Senior Relationship Manager 2 - Fiduciary Banking

Position Title

Relationship Manager Sr II - Fiduciary Banking

Location

Newport Beach, CA 92660

Job Summary

The Senior Relationship Manager II-Fiduciary Banking manages large client relationships which require both deep industry experience as well as specialized knowledge and ability to manage and optimize a company’s working capital.

This role has primary responsibility to identify and generate new business and relationships that will produce revenue from companies that operate within the real estate industry ecosystem which have specialized needs. This includes national and regional Title companies, 1031 exchange QIs, residential and commercial property managers, and other real estate-centric businesses. This role will work with senior executives of its target market to sell the full suite of bank products and services to meet all the company’s banking requirements and grow the bank’s share of wallet. The Relationship Manager will quarterback the relationship and involve other departments/product specialists as required to meet a client’s needs.

The position is supported by Treasury Management sales officer (TMSO), product specialists, credit portfolio managers (underwriting, transaction approvals/processing) and bank operations but remains accountable for all aspects of the relationship and a client’s experience with Flagstar.
Responsible for prospecting and selling the bank’s full suite of products, including a deep knowledge of bank commercial deposit and payments products as well as understanding of industry software integrations with specialized technology companies. This role will partner with 1LOD Credit to shepherd the client through the process and balance risk with new business opportunity.

Manages a complex commercial client portfolio ensuring the high quality client management with a balanced risk management mindset. Manages the on-going monitoring of portfolio quality and ensures compliance with applicable laws, regulations and guidelines.

As a senior banker, will mentor and assist less experienced Relationship Managers to ensure the success of the team.

Job Responsibilities:

New Business Origination: 

Develop and maintain relationships to generate direct deal flow. Position will be focused on generating new business that focuses on the entire banking relationship; Coordinates the team approach to approving and closing new deals to grow deposits and revenues while optimizing profitability (ROE).

Relationship Management:

• Works with assigned treasury management personnel and portfolio managers to engage with clients on idea generation and relevant opportunities to expand our relationship.

Industry Outreach: 

• Stays abreast of industry trends and market conditions that could impact the assigned portfolio of relationships. Attend conferences and participate in speaking opportunities as a subject matter expect related to the intersection of specific specialty industry and banking.

Mentorship: 

• Will use banking and fiduciary industries experience to mentor and assist less experienced Relationship Managers develop professionally.

Credit Quality and Onboarding:

• When client/prospect lending needs arise, work with assigned portfolio managers to ensure proactive monitoring of the credit quality of the portfolio through timely financial statement gathering, monitoring client’s compliance with ongoing required reporting, properly analyzing financial information and taking or recommending appropriate corrective actions based on acceptable levels. Ultimately responsible for managing the bank’s risk exposure to acceptable levels. Collaborating with Credit team and outside counsel as needed to prepare credit approval documents and managing onboarding process to ensure transactions are booked appropriately.

Maintaining Knowledge: 

• Stays abreast of industry trends and market conditions that could impact the assigned portfolio of relationships and borrowers.

• Uses independent judgement and discretion to make decisions.
• Analyzes and resolves problems.

ADDITIONAL ACCOUNTABILITIES

• Performs special projects, and additional duties and responsibilities as required.
• Consistently adheres to regulatory and compliance policies and standards linked to the job as listed and completes required compliance trainings. Accountable to maintain compliance with applicable federal, state and local laws and regulations.

JOB REQUIREMENTS

Required Qualifications:

• Education level required: Undergraduate Degree (4 years or equivalent) or demonstrated work experience in business, finance, or related fields
• Minimum experience required: 15+ Years as a Commercial Relationship Manager and/or commercial depository and treasury management sales. Some experience in commercial treasury management may substitute for production experience.
• Experience specific to fiduciary banking industries such as title escrow, 1031 exchange, property management, treasury management, Investment Banking, or Capital Markets experience.

Preferred Qualifications:

• Education level preferred: Undergraduate Degree (4 years or equivalent) or demonstrated work experience in business, finance, or related fields

Job Competencies:

• Industry knowledge: Expert understanding of fiduciary banking industries including title companies, 1031 exchange QIs, residential and commercial property managers, etc.
• Expert analytical skills to understand financial and cash flow analyses.
• Deep deposit and payments product experience needed to sell into this industry vertical.
• Highly developed negotiation skills in addition to excellent verbal and written communication skills.
• Experience utilizing a calling strategy to actively call on prospects/clients and establish a personally developed network of clients and potential clients to source deals through various centers of influence.
• Computer proficiency in Microsoft Office applications including: Word, Excel, and Teams. Ability to use bank AI to enhance day-to-day efficiency and speed.
• Demonstrates a strong ability to build and maintain effective relationships with stakeholders by communicating clearly, engaging in proactive collaboration, and leveraging cross functional insights. Aligns relationship building efforts with enterprise goals to accelerate performance and drive strategic results.
• Builds trusted client relationships, whether internal or external, by identifying needs and delivering tailored solutions to enhance the overall client experience.
• Travel will be required to clients and industry conferences.
• Physical demands (ADA): The job requires a moderate degree of physical exertion and stamina such as standing, sitting, walking, driving or infrequent lifting.

Flagstar is an Equal Opportunity Employer - Vets/Disabled

We are committed to providing clear and accurate compensation information in accordance with applicable laws. Actual starting base pay will be determined based on location, experience, and other non-discriminatory factors permitted by law. Total compensation may also include variable incentives, bonuses, commissions, or other awards as outlined in the offer of employment. Flagstar provides teammates access to a variety of benefits including medical, dental, vision, life, and disability insurance, as well as a comprehensive leave program. Please click the following link for detailed information: Benefits | Flagstar Bank

Pay Range

$160,173.75 - $264,595.00