizing credit quality and minimizing risk and potential loss.
• Lead development of new specialty deposit client relationships with established escrow companies, drive dialogue, maximize cross‑sell opportunities, and reinforce long‑term relationships.
• Lead strategic dialogue with specialty deposit clients, proposing added‑value ideas originated internally.
• Interact with the Underwriting Department and Credit Administration to secure the required approvals.
• Build and maintain strong relationships with internal business partners.
• Act as a first line of defense, filtering risks and avoiding unwanted exposure.
• Conduct due diligence calls or visits when appropriate.
• Prepare concept memos for new opportunities that identify risk and provide credit analysis.
• Articulate a convincing case to support the risk opinion.
• Prepare portfolio analytical reports and presentations; stay connected with industry trends and macro issues that may impact the portfolio; recommend changes or actions affecting specific clients or client groups.

• U.S. College graduate with a major in related fields.
• 5–10 years of commercial lending and banking experience; thorough knowledge of lending regulations and credit/underwriting practices.
• Strong loan negotiation experience (rates, terms, collateral requirements).
• Previous underwriting experience in the relevant area of commercial lending.
• Extensive knowledge of the Bank’s credit policy, risk management, underwriting requirements, and loan servicing.
• Deep understanding of commercial and specialty group banking products and demonstrated ability to cross‑sell such products.
• PC proficient.
• Excellent verbal and written communication skills.
• Bilingual (English/Mandarin or Cantonese) a plus but not required.
• Ability to work independently to structure loans and/or lines of credit.
• Organized, detail oriented, and able to multi‑task.
• Effective in a fast‑paced, high‑production, team environment.
• Excellent time‑management skills, accustomed to working with deadlines.
• Assumes responsibility and accountability for decision‑making.
• Communicates effectively with all levels of Bank personnel.

Salary: $100,000 – $126,600 / year. Pay determined based on job‑related knowledge, skills, experience, and location. This position may be eligible for a discretionary bonus.