About This Role
This role involves managing a portfolio of loan and deposit relationships with small business clients, focusing on acquiring new business, managing risk, and servicing existing clients. It requires working closely with branch partners to effectively sell and cross-sell banking products.
Responsibilities
- Develop new banking relationships with business prospects
- Service existing business banking client base
- Achieve established goals as outlined by manager
- Work with branch partners to maximize sales efforts to business customers and cross-sell other products and services
- Network with centers of influence, including accountants, attorneys, and other referral sources, to develop business
- Evaluate credit information and requests and recommend appropriate loan structure to manage risk
- Effectively negotiate with underwriters and clients to maximize revenue and minimize risk
- Achieve sales goals with minimum expectations including revenue of $150M to $400M, loan production of $4MM to $8MM, and deposit balance production of $400M to $2MM
- Manage a loan portfolio of $7.5MM to $20MM
- Oversee approximately 15 to 40 relationship managed clients
- Actively participate in all business banking and retail sales sprints
- Achieve call targets and other product sales goals such as cash management and Visa merchant
- Participate in civic and cultural organizations and programs
- Utilize prescribed selling techniques to maximize sales opportunities
Requirements
- Bachelor’s degree or, in lieu of a degree, a minimum of 4 years of related sales/banking experience, or a combination thereof
- Knowledge of personal computers and the software utilized by the department
- Ability to read and analyze financial statements and tax returns
- Sound credit skills necessary to evaluate loan requests
- Good understanding of Cash Management, Merchant Service, and Trade Services products offered to Business Banking customers
- Ability to identify sales opportunities for those product sets
- Strong interpersonal and presentation skills
About the Company
M&T Bank is committed to fair, competitive, and market-informed pay for employees.